“I absolutely adore negotiating,” says Tami Bonnell, President of the US Organization of EXIT Realty Corp. International.  Tami offers these tips to help you in the negotiation process. 

When it comes to negotiation, often real estate agents become nervous – that makes the issue too big!  Negotiating is really just a conversation; if you’re in a negotiation with someone, they’re interested or you wouldn’t be talking.

As with everything else in life, if you think you can, you can; if you think you can’t, you can’t.  Either way, you’re right.  Stay in a positive frame of mind – it’s workable. 

In negotiations there are four possible outcomes:

• Win/win
• Win/lose
• Lose/lose
• No outcome

Always strive for Win/Win so everyone benefits.  

Here are the 7 key points to successful negotiations:

1.  Avoid negotiating down to only one item, for example price.  If the only thing you’re negotiating about is price you don’t have the same leverage as if there are other issues like appliances or closing date. 

2.  Never assume; make sure you ask effective questions.  The more you know about your counterpart, the better off you’re going to be.  “If I understand correctly, is this the most important thing for you?” Find out where they’re flexible. 

The folks on the other side of the table don’t have the same needs and wants as you.  Try looking at it from their perspective.  Put their needs first. 

3.  Whenever you know less about your counterpart, you increase your risk window.  It’s really important to know all of the “whys”.  Why do they want to move into this home? School? Work? Service is the price you pay for a great career - you have to ask effective questions to best serve your customers.

4. How you talk is important too.  Use short simple sentences; otherwise they might assume you’re not telling the truth.  Long, complicated sentences can sound like you’re trying to talk over them.  The books Negotiate This and You Can Negotiate Anything, both by Herb Cohen, are great references. 

Make people feel comfortable and at ease.  It’s not what you say, it’s what they hear. 

5.  Don’t get emotional – if it feels like the situation is becoming too emotional, it’s okay to reconvene. 

6.  Approach the scenario from a different angle - paint a picture that works for them but always tell the truth no matter the circumstances.

7.  Always negotiate in person when possible.  Negotiations by phone or e-mail will never be as effective as negotiating face-to-face.  You can’t read body language over the phone.  Not only will you get better results but you’ll get better at it, too.

Here are some key phrases to help in the process:

• Help me understand.
• Talk to me. (ie encourage them to open up)
• I need a little more information.
• I need a little help. (I want to understand your perspective)
• What is it that’s frustrating you right now?
• What is it you’re trying to accomplish?
• Let’s recap.

Finally, remember that you don’t have to have all the answers.  Negotiating is enjoyable – it means they’re interested! The more you do it, the better you’ll get.

Pour yourself a cup of coffee and click here http://www.onlineexittraining.com/artofnegotiation/ to listen to the full 30 minute presentation on The Art of Negotiation by Tami Bonnell.  No registration is required. 

According to the 2008 REALTOR^® Association Technology Survey, the most commonly reported technology challenge is “getting members up to speed with technology and how to make it work for them.” Sound familiar? What if there was a way to provide live and in-person technology training by an industry expert to your agents for FREE? With EXIT Realty you can.

The wildly successful and popular “Get Productive Now! Technology For the Real Estate Professional” training workshop presented by Jeff Lobb, EXIT Realty Corp. International trainer and technology specialist is now being offered at no cost to EXIT real estate agents across North America. “Get Productive Now!” is a comprehensive real estate technology course that addresses key issues such as online marketing strategies, using email and video campaigns, search engine optimization, social networking, smart phones, and much more. But more importantly, Jeff Lobb's fluency in the three languages of English, Tech and Real Estate bridges the gap between knowing what buttons to push and how to actually use the knowledge to grow your real estate business. Learning the technology is only part of the equation; getting results with it is the key and Jeff shows the way.

Jeff Lobb has been a REALTOR^® for over 22 years and has more than 10 years experience in the internet and technology fields both with Fortune 500^® companies and startup ventures. From a unique position of having been a real estate sales representative and EXIT Realty franchisee, Jeff travels across North America teaching EXIT Associates the skills they need to get ahead in the ever-changing world of real estate technology.

"The ability to be LIVE in the room gives me the opportunity to show and use the technology tools in 'real time'," says Lobb. "I also want everyone to understand that I am a REALTOR^® first. I understand what it takes to make a great listing presentation, what it's like to work with buyers and negotiate offers, because I live that life every day and have for the past 22 years. Technology should make your business more productive and help you to remain competitive. It's all about generating more transactions and doing more business while balancing your life - a better career and a balanced life for you and your family is the ultimate goal. I look forward to this challenge and helping our associates rise to the next level of their career."

“The technology training introduced and provided by Jeff Lobb is absolutely invaluable to all agents, brokers, administrators, regional owners and executives at EXIT Realty. It is indeed in a class by itself,” says Steve Morris, EXIT Realty Founder and CEO. “EXIT Realty Corp. International is picking up the tab for this training so every associate at every level of the company can benefit.”

Please contact EXIT Realty for more information.