Real Estate Negotiating in Today's Market

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Lorna Hines Two-Day Course

A Live Online Training Event!

REAL ESTATE NEGOTIATING IN TODAY'S MARKET

Featuring NEW & POWERFUL Dialogues for Today's Challenges!

COURSE DESCRIPTION

This course is customized specifically for today's market and industry trends. 

After completing this course you will understand the importance of :

• Realizing that the Pathway to Top Production is Knowing & Building Your Value as a Negotiator 
• Creating Long-Term & Sustainable Credibility with Your Clients through Your Ability to Negotiate a Successful Outcome for All
• New & Powerful Dialogues that work for today's market challenges!

Every negotiation has its own unique challenges, no matter the market! While the situations and people may vary from negotiation to negotiation, the problem remains the same: how to succeed in tough negotiations and achieve a win-win for all.

COURSE HIGHLIGHTS

• Learning how to succeed in tough negotiations – no matter how difficult the issues or parties involved – will INCREASE YOUR CONFIDENCE, YOUR SUCCESS, AND YOUR PRODUCTION!

• After this dynamic two-day course, you will be armed with  EFFECTIVE TAKE-AWAY SKILLS THAT YOU WILL BE ABLE TO IMPLEMENT IMMEDIATELY for moving through tough negotiations to a successful outcome for all!

• MASTER POWERFUL DIALOGUES FOR RESOLVING CONFLICT QUICKLY. Develop the confidence and ability to feel the endless potential of this business. Know what to say in any situation to get what you and the client are working toward.

• PRACTICE NEGOTIATION STRATEGIES THAT WILL MAKE THE BUSINESS LESS STRESSFUL... AND EVEN FUN! You will learn the answers that work for the toughest questions that arise in the process of negotiating with buyers, sellers, and other agents.

Negotiate effectively by learning to…

• Prepare the Other Client’s Agent Ahead of Time
• Prepare the Other Client’s Agent for the Negotiation Process
• Write Short, Tight Offers for Short, Tight Escrows
• Gather as Much Information as Possible
• Effectively Write the Buyer’s Offer
• Help the Buyer Help Themselves Diagram the Original & Counter Offers
• Be Prepared
• Know What They Will Give Away
• Resolve Conflict Quickly

You will receive powerful negotiation dialogues for...

• Dialogues the Other Agent Will Give You
• Dialogues That Buyers and Sellers Use When They Negotiate
• Low Ball Offers
• Making Concessions 
• Extending Deadlines
• Resolving Conflict & Confrontation
• The Selling Presentation (aka your listing presentation!)
• The Offer Presentation
• The Buyer Interview
• The Property Inspection
•  Developing Commitment between the Buyer & the Seller through the Negotiation
• Negotiating Successfully with Other Agents

You will discover…

• How to Identify Your Client’s Level of Experience
• The Real Purpose and Value of Negotiation
• Why Major Mistakes Are Made During Negotiations and How to Prevent Them
• How to Negotiate from a Position of Knowledge and Strength
• Negotiation Strategies That Can and Will Be Used on You
• What Our Clients Really Want Out of Negotiation

You will have the answers that work when clients say…

• "In the past year all of the homes in this neighborhood sold for higher than I’m listed for… and mine is better!"
• "Am I overpaying?"
• "Go back and tell them this is the last counter… if they won’t accept it, then it’s over."
• "If we can’t get offers better than this, maybe we will just take it off the market."
• "Maybe we should just wait a few months until the market..." "I can’t believe they would insult me like this! This offer is so low I won’t even counter it."
• "We are too far apart to make this work." "I don’t want to do a lot of counters." "Don’t bring me any low offers."

Become more effective by understanding & using deadlines & concessions…

• How to Extend Deadlines When It Works for Your Client 
• How to Keep a Deadline from Hurting Your Client When to Use Deadlines
• When Deadlines Can Work Against You
• How to Make a Deadline Work for Your Client Four Ways to Negotiate Concessions
• How to Give a Little to Get a Lot
• When Concessions Can Help You
• How to Keep Concessions Small and Effective
• Three Ways to Keep from Mishandling Concessions

Negotiation is a skill that can be learned and mastered with the right tools and techniques. As a real estate sales professional, you face tough negotiations on a regular basis, each with its own unique challenges. This intensive two-day course is designed to equip you with the skills and strategies necessary to succeed in any negotiation, no matter how difficult the issues or parties involved. 

Throughout the course, you will learn effective methods for moving through tough negotiations to a successful outcome for all parties involved. You will come away with valuable take-away skills that will increase your confidence, your success, and your income. Don't miss this opportunity to master the art of negotiation and take your business to the next level. Join us for this dynamic course and start achieving your negotiation goals today!

Take-away skill:  

A new framework for difficult conversations

• Strategies for delivering the message  
• Overcome barriers to good communication
• Learn that ‘no’ is only the beginning to getting to ‘yes’  
• Keep the focus on the big picture 
• Recover quickly when you are in confrontational situations  
• Allude to deadlines without becoming threatening

Take-away skill: 

Principles of diplomatic negotiations

• Diagram the negotiation  
• Control hot heads and your hot buttons  
• Expose emotional barriers 
• Control escalating conflict  
• Validate positive strategies of others  
• Set non-threatening deadlines  
• Creating a sense of urgency  
• Shortcut the impasse  
• Identify who’s got the gold
• Keep the other party from throwing you off balance~ 
• Release pressure and negativity

Take-away skill:

Negotiating the best outcome for your client

• Keep the focus on getting what you and your clients want  
• Disconnect emotionally from commission
• Avoid remorse and disappointment  
• Deal effectively with frustrated people
• Negotiate successfully with the hard bargainer

TWO-DAY COURSE DATE

Two Days! 

Thursday & Friday
July 17 & 18, 2025

TWO -DAY COURSE TIME

10:00 AM TO 2:00 PM  (both days)

Time will be allotted for a mid-morning break and and afternoon lunch break.

TWO-DAY COURSE - ZOOM WITH LORNA!

• This course is offered live online via Zoom.
• A webcam is required for this course.
• Cameras must be on duing the course.
• The nature of this course is dynamic and interactive. 
• Your active participation is encouraged and welcomed!

PLEASE NOTE:

We will email you the course Zoom links and materials THE DAY BEFORE  the course begins.

IT'S EASY TO ENROLL TODAY!

• Complete the course registration below.
• Pay your course tuition to complete your enrollment.

TWO-DAY COURSE TUITION

• The two-day course tuition is $495 per participant.
• The value of the course is the same for each participant. 
• There are no discounts, split rates, group rates, partner rates.
• Screen sharing is not allowed.
• Advanced, paid, confirmed registration is required to reserve your space and confirm your enrollment. 
• All payments are processed by PayPal. A PayPal account is NOT required. 
• If you do not have a PayPal account simply click on the link "Pay with Credit Card".
• PayPal will email you a receipt. Please retain the receipt for your records.

PLEASE BE SURE TO COMPLETE THE REGISTRATION FORM ABOVE.

• Please pay your course tuition by clicking the PayPal button below.
• Paid enrollment is required to secure your spot and materials.  
• All payments are processed by PayPal.
• A PayPal account is NOT required.
• PayPal accepts several convenient forms of payment.
• PayPal will email you a receipt for this course.