In Case You Missed it- 12 Elements to Leveling the Negotiation Playing Field with Today’s New Home and Remodeling Buyers Webinar Recording
November 30, 2011 by coach · Leave a Comment
If you missed the Nov. 23rd webinar with John Wenner of the Real Estate Negotiation Institute, you’re in luck! I took notes of some of the key ideas and strategies. Plus, 
you can watch the webinar and download John’s Negotiation Power template too.
Key Points:
- Never react to an offer without gathering all the pertinent information
- “Power” in a negotiation doesn’t have to be manipulative. Each side has power and it can be used cooperatively towards a win/win agreement.
- Getting loud or abrasive naturally triggers resistance in the other person. This weakens the relationship and typically ends the negotiation without an agreement. Good negotiators are aware of this and won’t let their emotions get in the way of a deal
- Establish trust before negotiating. This means meeting face-to-face and confirming commonalities
- When applicable, compliment your adversary and be positive
- Tip for home builders: Don’t allow real estate agents to fax or email you an offer. Always meet them face-to-face to present the offer and ask that their clients attend too (most will decline their clients attend but insist they pass the invitation on). Meeting face-to-face will build trust prior to the negotiation and allow you to gather needed information for the best counter offer.
and most importantly…Have a written negotiation plan (this is John’s Negotiation Power Analysis form)
With a written plan you analyze the 12 elements of each negotiation and don’t let emotions dictate your strategy. Understanding how these 12 elements work together is the key to leveling the field and neutralizing your buyer’s market power (their advantage when supply is greater than demand).
Watch the webinar and download the Power Analysis form here > >
Happy Selling!
~Rick
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New Home Sales Coach offers 12 Elements to Leveling the Negotiation Playing Field with Today’s New Home and Remodeling Buyers
November 22, 2011 by coach · Leave a Comment
On Wednesday November 23rd Rick Storlie of New Home Sales Coach will be interviewing 
John Wenner of the Real Estate Negotiation Institute on how home builders and remodelers can better negotiate with their buyers.
Last May Rick Storlie happened to receive an email about a 2 day negotiation course. It came at the same time he needed to complete his annual continuing education credits so Storlie signed up for the course.
Looking back over his 20+ year career in new home and remodeling sales he realized that after hundreds of classroom hours in marketing strategies and sales techniques, he had never been formally trained in negotiation.
“I had this light bulb moment and suddenly realized that here we were negotiating multi-thousand dollar deals on a daily basis without any formal negotiation training, ” Storlie commented. “Today’s buyers have a built-in edge. They have market power. They understand the market is tipped in their favor and they use this power when they negotiate with home builders and remodelers.”
In the course Storlie learned there are 3 types of negotiators. Competitive, Collaborative and Compliant.
“Because market power gives buyers a built-in advantage, most of today’s buyers become Competitive negotiators. They propose a win-lose offer. That is, they win and the builder loses,” Storlie said.
Storlie claims a buyer’s market power turns unskilled builder negotiators into Compliant sellers (lose-win).
“If a remodeler or home builder isn’t trained in negotiation they lose thousands of dollars in profit by being compliant to the buyer’s demands. This is a lose-win situation and at its worst, will put companies out of business,” said Storlie.
According to Storlie the key is to create a Collaborative situation where a win-win negotiation is created. Each side works together to get what they want.
After the course ended Storlie approached John Wenner of the Real Estate Negotiation Institute and asked him if he would share his negotiation expertise. Wenner agreed and on Wednesday November 23rd Storlie and Wenner will offer a free webinar specifically for home builders and remodelers.
The details for registering are below.
12 Elements to Leveling the Negotiation Playing Field with Today’s New Home and Remodeling Buyers
Wednesday November 23rd 11 PST, 12 MST, 1 CST, 2 PST
Register here https://www2.gotomeeting.com/register/933379858
Cost: $0 but limited to 100 attendees
About Rick Storlie: Rick Storlie of New Home Sales Coach has been helping home builders and remodelers reach their sales goals since 1992. Visit NHSalesCoach.com to download Rick’s free e-book “6 Secrets to Maximizing Your Sales in any Market Revealed.” Storlie can be reached at 952-895-5566 or Solutions@NHSalesCoach.com.
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12 Elements to Leveling the Negotiation Playing Field with Today’s New Home and Remodeling Buyers
November 14, 2011 by coach · Leave a Comment
Last summer I was nearing the deadline for my annual continuing education and received an email for a 2-day course on negotiation. The topic intrigued me and I needed credits so I pulled the trigger and signed up.
I’ve been to TONS of 
seminars and paid anywhere from $0 to thousands of dollars and this was one ranked with the best. While at the seminar something dawned on me…
We work in a market with a built-in disadvantage (i.e. more sellers than buyers) and very few of us, including me, have formally studied negotiation.
Let’s face it, as a home builder and remodeler today, you’ve got an uphill battle when it comes to negotiating with buyers. Every buyer out there thinks they have you over a barrel and can squeeze every bit of profit out of you.
Their negotiating power is called Market Power. It gives every buyer a built-in edge.
If you don’t understand how this power works, it can lead to…
- Lost sales
- Lower Margins
- And what’s happened to many of your competitors- you shut the doors
The good news is you’re reading this and still have an opportunity to discover how these 12 elements of negotiation power work.
On Wednesday November 23rd John Wenner (the same guy that taught my course), a master negotiator with 25 years of professional negotiation experience, from the Real Estate Negotiation Institute will show you how these 12 elements of negotiation power work.
Every home builder and remodeler that understands them can use them to…
- Generate the best outcome in every transaction
- Level the playing field
- Lessen the impact of a buyer’s market power
- Sell more at higher margins
Click here to secure your spot https://www2.gotomeeting.com/register/933379858
There is no cost to attend and everyone that does will receive John’s Negotiation Power download. Register today!
