Want to be a Superior Realtor? Learn Negotiation Skills
In my work as a negotiation skills training speaker to real estate agents, I am often asked why negotiation skills are so important? My response is that when realtors learn negotiating skills it is one of the best ways that they can differentiate themselves.
Real Estate Negotiation
I recently came across an excellent piece in the prestigious Harvard Business School online paper (October 15, 2019) entitled “Why Real Estate Agents Need to Keep Their Negotiation Skills Sharp,” by realtor and author Quenby Solberg.
One of the points Solberg makes about real estate agent negotiating skills completely resonated with me:
“(T)here are about two million real estate agents in the United States alone, with millions more throughout the globe. By working to actively develop your negotiation skills, you can give yourself an edge over the competition and increase the likelihood that satisfied clients will refer you to others.”
With the upheavals in the industry of existing inventory, supply-chain challenges for new builds and remodels, virtual sales and marketing, it has never been more important to stay ahead of the competition.
As a buyer or a seller’s agent, do you know what you’re doing when negotiating the best transaction for your client? I am not saying this to be quarrelsome, but your competition has never been tougher and the stakes have never been higher.
Mike, What Did I do Wrong?
Within the past two years, I have met some really good people, quality people who went into real estate sales who were miserably failing. They worked hard, studied hard, and went to extra mile to deliver solid customer service.
“I’m doing everything right, Mike, but I’m not getting far.”
In fact, I’d estimate that over the past six weeks I met three agents who were fired and several more who were in contention and were suddenly dropped after they made a client presentation.
In the course of our conversations, I feel really bad for these fine folks, but one question I ask as a negotiation skills speaker for realtors, is usually the show stopper: “Do your clients trust you?”
“Huh?”
It goes back the most basic of all, a basic that many new realtors “know,” but on a heartfelt level, fail to understand. Of all of the things we buy or sell, nothing elicits the emotional response as buying or selling the place we call home. It is emotional, nerve wracking and filled with more than a bit of fear. They are not, with all due respect, not always thinking with clarity. You must be there for them no matter what.
When a client contacts and then speaks to you, they are trusting that you will be a good negotiator on their behalf. In short, that you will be their advocate. Will you negotiate the best deal? Are you exuding confidence that in negotiating you will be there for them so that they don’t have regrets?
An agent who is confident in their negotiation skills exudes confidence in their clients. As a real estate agent negotiation skills expert, I can help you achieve that goal.
To book Mike Hourigan, Real Estate Agent Negotiation Skills Speaker, for an in-person or virtual presentation, contact Mike today at (704) 875-3030 or fill out the form below.
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