"Negotiate with Soul"
(a free SWS teleseminar)

Oops! You missed it! To register for our upcoming shows, just check out the calendar. You can purchase the recording of the show in the SWS Bookstore, or join Club SWS and get recordings of all shows!

Excerpted from Chapter Ten of "If You're Not Having Fun Selling Real Estate..."

I used to be afraid of the word “negotiate.” I considered it, paradoxically, to be both beneath me and also over my head. My vision of a master negotiator was someone who was expertly manipulative, who had the attitude of one of my first clients: “It’s not a good negotiation until both sides feel some pain.” I pictured a cheesy salesperson in an expensive suit making his opponent feel inadequate and inexperienced so that she eventually gives in against her will.

I wanted no part of that!

On the other hand, I was also intimidated by the concept of becoming a good negotiator. I read books on the Art of Persuasion and Negotiation and found the methods to be interesting but not terribly practical. When I’m having a conversation with someone, I simply can’t intentionally steer the conversation in the direction I want it to go using rehearsed scripts. And, frankly, being a girl, it’s important to me that there is a mutual trust in any conversation I have—y’know, that whole feminine relationship-building thing.

So, for years, the idea of being a great negotiator wasn’t something I was interested in becoming.

But you know what? Somehow I became one without even trying. No, not by listening to subliminal sleep tapes, reading books or taking an expensive weekend course, but rather by trusting my own common sense and understanding of human nature.

***

I hear from agents all the time who say they "hate the negotiation part of real estate." Yikes! While negotiating may not be the most important skill we possess (although then again, it might be!), it's certainly something we should be reasonably competent at, and therefore, not hate the thought of! 

And becoming a reasonably competent negotiator really isn't all that difficult - a lot of it is common sense and common courtesy.

So, if you find yourself dreading the negotiation process during your real estate transactions, let us help. On August 18th, I'll be joined in the studio by Blake Farley, an SWS'er who has discovered the joys of Negotiating with Soul. We'll each share our tips and strategies for getting your clients what they want -- without alienating the other side!   

THE DETAILS
Date: Thursday, August 18th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern (Please show up a little early to get settled in.) 
Duration: 75 - 90 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free to attend live, but you must register, above. You may purchase a recording afterwards for $3.99 in the SWS Bookstore.

NOTE TO KELLER WILLIAMS & RE/MAX AGENTS! Do not register for SWS Teleseminar programs using your @kw.com or @remax.net email address; your confirmation will be blocked and you will not receive access instructions. The Keller Williams and RE/MAX email servers do not allow emails from the program we use to confirm teleseminar registrations. Please use your personal email address to ensure access.