Author Archive

What I Learned at Harvard #3: The Three E’s

In real estate, we get paid by our clients to negotiate on their behalf.  That means that we have a legal responsibility to have the skills to negotiate well to protect the best interest of our client. Earlier this month at the negotiation course at Harvard, Robert C. Bordone spoke about the tension between creating… Read More

What I learned at Harvard #2: Negotiation as Improvisation

I had the pleasure of having dinner with Michael Wheeler, professor of Negotiation at Harvard Business School, former Director of Research at MIT’s center for Real Estate Development and the author of 9 books on Negotiation.  A fascinating concept that he returns to often is that of negotiations as improvisation. We’ve been teaching and refining… Read More

CONGRATULATIONS TO OUR NEWEST GROUP OF MASTER CERTIFIED NEGOTIATION EXPERTS (MCNE)® FROM OTTAWA, ON (OREB)

The MCNE® designation is the premier negotiation designation in real estate. Earning your MCNE® designation demonstrates you have invested considerable effort to bring your negotiation skills to the highest professional level in real estate.  This contributes to raising the professionalism in Real Estate, and serving your clients to the highest degree.   The MCNE® designation… Read More

Converting Online Leads – It’s not what Inman News Tells You!

I had to laugh at Teke Wiggin’s recent article 7 Tips for Converting More Online Real Estate Leads. If I left you my email address and phone number and you followed his advice, you can be sure that I wouldn’t work with you.  I’d think you were a pushy, self-serving salesperson who cared more about… Read More

Are You Tidying the House When You Need a New Roof?

Many REALTORS® tell us about the work they do and wonder why they don’t have much success.  They talk about their databases, branding, social media strategies, unique value propositions – the list goes on.  They have rating systems for clients, spreadsheets for productivity and checklists for listings.  Everything is neat and tidy and ready to… Read More