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The Advantage of Ethics

The Advantage of Ethics

by Suze Cumming | Feb 1, 2022 | CNE, Negotiation Tactics, Real Estate Skills, Sales, Sales Skills, Suze Blog

What if being honest and ethical gave you a leg up on your competition and made it easier and more enjoyable to build a profitable and meaningful business that you could feel proud of? What if the things we’ve been taught about sales, lead generation, conversions and...
Tough or Tender?

Tough or Tender?

by Suze Cumming | Oct 27, 2021 | Negotiation, Negotiation Tactics, Real Estate Skills, Sales, Sales Skills, Suze Blog

Tough or Tender Which is better? I meet many realtors who think that being tough in their negotiations is beneficial to their clients. Is it? Let’s dig in a bit. Negotiation is getting an agreement between parties. In our case, that’s getting an agreement between the...
What Price to Offer in Multiples

What Price to Offer in Multiples

by Suze Cumming | Feb 11, 2021 | CNE, MASTER CERTIFIED NEGOTIATION EXPERT (MCNE)®, Negotiation, Negotiation Tactics, Sales, Suze Blog

At the start of each CNE and MCNE course, I ask the learners, “What is your biggest challenge right now?” and the answer from the majority of people in the past two weeks has been, “How do I help my buyer know what price to offer in multiples?”...
How to Win a Bidding War

How to Win a Bidding War

by Suze Cumming | Feb 4, 2021 | CNE, MASTER CERTIFIED NEGOTIATION EXPERT (MCNE)®, Negotiation, Negotiation Tactics, Suze Blog

The strength of this seller’s market is unprecedented in my 35 years in real estate. It is affecting every market in North America. It is particularly strong in suburban, semi-rural, and rural markets. Inner-city commodity condominiums are the exception, but even...
The Emotional Dimension of Negotiations

The Emotional Dimension of Negotiations

by Suze Cumming | Feb 27, 2020 | Negotiation, Negotiation Tactics, Real Estate Skills

  This article is a re-publish from 2017. It was one of our most read blog posts so I thought we would run it again.   The most common cause for a negotiation to fail is negative emotions. As paid negotiators, we have a responsibility to successfully manage...
Negotiation Tip #2 2020

Negotiation Tip #2 2020

by Suze Cumming | Feb 20, 2020 | Negotiation, Negotiation Tactics, Real Estate Skills, Strategies

Always give them a Reason for your position.   “My client won’t pay more than X.”  This is a stand, and stating it in this way will usually cause defensiveness and counter stands.   If, on the other hand, you say “My client won’t pay more than X because…….” and...
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