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...
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...
by Suze Cumming | Feb 13, 2020 | Negotiation
It’s part of our fiduciary duty, it’s part of agency law, and it’s a key piece of building the trust necessary for successful business relationships. When a client knows that you will keep all of their private information confidential, they are willing to share...
by Suze Cumming | Jan 30, 2020 | Negotiation, Suze Blog
CNE and MCNE grads often ask me “What should I do if I end up across the table from a counterpart who also studied the CNE Concepts?” My response: Be Thankful. Negotiating with people who have prepared strategically for the process, gathered the necessary...
by Suze Cumming | Jul 16, 2015 | Negotiation, Negotiation Tactics, Real Estate Skills, Sales, Sales Skills, Strategies, Suze Blog
Powerful questions build trust, persuade people, unlock crucial information and guide the process. If you want to be a master at high integrity sales, you’ll need to develop the skill of asking powerful questions. Powerful questions dissolve defensiveness and build...
by Suze Cumming | Jun 25, 2015 | Negotiation, Negotiation Tactics, Real Estate Skills, Sales, Sales Skills, Strategies, Suze Blog
If we try to persuade a prospective client to say yes without using an empathetic approach to find out their reason for not saying yes, we will set up a cycle of defensiveness and conflict that will result in a lack of trust. To be successful at building the trust...
