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?”...
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...
by Suze Cumming | Jan 21, 2021 | Coaching, Negotiation, Real Estate Skills, Sales Skills
This is the most important question in real estate. This question invites people to drill down below the why nots, the what ifs, and the ya buts. It helps them gain clarity, clear the fog and begin to focus on what truly matters. When asked without agenda, judgement...
by Suze Cumming | Jan 7, 2021 | CNE, Coaching, MASTER CERTIFIED NEGOTIATION EXPERT (MCNE)®, Negotiation, Real Estate Skills, Suze Blog
I got an email from an agent in our tribe asking for help with this one. This is such a frequent and important challenge that I thought addressing it in a blog would be ideal. In a nutshell, the seller has listed their home with the agent, and the price is too high....
by Suze Cumming | Nov 19, 2020 | Negotiation, Real Estate Skills, Strategies, Suze Blog
We are still the Purveyors of Information….. The big real estate tech companies like to tell us that we are no longer the purveyors of information, but that our job is to organize and correlate that information to make it valuable to your clients. I have bad news: ...
by Suze Cumming | Nov 5, 2020 | Negotiation, Real Estate Skills, Sales, Sales Skills, Strategies, Suze Blog
If I go to your website because someone mentioned that you were good, or I clicked on a link on the MCNE referral page, can I reach you from the information on your website. Fewer than 40% of the agents’ websites that I beta tested had a way to reach the agent other...
