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...
by Suze Cumming | Oct 29, 2020 | Coach, Coaching, Negotiation, Real Estate Skills, Sales, Sales Skills, Uncategorized
Lead Generation. REALTORS® have been dreading this sales activity since the days when MLS tear sheets were delivered to real estate offices by donkey. Whether you are calling your sphere, following up with internet leads or working to sneak real estate into a...
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...
