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 | Dec 5, 2019 | Real Estate Skills, Suze Blog
The number one fear that I hear from real estate agents is that they don’t want to be pushy, salesy, bothersome or appear desperate. The belief is that if you call people to ask for business this will be the result and they are right. I find it irritating, don’t...
by Suze Cumming | Apr 26, 2018 | Real Estate Skills, Suze Blog
The number one fear that I hear from real estate agents is that they don’t want to be pushy, salesy, bothersome or appear desperate. The belief is that if you call people to ask for business this will be the result and they are right. I find it irritating, don’t...
by Suze Cumming | Apr 19, 2018 | Real Estate Skills, Suze Blog
If I pay less commission, I will have more money in my pocket. If I ask more, I will get more. The agent that sells the most properties, sells properties for the most money. Not all sellers harbour these misconceptions, but they are common enough that we want to be on...
by Suze Cumming | Apr 12, 2018 | Real Estate Skills, Suze Blog
Strategy is best defined as: “Determining how we are going to win” where winning is getting the best outcome for your client. Winning doesn’t mean the other side loses, just that your side get their needs met first. I’m racing across the Pacific Ocean this summer in...
