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 | Jan 14, 2020 | Strategies, Suze Blog
While customer service and project management matter in real estate, the agents at the top of the market in 2020 and beyond will need to develop and demonstrate strategic thinking skills. Charging a full-service fee for trading in real estate puts a significant...
by Ali Calladine | Jan 2, 2020 | Strategies, Suze Blog
Long term success comes from having the resiliency to change and evolve with the times. Are you ready? 2020 has arrived and with it the excitement, the possibilities and the uncertainty. Our world is changing fast. Faster than ever before and Real Estate is...
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 | Jul 9, 2015 | Real Estate Skills, Sales, Sales Skills, Strategies, Suze Blog
Our ability to listen is critical to achieve practical empathy. If we cannot listen in a deep and meaningful way, we will never understand our prospective clients well enough to earn their trust and therefore their business. Much has been written about listening and I...
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...
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