Course curriculum

 

When you complete your CNE1, you will receive the CNE designation and be well on your way to earning your MCNE.  It is recommended that you take the CNE1 first but you may take the three courses in any order.

Topics Covered:

  • Competitive Win-Lose Hard Bargaining vs. Collaborative Win-Win Negotiating – Understand the differences in these two classic approaches and learn how to use both approaches to get the best outcome for your client and yourself
  • Psychology of Buying — Learn how the brain makes purchase decisions and how you can impact both sides of the brain in the decision-making process
  • Persuasion Principles — Discover scientifically proven persuasion approaches that increase your success rate for influencing others. Includes scripts for real estate negotiation situations that utilize these proven persuasion approaches
  • CNE Model and Planning Guide — Learn how to proactively plan your real estate negotiations for success
  • Case Studies — See how these principles and approaches are applied in real estate negotiation situations in a variety of markets
  • Skill Practice — Get a chance to practice your new skills in a safe environment that will increase your success in the real world
  • Group Discussion Topics — Innovative and creative approaches are discussed by small and large groups, helping you take your business to new levels

Course Details:

  • Two-day course
  • 9:30 am – 4:00 pm both days
  • Must be in attendance for the entire course to receive the designation

When you complete your CNE2, Buyer’s Suite, you will receive the CNE designation and be well on your way to earning your MCNE. You may take the CNE1, CNE2, Buyer’s Suite and CNE3, Seller’s Suite in any order to earn your MCNE designation.

 

Advanced Negotiation Techniques for Buyer’s Salespeople (Day One):

  • Learn how to manage emotions in negotiations
  • Identify the key emotional factors that can derail a negotiation
  • Manage these factors effectively throughout the negotiation on both sides of the table
  • Discover how to create value in a real estate negotiation for the buyer
  • Learn how to claim value in a real estate negotiation for the buyer
  • Identify how to handle irrational negotiators on both sides of the table
  • Learn how to negotiate effectively from a position of weakness on the buyer’s side of the table
  • Discover how to handle the most difficult negotiations in real estate both WITH the buyer and FOR the buyer
  • Establish how you can understand the persuasion cycle and apply advanced persuasion techniques

Mastering Email Negotiations in Real Estate (Day Two):

  • Confidently know when to use emails vs. face-to-face or phone for negotiations
  • Effectively negotiate contracts and conversations via email with anyone
  • Organize and write emails for maximum persuasiveness
  • Reduce or eliminate being misunderstood in emails
  • Close more deals using email negotiation

When you complete your Seller’s Suite, CNE3, you will receive the CNE designation and be well on your way to earning your MCNE. You may take the CNE1, Buyer’s Suite (CNE2) and Seller’s Suite (CNE3) in any order to earn your MCNE designation.

 

Advanced Negotiation Techniques for Listing Salespeople (One Day):

  • Learn how to win more listing presentations
  • Learn how to manage emotions in negotiations
  • Identify the key emotional factors that can derail a negotiation
  • Manage these factors effectively throughout the negotiation on both sides of the table
  • Discover how to create value in a real estate negotiation for the seller
  • Learn how to claim value in a real estate negotiation for the seller
  • Identify how to handle irrational negotiators on both sides of the table
  • Learn how to negotiate effectively from a position of weakness on the seller’s side of the table
  • Discover how to handle the most difficult negotiations in real estate both with the seller and for the seller
  • Establish how you can understand the persuasion cycle and apply advanced persuasion techniques

Cultural Factors in Real Estate Negotiations (Half Day):

  • Understanding various cultural factors in negotiations can be the key to reaching a satisfactory agreement. Without these crucial considerations, negotiators could sabotage their own successful outcome without realizing it

Negotiating Across Different Generations (Half Day):

  • Negotiating Across Different Generations in Real Estate will help agents who are dealing with clients and colleagues from four distinct generational groups: Silent Generation, Baby Boomers, Gen X, and Gen Y or Millennials