Written 100% by Suze, 0% AI

I have just completed a round of the Professional Real Estate Negotiator (PREN)courses and what an amazingly powerful experience it was.   I am confident that these are the exact skills every REALTOR® needs in this market. 

Canada is in a fundamentally balanced market.   While some will argue for buyer advantage, the stats across the country are clear with a few small pockets of exclusions.  In a balanced market, neither the buyer nor the seller has a significant power advantage though in many cases, both will argue that they do.  This market requires agents to be strong confident negotiators.  I see many agents using logic and reason to argue with their sellers and with other agents and wondering why they are unsuccessful in getting to an agreement.    

Negotiation isn’t arguing over price or proving to the other party that you are right.  It is a complex and nuanced process that broadens perspectives, increases options and creates space for people to make difficult decisions.  Negotiation is as much about the people as it is about the property and people are complicated. 

The number of homes being sold is not down nearly as much as agents are feeling. (Check the graph below – we have roughly the same number of monthly sales that we had in 2018 and 2019, before the Covid bubble).  What’s happening is that only a very small percentage of agents have the skills to get deals done in this environment.  Those agents are working hard, creatively and persistently and making sales.  They don’t have time to boast to others and they work to stay focussed on being present and strategic for their clients’ benefit.  There is another group of agents that are working long hard hours but not getting much tractions.   These agents need negotiation training.    The third group isn’t doing much and frankly, isn’t on my radar.    

If you are waiting for the market to recover, you are likely to be left behind. 

The world is changing, real estate is changing, and this creates amazing opportunities for people who are open minded, learner focussed and can let go of their attachment to the status quo.      

I am recommitted to what I do as the negotiation guru of real estate in Canada.   I will offer high level training and coaching to the agents who want to thrive in the emerging real estate landscape.   I don’t have a magic bullet, but I do have the experience and wisdom to navigate these changes with you.

Right now, you need courage, creativity and curiosity if you want to help people make real estate moves.   All the prospecting in the world won’t be worth a darn if you can’t build the professional trust required to get deals done.

Take a course, join a negotiation mastermind group or get some one-on-one time with Suze.  Master the skills and get back to loving real estate.