In order to achieve success as a real estate professional, you must master the art of negotiation. This course was designed to help you become a more confident and persuasive negotiator, so that you can get sellers to sell their property to you—and ultimately secure a good deal. Learn basic—but crucial—negotiation principles and tactics that you can start implementing right away. Discover techniques for projecting optimism and using humor in negotiation conversations, as well as how to avoid common mistakes that can derail your progress with sellers. Plus, get an overview of the most common seller objections and how to handle them.
Introduction
An overview of the negotiation tactics you should take with sellers
Lesson 1 of 1 within section Introduction.
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1. Basic Negotiation Principles and AssumptionsThree common assumptions
Lesson 1 of 4 within section 1. Basic Negotiation Principles and AssumptionsThree common assumptions.
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Staying positive and asking questions
Lesson 3 of 4 within section 1. Basic Negotiation Principles and AssumptionsThree common assumptions.
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Closing strong on the solutions you provided
Lesson 4 of 4 within section 1. Basic Negotiation Principles and AssumptionsThree common assumptions.
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2. Negotiating Techniques
Using the word imagine to promote optimism when negotiating
Lesson 1 of 4 within section 2. Negotiating Techniques.
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Laughing with sellers and exchanging your I for we
Lesson 2 of 4 within section 2. Negotiating Techniques.
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How your negotiation can fall apart
Lesson 3 of 4 within section 2. Negotiating Techniques.
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Resources to help you think through your negotiations
Lesson 4 of 4 within section 2. Negotiating Techniques.
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3. 48 Most Common Seller Objections
Answering the most common business questions
Lesson 1 of 12 within section 3. 48 Most Common Seller Objections.
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How to combat common objections
Lesson 2 of 12 within section 3. 48 Most Common Seller Objections.
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Navigating difficult scenarios
Lesson 3 of 12 within section 3. 48 Most Common Seller Objections.
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Getting the seller to talk first
Lesson 4 of 12 within section 3. 48 Most Common Seller Objections.
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Objections received over the phone and how to deal with them
Lesson 5 of 12 within section 3. 48 Most Common Seller Objections.
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Problems that arise when meeting directly with the sellers
Lesson 6 of 12 within section 3. 48 Most Common Seller Objections.
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Talking to a seller about getting seller financing and other commonalities
Lesson 7 of 12 within section 3. 48 Most Common Seller Objections.
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Objections you may find upon making the offer
Lesson 8 of 12 within section 3. 48 Most Common Seller Objections.
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Problems when signing contracts and how to negotiate them
Lesson 9 of 12 within section 3. 48 Most Common Seller Objections.
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Common short sale objections
Lesson 10 of 12 within section 3. 48 Most Common Seller Objections.
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Deciding what kind of offer your seller doesn’t like
Lesson 11 of 12 within section 3. 48 Most Common Seller Objections.
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Objections when foreclosure is imminent
Lesson 12 of 12 within section 3. 48 Most Common Seller Objections.
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Conclusion
Next steps on making your negotiations function properly
Lesson 1 of 2 within section Conclusion.
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Lesson 2 of 2 within section Conclusion.
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