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Advanced Negotiation for REALTORS®
This 4-hour course is designed to be the second in a 2-part series that provides tools and information helping students to understand the fundamentals of negotiation, along with different theories of how to negotiate in the context of negotiations that REALTORS® perform every day.
How to negotiate commissions;
How to educate a Buyer or Seller about the present market with up-to-date current market conditions and values;
Help to help a Seller realize that a list price that doesn't budge on price or terms will become an expired listing;
How to refuse to enter into a contract at a price that you know absolutely will not result in a deal!
Develop a positive relationship and improve negotiations with the other agent and those in related services including Escrow, Title, Termite, Inspectors etc. to help the deal go smoothly;
How to effectively prepare for a negotiation by identifying and evaluating goals, leverage and concessions;
Understand who you represent and how to make Dual Agency work;
Overcome obstacles and successfully close (and know when to "walk away" from) the deal.
This course covers five major sections:
The Negotiator's Role
The Seller (Listing Process)
The Buyer (Purchasing Process)
The Escrow Process
Instructor: C.A.R Instructor
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