Lee Barrett, a broker/ real estate agent in Las Vegas, NV shares strategies for win-win results every time.
For audio, please watch the webinar recording here: http://www.secretsoftopsellingagents.com/detail-20140730-barrett.php
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5. Negotiate Like You
Mean It!
Strategies for Win-Win Results
Every Time.
Lee Barrett
Lee Barrett
12. Meet Lee
• 37 years of real estate; residential, land and commercial &
property management.
• Practicing Broker/Real Estate Agent in Las Vegas
• Top Listing agent averaging over 150 listings a year
• Certified in CRS, CRB, ABR, ABRM, SRES, SRS
• CRS Instructor
13. Negotiate Like You Mean It!
Strategies for Win-Win Results Every Time
LEE K.
BARRETT
14. WE WILL BE COVERING
• Understanding The
Clients Needs
• Understanding The
Property
• Understanding Terms
That May Be
Negotiable
Don’t Bury your
head!
22. Needs Equal Opportunity
Understanding Allows
You To Know What Is
In The Clients
➢Self Interest
➢Being able to find
uniqueness
➢Help with sound logic
23. Needs Allow You To Get A Feel For
The Clients Negotiation Style
24. Educating Your Client Is Fundamental
In Negotiations
• Understanding The
Market Condition
They Will Be
Negotiating In
• List Price To Sales
Price Statistics
• Absorption Rate
26. Understanding The Property
In Consideration
• Past And Current Offers
• Time Lines
• History Of Property
• Price Reduction
• Improvements
• Disclosures
• Condition
WHY?
37. Best Alternative to a Negotiated
Agreement
In negotiation theory, the BEST Alternative to a Negotiated Agreement or
BATNA is the course of action that will be taken by a party if the current
negotiations fail and an agreement cannot be reached. BATNA is the key
focus and the driving force behind a successful negotiator. A party should
generally not accept a worse resolution than its BATNA. Care should be
taken, however, to ensure that deals are accurately valued, taking into
account all considerations, such as relationship value, time value of
money and the likelihood that the other party will live up to their side of the
bargain. These other considerations are often difficult to value, since they
are frequently based on uncertain or qualitative considerations, rather
than easily measurable and quantifiable factors.
38. BATNA?• To develop a very strong
BATNA. In Getting to YES,
the authors give 3
suggestions of how you can
accomplish this:
• Inventing a list of actions you
might take if no agreement is
reached
• Converting some of the more
promising ideas and
transforming them into
tangible and partial
alternatives
• Selecting the alternative that
sounds best