Are you trying to create win-win deals when you negotiate for your client? Wrong move, says our latest guest, Michael Lee, author of Black Belt Negotiation and Cross-Cultural Selling for Dummies.
Takeaways + Tactics
1. Practice negotiation in your daily life by negotiating everything
2. Don't worry about the other side - if they accept the deal, they believe it's in their best interest
3. Reach out to FSBO's by offering a free book that breaks down the sale process and shows the real value Realtors provide
As Americans we are raised in a non-negotiating culture, which puts us at a disadvantage when making the biggest purchases of our lives, like homes and vehicles. We negotiate because we must, not because we want to. Time is money and we’d rather save time by spending more money, versus other cultures where time is more plentiful and money is scarce.
Michael gives some practical tips for improving your negotiating skills by looking for opportunities in your daily life, plus tips for working with clients from other cultures who want to negotiate hard in a seller’s market.
You’ll also learn Michael’s approach to FSBO’s, including his FSBO booklet and how he follows up to get the appointment. Make sure to skim past the tech issues, Michael had internet issues at times but he gives some great information throughout the episode.
Michael Lee is an 8-time published author, speaker, multi-cultural selling and negotiation expert. He is currently the Managing Broker of Realty ONE as well as President of EthnoConnect and a member of the National Speaker’s Association. Connect with Michael by phone 800-417-7325 for any of Michael’s books, speaking engagements or information on joining Realty ONE.