Yesterday we listed four traits/skills/tips for being a better negotiator. Here’s another – and it’s a BIGGIE: Empathy. Empathy is our ability to understand how someone else feels, to be able to “walk a mile in their shoes.” While empathy is all encompassing as a life skill, it’s essential for negotiators.
We negotiate all the time. It’s not just a work thing, it’s a life thing. There are some great resources for being a better negotiator and I’ve listed a few of my favorites in the notes. But for the sake of the moment, here are four of my favorites: 1. Separate the people from the problem 2. Pre-Position everything 3. Understand motivation 4. Be a better listener
Two days ago while teaching a technology class to a room full of Realtors, one rolled up when we were finished and said, I really liked your slides. The visuals were great and REALLY anchored the points you were making. BOOM. Mission accomplished. Anyone doing any kind of a presentation for whomever, MUST understand the power of the visual. The experts tell us that 83% of effective learning is visual.… Read More »Daily RICHual #5 Visual Presentations
We hear a lot about Branding and sales in today entrepreneurial world. What’s the difference? Simple. Sales is short term, it’s focused on the sale, and it’s me chasing you. Branding is long term, focused on the relationship, and it’s trying to get you to come to me. Too often, we think that the key to getting the sale is to sell people. And while there’s a smidgeon of truth… Read More »Daily RICHual #3 . Girl Scouts and Sales/Branding
I remember my early days of being a real estate agent and balking at the concept that I was in sales. I was a real estate counselor, advisor, consultant. Not a sales person. Everyone hates salespeople. I don’t want to be hated. My broker reminded me that I had spent the last 15 years of my life in sales. No, I didn’t I taught 9th graders. HA! He replied. You… Read More »The Daily RICHual #2 . The Golden Rule in Sales
Reverse mortgage loans are like traditional mortgages that permits homeowners to borrow money using their home as collateral while retaining title to the property. Reverse mortgage loans don’t require monthly payments. The loan is due and payable when the borrower no longer lives in the home or dies, whichever comes first. Since no payments are made, interest and fees earned are added to the loan balance each month causing an… Read More »Understanding Reverse Mortgages
It is estimated that over 15% of the population in the U.S. are over 65 years of age. With one of the most common fears of seniors being their money will run out early, it is understandable that downsizing may be strategy to meet their goals. Once the kids are grown, have careers, relationships and get a place of their own, parents find they may not need their “big” home… Read More »Downsizing is an Alternative
35% of respondents, in a recent annual Gallup poll that dates back to 2002, identified real estate as the best long-term investment option compared to 27% who identified stocks. The top choices included real estate, stocks, savings accounts and gold. Even with the remarkable prices of the different U.S. stock indices recorded in 2019 through April and May, homes have the highest confidence in the minds of the respondents. This… Read More »America Still Considers Real Estate the Best
There comes a time in many negotiations when progress halts and deadlock ensues. Several things happen when deadlock happens and if you know what they are, and what to do about them, success can be the result. And we all like that, right? One problem, of course, is when people involved in a negotiation become unmotivated. In a world where buyers want to buy and sellers want to sell, if… Read More »Dealing with Deadlock
I come across a multitude of salespeople who are stuck. They all seem to want to know why and most want to know the quickest way to get unstuck. Unfortunately, the “easy” way to get unstuck is often the way to just get stuck again. So, we won’t go down that road, we’ll head down the other which is this: the best way to not get stuck is to, are you… Read More »Alex Honnold, The Beatles and The Answer: All You Need Is Love