on Feb 25, 2019
There’s a book I’ve recently read that is a phenomenal book on learning how to negotiate more effectively. The book is titled, “Never Split the Difference”, and it’s written by Chris Voss, who was the FBI’s #1 negotiator for Americans who had been taken hostage by terrorists.
In the book Chris does a great job of of showing how his hostage-negotiating philosophies can be applied effectively in business, too, and I must say that with all of my training in psychology and Neurolinguistic Programming, he’s taken things to an entirely new level when it comes to persuasion.
One well-known Ivy League school invited him to negotiate along with their top experts, and he completely ate them for lunch, as he has a way of structuring questions when negotiating to get the other side to let go of their own position, and give in to what you want them to do. And it’s all done in a very friendly, easygoing manner, too.
So if you’d like to take your negotiating skills up to the next level, I highly recommend that you read this book!
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on Feb 5, 2019
Once you’ve identified an owner who will be listing their property in the weeks and months ahead, how do you differentiate yourself from all of the other brokers while you’re still waiting for the owner to get ready to list? During this 2-3 minute video I’ll show you how to stand out in the owner’s mind as the one expert consultant or advisor who has all of the answers for them....
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on Jan 22, 2019
When an owner tries to renegotiate your commission right as they’re about to accept an offer, how you handle the situation will determine how much commission you’ll end up putting in your own pocket. During this 2-3 minute video I’ll tell you how to verbally reframe what the owner is asking you to do, to maximize the chances that you’ll walk away with more commission....
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on Nov 19, 2018
During this video I’ll tell you about the power of reframing when overcoming your clients’ and prospects’ objections, and I’ll give you examples of how to do this effectively. In addition, I’ll tell you the story of what I consider to be the most powerful reframe ever done in history on national television....
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on Oct 8, 2018
Developing great brokerage business for yourself often comes down to doing just several simple activities consistently. During this video I’ll help you determine the 3 key activities that will generate 65-80% of your brokerage income....
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on Sep 4, 2018
During this 2-3 minute video I’ll tell you one important activity that top commercial brokers are doing that’s getting them to land more listings. When you learn how to do this effectively, you’ll begin building the bond with your owners that will have them saying “Yes” to listing their properties with you more frequently than they’ll be listing their properties with your...
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