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When I started in real estate, one of the first things I was taught was to create a listing package. Into this package went all of the bells and whistles I could find to persuade a seller to hire me.

My first listing presentations were a compendium of things I would do for the prospects…all the ways I was going to market their house and all the ways my company provided an edge. I had practiced my presentation in front of the mirror, in front of my broker, in front of my class at the office, so I was ready.

And my first listing presentation went exactly as I hoped it would. I was polished, professional, and profound.

And STILL the listing went to the other gal…the one with years of experience.

I had the temerity to ask Mr. and Mrs. Seller what the other agent had said or done differently than me, so I could learn to be better next time.

Sure, they said. She basically had the same things in her listing package as I had in mine. But she asked them if they’d rather have someone with many years of experience working on their transaction or someone new in the business.

Well, how do I compete with that? Well, now it’s been years and I’m the one with the experience. And here’s my advice to you if you’re working on your first listing appointments.

Listing Appointment Advice to Newer Agents

• First, fake it ’til you make it. There are a lot of home sellers out there who know a lot less than you about selling a house. They aren’t always going to be interviewing a bunch of high-powered agents. You have a chance. You never know. So be polished, professional, and profound.
• Second, ask a lot of consultative questions to find out what’s important to the sellers, before you ever start presenting anything to them. Don’t be afraid to talk about their past experience with real estate agents. Don’t be afraid to talk about their objections. Sellers will be more likely to hire you when they feel listened to and heard.
• Third, practice closing. You can’t get hired if you don’t ask them to hire you. This is not something you practice in front of a mirror alone. You can start there, but you have to practice this with a live person who challenges you with real emotions.

Change … A lot is currently being made of change … embrace change, love change, don’t be an enemy of change, dancing with change, I’ve got change in my pocket!

Enough with the change … Let’s consider going back to the basics … at least in the ever changing world of negotiation.

Let’s review what we have covered in the last several issues of Words of Mouth.

SPITTING IN YOUR SOUP: Watch out! Haggling too much, cutting corners, compromising integrity, violating ethical standards … it never pays. Long term relationships can be destroyed by short term thinking. Words of Mouth Issue No. 3 contains the complete text of this discussion.

SIX STEPS FOR NEGOTIATION PREPARATION: Getting ready to negotiate is probably more productive than mastering all the slick tricks. While a good working understanding of tactical negotiation is great – the strategic preparation process offers real leverage. Words of Mouth Issue No. 4 will walk you through the step-by-step process.

THE GENDER BLENDERS: How successful men and women mix-it-up in negotiation. We must not ignore the incredible differences in perspective and perception between men and women. Many well intentioned, well prepared negotiators shoot themselves in the foot by missing these vantage point differences. A review of this phenomenon is discussed in Words of Mouth Issue No. 2.

TACTICS: The nuts and bolts of give and take. Once a well prepared negotiator uses the creative solutions strategy detailed in my book Negotiate Like The Pros, tactics become important.

The Wince, the Red Herring, the Good-guy/Bad-guy, Limited Authority, Nibbling, and numerous other tactical gambits are illustrated and role-played in our Negotiate Like The Pros audio and video programs.

NEGOTIATE LIKE THE PROS: Eleven common mistakes inexperienced negotiators make – Sometimes it is important to know what not to do in a negotiating scenario. Amateur mistakes in negotiations are extremely costly. The eleven common mistakes amateur negotiators make and how to avoid these mistakes are detailed in Words of Mouth Issue No. 1.

THE LAST WORD: We at Negotiate Like The Pros are dedicated to educating business and legal professionals about the most productive strategies and tactics to improve bottom line results.

A Keynote Speech is a wonderful introduction to the strategy and tactics embodied in the Negotiate Like The Pros materials.

More in-depth training comes in one-half day, full day, and two day formats.

Our Negotiate Like The Pros four volume video program comes with facilitator’s guide and participant workbooks – This is an especially useful package for in-house training when budgets are tight.

Give us a call at 800-859-0888 (ask for George) if you would like to inquire about our keynote speeches, training programs, or audio/video products … You can even call us if you just want to get a copy of any of the past articles mentioned. It’s always a great idea to go back to the basics … And, you can keep the change.

Bio

The debt negotiation process is a strategic and a timely matter. There are many contributing factors to consider, in order of ACHIEVING successful negotiations. First off, you must verify the delinquency status. A creditor is more likely to engage in negotiations according to the age of the account, in an attempt to avoid a net loss. (A debt is written off around 180 days to 220 days) During that time period, you can achieve a significantly lower settlement offer. Once the debt has been written off, it is no longer an active asset. At that point, the original value of the debt has depreciated, and the creditor must recovery net gain in order gain profit and maintain a financial relationship with investors. In order to obtain a net gain, the creditor must either employ a collection agency at a fraction of the cost, or sell the debt to debt buyer. Secondly, if the debt has to be negotiated with a collection agency or debt buyer, the third-party collectors are directly regulated by the Fair Debt Collection Practices Act administered by the Federal Trade Commission.

It’s for these reasons that consumers oftentimes seek the help of a debt negotiation company. Professional debt negotiators are thoroughly trained and learn effective and strategic negotiations skills to arbitrate debt settlement with creditors, collectors and attorneys on behalf of the consumer. Professional debt negotiations is the most effective alternative to reduce the total outstanding balance on an average of 40%; the payback is considerably less and the time frame for the payback is shorter; which enables the consumer to regain control over their personal finances, rather than just reducing interest and fees.