We'd like to thank you for joining us for our Secrets of Top Selling Agents webinar with Lee Barrett - "Negotiate Like You Mean It! Strategies for Win-Win Results Every Time." We hope that you gained a lot of useful tips about how to successfully handle negotiations like a pro!

1. Negotiate Like You
Mean It!
Strategies for Win-Win Results
Every Time.
Lee Barrett
Lee Barrett
Recorded July 30, 2014

2. Leverage Your Business
through Systems,
Tools, and People
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Wednesday, August 20th
Linda McKissack

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5. Negotiate Like You
Mean It!
Strategies for Win-Win Results
Every Time.
Lee Barrett
Lee Barrett

7. Introducing
Homes.com Social
with
Hillary Hirtler
8 Minute Presentation
following Lee

8. CALL: 888 510-8795
Webinar Special
Homes.com Social Premier Bundle $199.95

10. Brought to you by:

11. Deb Helleren
&
Mel McMurrin

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!

15. Clients Expect It.

17. 43% Of Real Estate Agents Initiated Discussion Of Compensation

19. Understanding The Clients Needs
• What
• When
• Why
• Where
• How

21. 65% Of Humans Are Visual Learners

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

25. Negotiation Requires COMPARISON
P N

26. Understanding The Property
In Consideration
• Past And Current Offers
• Time Lines
• History Of Property
• Price Reduction
• Improvements
• Disclosures
• Condition
WHY?

27. Clients Think
What's In It for me?
Purchasing Selling

28. 1 minute break!

29. Introducing
Homes.com Social
with
Hillary Hirtler
8 Minute Presentation
following Lee

30. CALL: 888 510-8795
Webinar Special
Homes.com Social Premier Bundle $199.95

32. Leverage Your Business
through Systems,
Tools, and People
Linda McKissack
Sign up at
www.SecretsWebinars.com
Wednesday, August 20th

33. Back to Lee

34. Listing Agreement Negotiations
✓Commission
✓Terms
✓Family Friend
✓List Price
✓Lock Box

35. Purchase Agreement Negotiations
✓ Personal property
✓ Appraisal contingency
✓ Loan/escrow costs
✓ Probations
✓ Purchase price
✓ Earnest money
✓ Possession date
✓ Home warranty
✓ Sellers acceptance time
✓ Contingency sale
✓ Buyer inspection
✓ Loan contingency

36. Must Read

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

39. WHAT IF?
Position
Interests
Needs
Conversation
Before
A
Counter

43. We Create More Activity
And Help Sell For More
Cost Of Getting In Real Estate
Business $2.50 Home Depot

44. Selling Price, FSBO And Agent-assisted
Sellers
$184,000
$225,000

47. Sellers And Buyers Expect It

48. Practice

49. Question & Answer
Chat us via “Question” section
of the GoToWebinar control panel
on the right.

50. Hillary Hirtler
Homes.com

51. Where to
Start?

54. Maintain Brand
Consistency
Save Time

72. Premier bundle - $199.95 (regular $299.95)
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73. CALL: 888 510-8795
Webinar Special
Homes.com Social Premier Bundle $199.95

75. Leverage Your Business
through Systems,
Tools, and People
Linda McKissack
Sign up at
www.SecretsWebinars.com
Wednesday, August 20th