How To Use Good Questions To Win More Negotiations – Negotiation Tip of the Week

What thought do you give to the questions you’ll ask during a negotiation? Do you consider how you’ll deliver the questions and the impact that will have on how the question is perceived? Good questions, posed at the appropriate time in a negotiation, can be the teller that determines if a negotiation will be successful or a dud.

You can definitely win more negotiations by posing the following informational gathering and insightful questions.

Why would I do that? (The response gives you insight into the other negotiator’s thoughts as to why the point/deal offering should be perceived as beneficial to you. You can use the point against him by asking if he’d accept it. If there’s equity in it, that will also give you insight into where he is mentally and physically (i.e. starting to possibly tire of the negotiation or revving up).

What would you ask to get more information? (Gather insight, and possibly new ideas, about what else can be done to overcome an impasse and/or advance the negotiation).

How can we make this a win/win outcome? (This gives you insight per what he perceives to be a winning outcome for both of you and allows you to glimpse the direction he’d like to see the negotiation take).

What part of the story/offer needs to be clearer? (Seeking his specific perspective and understanding of what’s been discussed that my need clarification).

Where does your keen interest lie? (This question can be used when you’re being questioned and want to take control of the negotiation – the person asking the questions is the person in control of the negotiation).

What deal would you want me to offer you that I would accept? (This is a very powerful question because it calls into play the sense of fairness. The response will also give you a sense of how fair the other negotiator is, or is willing to appear).

To add power to the delivery of your question(s), display the appropriate effect to make it more impactful (i.e. wincing, speaking faster/slower, learning forward/backward, etc). Such nonverbal cues will add more meaning to your words. Also, when posing such questions, if the opposing negotiator is slow to respond, wait! That could mean he’s going deeper into thought mode. If you sense he’s having an ‘aha moment’, dig deeper. Ask him what thoughts came from your question, or what thought(s) he just had. Sensing such nonverbal gestures is where reading body language enhances your negotiation efforts. The point is, when an ‘aha moment’ occurs take note of the body language emitted at that time. As additional insight, leaning away can imply moving away from the question to give it deeper thought, while leaning forward can give insight that he’s ready to address the question head-on. In any case, note what the body language was prior to the question (i.e. relaxed, stern, contemplating, etc), and what became of it after his response.

While some questions can be used to obfuscate the opposing negotiator, be careful when doing so. There are times when the appearance of your superiority is appropriate and other times when such will appear to be ‘speaking down to someone’. Know the difference, based on the circumstances at that time, when it’s appropriate to use questions that position you in one stance versus another. The point is, make sure such position serves you… and everything will be right with the world.

Remember, you’re always negotiating!

6 Important Componets Of A Real Estate Listing Presentation

Have you ever considered, why certain agents seem to get so many real estate listings? While sometimes, this may be, because of skills, reputation, effectiveness, personality, commitment, results, referrals, etc, haven’t there been certain times, you’ve wondered, why you didn’t get a particular listing, and someone else did? While it serves no purpose to look at this, from a negative perspective, the purpose of this article is not to become more adversarial, etc, but to assure, you provide homeowners (potential clients), with the information, they should receive, to make the best possible, informed decision. With that in mind, we will briefly discuss 6 important components, you should always include, in a listing presentation.

1. Competitive Market Analysis (CMA): What is a Competitive Market Analysis, often referred to, as a CMA? A professionally prepared one, should not merely be a listing of things which have sold, but rather, use comparable properties, to best pinpoint a suggested price range. In order to do so, one should follow a procedure somewhat similar, but in less detail, to that used by bank appraisers. What features does this house (known as Subject property) have, which the ones you compare it to (known as Comparable 1, 2, 3, etc)? What do the others possess, the subject property does not? Compare lot size and type, location, features, rooms, size, style, condition, etc.

2. Suggested Listing Price: While a homeowner must set the price he wishes his house to be listed at, it is incumbent upon a real estate professional, to clearly present information, which helps him make, the wisest decision. Remember, listing and selling prices are different, but often, the listing price, impacts how many potential buyers view the home, and how competitive, you may be. It might be helpful if the agent, therefore provided some sort of suggested pricing range, and reviewed the positives and negatives, especially concerning marketing and showings, each price, might affect.

3. Why you? Why should someone choose you to represent their best interests, in this transaction, which, for many is their single largest financial asset? Be careful to explain, in positive terms, what you offer, and avoid accusations, blaming others, or negatives! Review your approach, and why it matters!

4. Marketing plan: What will be your Marketing Plan, and why? Why do you believe this approach, makes sense for this particular property? Review both the homeowner’s, as well as the agents, responsibilities!

5. Strategies: Is there a niche market, you believe might be most attracted to the house, and why? How will you go after that segment of the market, while still pursuing the broader market? How will you assure, the client and agent, remain on the same page?

6. Meeting of the minds (agent/ homeowner): This procedure should be informative, both on a technical level, as well as a strategic, and getting to know you one! Don’t rush over, any aspect, explain fully and carefully, and have a frank discussion on what some fear most, the dreaded, Commission discussion!

A Listing Presentation must not merely be a selling experience, but also an opportunity, for a homeowner, to learn, which agent is best for him, and why! The client deserves, at the very least, a thorough review, of these 6 components.

Be Present – Seven Ways to Be More Productive and Enjoy Life More

Each day and each moment of each day is a gift that we all have been given. When you stop to think about it you know this is true. But it is an easy fact to forget when you open your email, look at your to-do list or see a steady stream of people asking you for help or to get something done . . . now. The world conspires to keep us moving faster and to multi-task at every turn.

Unfortunately most of the time when we are moving at that frenetic pace we aren’t at peak efficiency or effectiveness. We know this too, but too often we don’t act on that knowledge. What we need to remember is the value of right now.

And right now…

and right now.

The value of the present moment.

When we stop multi-tasking and live remembering and valuing the present moment we will paradoxically get more done. We will have better relationships, we will learn more that we can apply in the future and we will enjoy ourselves more each day.

To get to these benefits we must get past the pace and seemingly the expectations of the world around us. We must find ways to slow down enough to be present in each moment. The rest of this article offers seven ways to be present so you can reap the great benefits of doing so.

Be grateful for the “present.” Let’s put first things first. If you want to be more present in every conversation and situation, you must be grateful for that moment. Even if you don’t like the situation, when you are grateful for the opportunity you are better able to stay mentally in the moment rather thinking about what you will do “next.”

Note: Granted, this first piece of advice is a bit philosophical and doesn’t provide you with a specific strategy or tactic, but this philosophy will drive your ability and willingness to do all of tactics that follow. Read on for the specific actions you can take.

Take a deep breath. When you find your mind wandering beyond the current situation, start by taking a deep breath. This breath can serve as a reminder to help you refocus and to center you as well.

Focus on the present moment exclusively. Do one thing – just one thing – at a time. The crux of remaining in the present is to focus on the task, person, situation or whatever is in your current moment. If you are thinking about what you are going to say next, what you are going to do next, or what you are going to have for dinner you aren’t focused on right now.

Reduce the noise. Turn off the iPod, the radio or the television unless that is your current moment focus. The noise and distractions around us can easily pull us away from the current moment, divert our focus and reduce our effectiveness.

Refocus your inner voice. When you notice yourself judging, analyzing or having another sort of mental dialogue in the current moment, shift your mental focus by saying to yourself, “now, now, now” or some other phrase that will help you bring yourself back to the current moment, situation or activity.

Be more observant. Pay closer attention to the present moment! Notice what your senses are noticing, but what you may be unconsciously tuning out. What is the real message under the words you are hearing? What do you smell, what can you taste? What do you hear (in addition to the words)? When you open yourself up to be more observant you give your brain something to think about that is relevant and helpful in the present situation, rather thinking about another time, place or activity.

Ask “What do I want to remember about this moment in time?” I once read the advice that when you are on vacation at a place you truly value, that you should take an omni-sensory, three-dimensional picture of everything about that place and time in your mind. Taking this “picture” helps you savor the moment in the present and helps you remember it forever. This advice combines the concepts of being grateful and being observant. I believe this approach can be used anytime, as a way to capture a moment for memory, for future reflection and more. You can stimulate this activity by asking, what do I want to remember about right now? Or a similar question that works best for you.

These activities will make a difference in your results – both personal and professional. The benefits mentioned at the start of this article will all be yours as you perfect the habit of being in the present moment.