The number one skill a Real Estate agent can acquire is the skill of Negotiating. Less than 1% of Real Estate agents have any training on Negotiating. It is time to step up our game!

1. NEGOTIATIONS
REAL ESTATE
IT' S WHAT SEPARATES THE PROFESSIONALS FROM THE AMATURES

2. Part 1
Fundamentals
Emotions
Mindset
Setting The Stage
Part 2
Negotiating For Your Buyer
Identify Key Buying Factors
Psychology of Buying
Collaborating In Advance
Cultural Differences
Part 3
Negotiating For Your Seller
Identify Key Selling Factors
Prepare In Advance
Creating a WIN/WIN scenario
Set Real Expectations
TODAY'S DISCUSSION

3. Trained Not Trained
100
75
50
25
0
1%
OF REAL ESTATE AGENTS (WORLD WIDE)
HAVE BEEN TRAINED ON NEGOTIATING
LESS THAN
- The Nature of Real Estate

4. P A R T 1
FUNDIMENTALS OF NEGOTIATIONS

5. Be clear on what you and
your clients would like to
accomplish.
CLARITY
Understand the
negotiating style on the
other side of the table.
STUDY YOUR
COUNTERPART
Get creative with your
offers, test different
scenarios.
USE YOUR
IMAGINATION
A good relationship in the
long run is more
important than a win-lose
result.
WORK TOWARDS A
WIN/WIN
Discuss your Best
Alternative To Negotiated
Outcome (BATNA).
GAMEPLAN
You are given two ears
and mouth for a reason,
use them properly.
LISTEN

6. What are Emotions, how are they formed and
how do we control them?
EMOTIONS

7. An emotion is just a chemical reaction in the brain
that sends freeze, fight or flight signals to the body.
WHAT ARE "EMOTIONS"?
A stimulus in the Environment will trigger your brain
to interpret and react according to past experiences.
HOW ARE EMOTIONS FORMED?
A four second breathing exercise along with being
mindful of our situation will calm your emotions.
HOW DO WE CONTROL EMOTIONS?

8. Approach negotiations with a WIN/WIN and
collaborative attitude.
Listen for opportunities to help all parties
involved.
Follow up until the deal is full executed.
BEFORE
DURING
AFTER
M I N D S E T

9. Research your counterpart
Understand everyone's motives
Bring supporting documents
Never negotiate with yourself
Control your Emotions and Ego
Identify Red Herrings and Black Swans
Dig, Dig and Dig some more
1.
2.
3.
4.
5.
6.
7.
SET THE STAGE

10. P A R T 2
NEGOTIATING FOR YOUR BUYERS

11. Do you have an understanding of how your
client does business? What cultural factors
will play in the decision making process?
CULTURAL DIFFERENCES
Do you have a clear understanding of what
your Buyer would like to accomplish?
COLLABORATION
Where in the process is the Buyer? Are they
motivated by logic or emotions? Do you
understand what they are telling you without
them vocalizing it?
PSYCHOLOGY OF BUYING
What is motivating your buyer to purchase a
home? Wants VS. Needs.
KEY BUYING FACTORS

12. Listen more...talk less.
Fish for information from the Listing Agent.
Research the Seller and their Agent.
Find the Sellers bottom dollar before getting to
your Buyers top dollar.
Offer high and Counter with less.
Structure your offer in a way that allows you to
reopen negotiations.
Set real expectations for your Buyer.
Present their offers to the Sellers in person.
BATNA...know when to walk away.
NEVER negotiate with yourself!
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
MULTIPLE OFFERS AND YOUR BUYER

13. P A R T 3
NEGOTIATING FOR YOUR SELLERS

14. The market is never "hot enough" to support
unrealistic expectation.
SET REAL EXPECTATIONS
Prepare your seller in advance to help them
create a Win/Win scenario for them and the
Buyer.
CREATE A WIN/WIN SCENARIO
Research the market and trends thoroughly,
make sure to dig deep on you clients behalf.
PREPARE IN ADVANCE
Why is your client selling? Is it really a good
time to sell?
KEY SELLING FACTORS

15. Listen more...talk less.
Educate your Seller on the process.
Research the Buyer and their Agent.
Instruct your seller to not discuss their motives with
their neighbors, friends....
The first offer is NOT the best offer.
Organize all your documents and supporting
documents ahead of time to defend your Sellers
position during negotiations.
Make you Sellers home irresistible to qualified
Buyers.
Present all offers to the Sellers in person.
BATNA...know when to walk away.
NEVER negotiate with yourself!
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
MULTIPLE OFFERS AND YOUR SELLER

16. Thank you.
The following members of Moe Peyawary Real Estate Team
made significant contributions to this report:
Moe Peyawary | Founder
Zarifa Bahran | Co-Founder
The Moe Peyawary Real Estate Team at RE/MAX Realty One Inc. located at
50 Burnhamthorpe Rd W, Mississauga, ON, L5B 3C2.