The interval between a buyer going under contract until the closing can be a treacherous time. Knowing what to say and when to say it can make or cost you thousands of dollars. It’s not always what you know that counts, but what you say that determines a positive outcome in any given situation. Learn to be prepared. Alexis will share an arsenal of scripts to equip you for any situation, providing several different answers to the most common Contract to Closing objections. She does not shy away from the hardest questions; after this webinar neither will you. What emotionally motivates each of the parties? Learn what to ask or say to satisfy the key human motivations driving negotiations. Understand the roles you unconsciously play in your negotiations and learn how to use them to create a winning outcome. Understanding the increasingly difficult circumstances after a buyer is under Contract leads to more Closings! Watch this webinar and be able to: Handle the most difficult buyer and seller objections. Negotiate from a position of strength especially with the other agents. Know what to ask to get the parties on the same side, feeling you have their best interests at heart. Know what to say, when to say it and how to say it. Identify and handle issues before they happen. Earn more money and save yourself valuable time!

1. Negotiating
Alexis Bolin
AlexisERA@AOL.com
Contract to Close
Tactics & Tips to Succeed

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7. Negotiating
Alexis Bolin
AlexisERA@AOL.com
Contract to Close
Tactics & Tips to Succeed

8. Brought to you by:

9. Deb Helleren
&
Mel McMurrin

10. Alexis Bolin
www.AlexisSellsHomes.com
● The #1 ERA Agent Nationwide three times
● Currently ranked in the top 10 ERA agents in the nation
● #2 in the Nation for Closed Sales with Home Warranty
● Recognized as one of the Top 25 Most Powerful Women in NW Florida
● Nominated for the Area Women in Business Award
● Named to "Who's Who"" in Residential Real Estate
● Named "TOP 300 Real Estate Agents in the Nation" by NAR Magazine
● Ranked Among the Top 1/10 of 1% of all Real Estate Agents Nationwide
● Over 5000 closed residential real estate transactions.

11. Home Inspections
Appraisals
The Other Agent
Repairs
Titles and Liens
Contract Terms
6 Negotiations
What you’ll
learn today

12. What to Ask the Buyers Agent
4 Scripts
Best Way to Cushion a Low Offer
Finding Common Ground
The Other Agent and Other
Parties to the Transaction
What you’ll
learn today

13. Negotiationnoun | ne·go·ti·a·tion | {ni-ˌgō-shē-ˈā-shən}
A discussion aimed at
reaching an agreement
A bargaining process between
two or more parties seeking
to discover a common ground
and reach an agreement or
resolve a conflict

14. consider
89%
an agent to represent them
-- NAR Homes Profile of Buyers & Sellers
Negotiation Skills
to be
Very Important
when selecting

15. 80%
of vital issues...
20% of time allotted
-- NAR Homes Profile of Buyers & Sellers
...are resolved in the last

16. Learn everything you can about the
other parties in the negotiation
The “Others”
Google the buyer or seller
Facebook & LinkedIn
Check other agents sales
on MLS

17. 2. It’s the Little People
who get Things Done
3. Never Underestimate the
Power of the Person Behind
the Desk
How I Get Houses Sold!
1. It’s What you know along with
Who you Know That Makes
Things Happen

18. 5. Send Thank You Notes
6. Gifts Birthdays, Holidays
7. Referrals
8. Small Things go A Long Way
4. I Always Pay it Forward
How I Get Houses Sold!

19. 1. Thank you
2. Compliment
3. Never argue
4. Be polite/positive
5. Ask Questions
6. Answer in brief
7. Know when & how
to answer
Negotiating Conduct

20. Negotiating Priorities
Resolve easiest issues 1st
Ask Why questions
Have other agents working with you
Give yourself an alternative
Don’t give-up something without getting
something in return

21. Be prepared to defend
your client's position
with Facts not Emotion

22. What other homes are on their list?
Questions for Buyers Agent (A)
My job is to get your offer accepted as
written, but I need your help. Can I get it?
Can you give me 3 Comps to support the offer
price so I can defend it to the seller?
What have you seen that is priced better than
this home?

23. If the seller can’t take the price offered
should I just have them reject it or should
they make a counter offer?
What do you think needs to be done to
make this sale work?
Questions for Buyers Agent (B)

24. If you or your buyer could say two things
to the seller to convince them to take their
offer what would those two things be?
What can you tell me about your buyer that
will make the seller feel good and take the
buyer’s offer?
Questions for Buyers Agent (C)

25. If this was your listing where would you
have suggested the seller price it?
What’s more important to the buyer, the
sales price, getting the closing costs paid by
the seller or the closing date?
Questions for Buyers Agent (D)

26. Article 3
NAR Code of Ethics
Realtors shall cooperate with brokers
except when cooperation is not in the
client’s best interest

27. Article 3-6
NAR Code of Ethics
Realtors shall disclose the existence of
accepted offers including offers with
unresolved contingencies to any broker
seeking cooperation

28. I have a way to
get that done
Under the new TRID Rules,
neither the lender nor the
Realtor can call the Appraiser.
Working with the Appraiser

29. Working with the Lender,
Title Company, etc
Get control of the closing transaction
Buyer and Seller
Authorization
Forms

32. The Four OF NEGOTIATIONC’s
CONFIDENCE
COMPASSION
COMPELLING
COLLABORATE

33. CONFIDENCE
It’s not arrogance
It’s in your tone when you speak
It’s key to negotiating effectively
It’s not something we are born with
Your show of confidence makes people more
likely to trust you
Be prepared Have a positive attitude Get Organized
Believe in yourself Motivate yourself
Confidence Boosters
C

34. COMPELLING
Leave your personal feelings out
of it
Be able to present your case
Know your subject better than
your competitor
Speak from a position of authority
C

35. COMPASSION
To feel what is being said and
be able to interpret it
Ability to show empathy and sympathy
Have appreciation for other
opinions
Try to understand the other party’s
C
position

36. Start with things the parties can
agree with
Each party sacrifices to reach agreement
Normally an agreement won’t be
reached without meeting each
party's major needs
Not all negotiations are meant to
work out
COLLABORATE - COMPROMISE
C

37. “Honesty is the First Chapter
in the Book of Wisdom.”
-- Thomas Jefferson

38. You can not change reality
Never make their problems your
problems
All you can do is manage people’s
expectations of reality
Sympathize with your prospects

39. 2 minute break 2 minute break

40. FREE Live Webinars every month
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with the nation's TOP AGENTS and SPEAKERS!
available on demand

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By Homes.com
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experts and Secrets Webinars To Go, hour-long recordings of the popular Secrets of Top Selling Agents series.
Available on iTunes or your favorite
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• Gigantic banner ad at the top of Homes.com search results
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Check availability now!! Agents 888-510-8795 Brokers 866-697-3308

45. Back Again! Back Again!
Back to Alexis

46. 1Preparation
Five Steps to
Successful Negotiation

47. Always negotiate from the
position of strength
Know your market better than
the competition
Have the very latest
information.
Know the true motivation of the
buyers, sellers and the other
agent

48. You are a Better
Negotiator
If You have No
Have To’s

49. Five Steps
to Successful
2Discussion
Negotiation

50. Ask questions to learn about the
situation, the issues, and the
participants
Understand all the participants
needs and interests
Work within a range that includes
minimums and maximums
Set reasonable goals for what you
hope to achieve during the negotiation

51. Whatever happens,
Remember It’s Not Your Fault
You have No control over the
Market or Property Conditions

52. Learn how to pay
attention to the
unsaid

53. Five Steps to
Successful
Negotiation
Proposition
3

54. Never offend the buyer, seller or other agent
Always strive for high moral ethics
Strive to find common ground
Never get into an argument
It should always be a
Win – Win for all parties
It’s not about You,
it’s about the party you represent

55. You don’t sell by
Telling
Sell by
Asking
questions

56. Ask Open Ended Questions
Why? is that?
What? do You mean by that?
When? do you have to be there?
Who? else is going to be involved
in the decision making?
How? are you going to do that?

57. Why: Why is it important to you?
Addition: Is there anything else that
would cause you to …?
Meet: If we could meet those
objections, would you …?
Else: What else is bothering you?
Bury: If we could take care of that?
Amounts to: Then what it amounts to is …?
Ask Open Ended Questions

58. 4Bargaining
Five Steps to
Successful Negotiation

59. Learn everything you can about the
situation,the issues and the
participants
Understand all the participants
needs and interests
Set reasonable goals for what you hope
to achieve during the negotiation, and
rank them by priority

60. Anticipate the othersparties
comments and prepare your
responses
Always remain calm, pleasant,
and unflappable

61. My job is to get you from where
you are to where you want to be
I don’t know if I can help
you or not, that depends upon
the decisions you make today
I am here to help you but you
are the one who will ultimately
have to make the right decision

62. 5Agreement
Five Steps to
Successful Negotiation

63. Find ways to reach
a Common Ground
with the Other Agent
Make sure YOU are not the Issue

64. Find ways to agree with the other party
Set a deadline for an answer
Know when to stop negotiating
Remember that some deals just can’t
be closed no matter what you do

65. Don’t just stick to the bottom
line price
Never respond with an offer
that isn’t likely to be accepted
Always give yourself an
alternative
Price is one thing and Net is
another

66. “I have great news, we have an offer on your home.”
“We are $___________ closer to selling it today than we
were yesterday.”
“Don’t be upset at this buyer Be upset at the other
buyers who looked at your home and didn’t even
make an offer.”
Cushion a Low Offer

67. Show the seller an example of contract
where a seller turned down a good offer
only to accept a much lower one 6
months later
Explain to the seller, “I don’t want
you to make this same mistake.”
Getting the Seller to be Realistic

68. Keep the sellers focused on what their
reasons are for selling
Keep the buyer focused on why they
chose this home over the others
“Know why the best homes sell first?”
Because they are the Best Homes

69. “Other folks who sold
their homes in the last few years
felt they gave it away
at the time, but now they are glad
they sold when they did.”

70. If the buyer or seller can’t accept
the first offer, always counter the offer
Explain to your client that is always better
to “keep the line of communications open”
if you want to make a sale
You can’t make a deal work when
No One is Talking!
Never let the deal die on your side

71. The Buyer must want to Buy and
the Seller must want to Sell...
MORE than You
Need to Make the Sale

72. In controversial moments,
my perception is always right
I always see
both points of view
the one that’s wrong
and mine

73. “The only difference from
where you are right now and
where you’ll be one year
from now are the books you
read and the people you
associate with.”
Charlie Tremendous Jones

74. Never argue with an
idiot…
...people watching may
not be able to tell which
one IS the idiot!
Facts of Life

75. Wouldn't it be nice if whenever
we messed up our life we could
simply press
Facts of Life
...and start all over?

76. Questions?
ALEXIS BOLIN, CRS emeritus
Broker-Associate
ERA Legacy Realty
Pensacola, FL
CELL - 850-777-0275
Email- alexisera@aol.com

77. Question & Answer
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