If you have done an excellent job listening, you will understand what intrinsically motivates your audience.
Good Day! Thus far, we have reviewed the first two steps of AgentEXTRA's negotiation process. Step 1 is to ensure you are putting your best foot forward. Step 2 is to actively listen to your audience. As I mentioned, this particular step lays the foundation for Step 3.
Step 3: Focus on relationships, not transactions. If you have done an excellent job listening, you will understand what intrinsically motivates your audience. Take time to connect and keep in mind that the best negotiations have a balance of gives and gets. As Maya Angelou stated, people may not remember what you said or did, but they will always remember how you made them feel. Make your audience feel empowered in the process, but not to the point where you’re constantly yielding.
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Sharon Gill is a leading real estate agent in the San Francisco Bay Area and has helped numerous buyers find their dream homes.