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Countering the Low Ball Offer

When an aggressive low ball offer comes through on a real estate listing you represent, often the first reaction is for you and/or your seller to feel insulted. Recognize that the low ball offer is typically just a tactic to see how the seller reacts.  The listing...

Persuade with CLASS

“I will only pay you a 5% commission” the seller said emphatically. Now what was that technique I just learned?  Oh yeah – persuade with CLASS! C larify L ikeable A cknowledge S elf-Interest S olution “Ms. Seller, I’m curious – how did you arrive at 5%?”  Even...

Identifying Value in a Negotiation

All negotiations involve multiple “value” elements.  The key to success is to first identify the value elements on each side and then “trade” value elements to reach agreement. Easier said than done!  Why?  Because most negotiators don’t spend enough time identifying...

What an AWESOME Feeling!

Getting a call from someone in your sphere of influence about a listing opportunity really gets the adrenaline pumping! An alumni from Bill’s college (he had graduated 22 years earlier than Bill) had called saying he was interviewing agents to list his house. The...

3 Necessary Skills for Real Estate Success

This week’s headline news of real estate website Zillow acquiring fellow competitor Trulia may prove to be a game changer in terms of how home buyers and sellers find each other online, but real estate agents expect their day-to-day operations to be relatively...

CNE (Certified Negotiation Expert Courses)

CNE 1 includes the Certified Negotiation Expert (CNE) designation course CNE 2 includes the Advanced Representation Techniques for Buyer’s Agents and E-Negotiations (or Mastering Email Negotiations) courses CNE 3 includes the Advanced Representation Techniques...

Using the Flinch Negotiation Tactic

In professional real estate negotiation, the flinch negotiation tactic is a physical reaction to communicate shock, dismay or disbelief at what you just heard. Sometimes it is involuntary; your mouth falls open. But often this negotiation technique is more about...
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