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Sound Logic Persuasion Principle

The sixth and concluding article in the Persuasion Principle series, we turn to the Sound Logic Persuasion Principle. In real estate negotiations, the principle of sound logic notes that when people are uncertain about a decision, they will look outside themselves for...

Sameness Persuasion Principle

Continuing the series of Persuasion Principles, the fifth principle is the Sameness Persuasion Principle for real estate negotiation. The principle of sameness holds that people like to do business with people they like, want to be like, or want to be associated with....

Exchange Persuasion Principle

The fourth in a Series of Persuasion Principles offered by the RENI, we look at the Exchange Persuasion Principle in real estate negotiation. The principle of exchange states that if I do something for you, then you are likely to feel an obligation to do something for...

Contrast Persuasion Principle

For the next installment in a Series of Persuasion Principles offered by the RENI, we examine the Contrast Persuasion Principle in this article. The principle of contrast shows that you can make what you want someone to do more attractive by comparing it to another...

Uniqueness Persuasion Principle

The second in a Series of Persuasion Principles offered by the RENI, we examine the Uniqueness Persuasion Principle in this article. The principle of uniqueness states that people are more likely to do something if they perceive that there is an exclusiveness,...

Short Sales Article by Greg Markov

Greg Markov of AZ Short Sale Experts, LLC, in Phoenix, Arizona, Heritage Real Estate Group and HomeSmart, has published an article in the Bakersfield Realtor Magazine entitled, Short Sales: Navigating your way down the rocky road. The article is a back-to-basics...

Hayman to Speak at The BIG e for HAR

The RENI’s Tom Hayman will be a guest speaker at “The BIG e” event for the Houston Association of Realtors on Thursday, October 13, 2011. The event will be held from 9:00 am to 5:00 pm at the Norris Conference Center – CityCentre – 803...

Self-Interest Persuasion Principle

The first in a Series of Persuasion Principles offered by the RENI, we set out to examine the Self-Interest Persuasion Principle in detail. The principle of self-interest states that people are more likely to do something if they perceive it to be in their best...

Negotiation and Persuasion – Same or Different?

Some people think of negotiation and persuasion as the same thing. While persuasion can be an effective negotiation technique, they are distinct activities. Negotiation can be defined as two or more people interacting to reach agreement on one or more issues, also to...

When Your Seller Wants to Over-List

As a real estate professional you know that over listing a property is almost always non-productive. If your comparative market analysis shows that the fair market value is significantly lower than the list price, then few buyers will bother to view the home or make...
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