Books & Certified Training

Master the Real Estate Puzzle!

Learn not only about all the different aspects of the Real Estate Process but also how to effectively apply what you have learned with confidence when working with different types of people.

Work through the examples and illustrations to help develop real life experience in what to expect when working with BUYERS, SELLERS OR BUILDERS to meet their individual needs and expectations.

Content includes:

• A comprehensive study of people types and how each makes decisions as well as manages risk.
• How an agent adds value to the Real Estate Process.
• How to ask questions that establish trust and uncover how to meet client needs
• The difference in “wants” and “needs”. Not only how to determine wants and needs but how each factors into the decision making process.
• How to negotiate the decision.
• Determining and managing the decision making factors.
• Managing the unknown. Risk is frightening and feels out of control. Learn how to help minimize the discomfort.
• Learn how to become the process leader with confidence.
• Skillfully handle problems that produce solutions and keep the transaction on track.
• Understand why clients do not understand the Real Estate Process and be prepared to diffuse the myths that think are truths.
• Understand how to place the client first in a manner that increases confidence in your ability.

The objective of “Leading the Real Estate Process” is to:

• Clearly understand that there are definable steps of the Real Estate Process that agents can manage.
• People will require more or less involvement in the process. Great agents know how to find out what is needed.
• How to match what you know with what the clients wants or needs to know in order to attain their objectives
• To insure a success successful transition from initial contact through closing and follow-up by understand the process.

Most people do not want to become a Professional Real Estate Agent, they want to hire one.

BE THAT PROFESSIONAL!!

"The 3 P’s of Negotiating" qualifies participants for 8 hours CE credit from the Tennessee Real Estate Commission. The cost of participation is $79.95. Please use the button below to either purchase a book only or to qualify for CE credit.

Any time two or more people come in contact, there is potential and probability that some type of NEGOTIATING or CONFLICT MANAGEMENT skill will be applied. Learning to recognize how different types of people use the negotiating process and understanding the principles involved in any negotiating situation will always provide a decided an advantage. The person who understands and uses negotiating skills most effectively while recognizing the skills and values of the other negotiators always has the best opportunity to influence the outcome of the negotiating. Identifying your own personality will be a determining factor in how you apply the negotiating process and where you are most comfortable. Applying negotiating skills will prove to be equally valuable in all communication circumstances.

Realtor® University:
Interactive Training Center

Want to learn about Negotiating Skills and how different types of people use them effectively? Prefer to see live presentation of the material?

Participate in the National Association of Realtors® online interactive training center "Realtor® University" and receive CE credit in Tennessee; click the logo and follow the instructions to log in. Other courses are also available at the NAR site. Be sure to confirm CE credit in your state prior to registering for any available course.

Needs Development
Negotiation and Presentation for Success

In the corporate world NEGOTIATING SKILLS often decide the difference between success and failure. Learn the skills necessary to not only negotiate better with all types of people but also how to understand and develop personal negotiating skills.

Needs development, negotiating and presentation is an art for those who understand the skills and processes necessary to meet both the logical and emotional requirements of people and organizations successfully while respecting operational time restraints. People function in a world that is moving so fast, we are often tempted to take shortcuts to anticipated end results in all phases of our lives.

The purpose of "Needs Development, Negotiating and Presentation, for Successful Business" is to expand the areas of the known and comfort zone of individuals so that they will recognize personal strengths and personally grow, which will produce greater understanding and personal management of the process resulting in efficiently and effectively producing predictably successful results.

To purchase "Needs Development Negotiation and Presentation for Success" or to discuss a live presentation, please use the buttons below.