In today’s real estate market, customers expect their agent to be a skilled negotiator—not just a messenger. This course challenges agents to elevate their role from passive go-between to trusted advisor and strategic advocate.
Through engaging scenarios and tactical lessons, you’ll learn how to uncover the true interests behind a customer’s position, manage expectations effectively, and guide both buyers and sellers toward win-win outcomes using objective standards like market value. The course also breaks down the psychology of influence, the art of delivering feedback instead of advice, and how to avoid common pitfalls that erode your value in the negotiation process.
Whether you’re writing offers, handling objections, navigating counteroffers, or prepping for multiple offer scenarios, this training gives you the mindset and tools to lead the conversation—not just relay it.
Key Learning Objectives:
- Understand the difference between representing a customer’s position versus their interests
- Master expectation management to avoid the “disappointment gap”
- Use questioning strategies to uncover motivations and guide decision-making
- Learn the importance of presenting data (like CMAs) objectively and persuasively
- Approach negotiations with confidence, clarity, and client-centered communication
- Navigate multiple offers and counteroffers while maintaining professionalism and compliance
