Gabrielle Jeans an icon in the North American Real Estate Industry shares some powerful tips on how to negotiate in real estate and close deals. She shares skills on how to be an effective skilled negotiator.

1. The Power of Real Estate Negotiations
Presentation by Gabrielle Jeans,
C.E.O of WebTech Dezine
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2. About Gabrielle Jeans
•Ms. Jeans began her real estate career in the
early 70′s, and quickly established a
distinguished record for sales and service
excellence on behalf of her clients.
•By 1975 she ranked among the $1 million
earners, and in 1978 she was invited to become
the Sales Manager for Cimerman Real Estate
Ltd. In 1980 she was appointed as Personnel
Director and Training coordinator.
•In 1983, Jeans launched Future 1 Real Estate
Ltd. in Toronto. She soon expanded to a second
office, and within six years grew the company to
combined sales staff of 105 with $6.8 million in
gross revenues.
•Gabrielle’s reputation as an insightful business
entrepreneur grew in parallel, and she was
frequently called upon by other companies to
provide strategic advice on staff recruitment,
training and business development.
•The Toronto Real Estate Board approached her
to design and deliver training seminars for sales
managers and associates, and this program
became a mandatory prerequisite to attaining
membership with the Board and the MLS
system. Today, Gabrielle Jeans is widely regarded as one of the foremost experts on
business development in the North American real estate industry. Participants
•In 2000, Gabrielle Jeans established e2000 in her programs rank among the top 5% revenue earners in their offices and
Training Institute Inc., a RECO-approved districts, and are the recipients of a multitude of national and regional awards
education provider that specializes in helping for sales excellence.
agents take advantage of the enormous business
opportunities presented by the internet.

3. Negotiating is the process of satisfying
the needs between two people!

4. • Today’s realtors, because they must disclose
whether they are buyers’ or sellers’ sales agent,
lose sight of the importance of considering the
needs of both the sellers and buyers when
negotiating an offer.

5. The Negotiation Process
• The process is worthwhile
• Every participant is in fact winning.
• No one’s self respect is threatened.
• The participants are achieving the majority of their
needs.
• The process is always positive.
• The participants would not mind negotiating with you
again.
These features should be exhibited in the Negotiation process.

6. Most Important Key to Negotiating
• Always make the client feel good about themselves.

7. Some Mistakes Negotiators Make.
• Poor Listening.
• Talking too Much.
• Making Assumptions.
• Creating Arguments.
• Getting too Friendly.
• Allowing too much time before the offer is presented.
• Giving up too Easily.

8. Poor Listening
• Most people are too busy wanting to be heard to really spend time and
show interest by listening.
• The most important reason to listen to people is to learn what motivates
them.
• By taking the time out to listen, you understand your client’s concerns
and find something that will help in your negotiations.
• The next time your client is speaking, really listen: they might be telling
you exactly what you need to know to close the sale.

9. Talking too Much
• Skilled negotiators listen attentively more than they speak.
• They plan what they are going to say and limit their discussions.
• They stick with facts and apply helpful problem solving techniques
to arrive at an agreement.

10. Making Assumptions
• Making assumptions limits a salesperson’s success because it demonstrates
an unwillingness to keep trying.
• It is important to be able to anticipate what the other side is going to do,
before they do it. The biggest mistake salespeople make concerns price-
when the buyer or seller says, “I will not pay a penny more” or “This is my
final price.” Salespeople eventually learn that every buyer and seller, at
some point, will make these statements.
• Expert Negotiators understand this and use their negotiating skills to work
the participants towards an agreed-upon price. They quietly ignore the
statements and, more importantly, do not make the assumption that the
buyer and seller will not pay-or ask-more.

11. Creating Arguments
• Differences of opinion are common in negotiating.
• Skilled negotiators always use a co-operative approach in dealing with
people.
• They understand that you can win an argument most times- but lose a sale
every time.
• It is better to refrain from arguments and be flexible with your clients so
you can achieve your desired goal.

12. Getting too Friendly
• Salespeople focus too much attention on trying to become “buddies” with
their clients.
• Clients require helpful information, sound advice, good service and your
expertise: not friendship with their Real Estate Sales representative.

13. Too Much Time before Offer is Presented.
• Time is the killer of deals.
• The longer clients have to think things over, the worse it is.
• Remorse sets in, and they often change their minds.
• Do not waste too much time before presenting the offer.

14. Giving up too Easily
• Negotiating takes time and patience.
• Salespeople believe buyers and sellers when they say, “I will not pay
a penny more/take a penny less.” Every client says this; our job is
to keep the offer alive.
• If you have not heard them say “No” at least five times, you have not
tried hard enough.

15. Effective Negotiators
The characteristics of an Effective Negotiator include;
• Awareness – Buying and selling is an emotional decision. Find the emotional
triggers and you will be able to close with ease.
• Listening – Salespeople should listen opportunistically, paying attention to
everything their clients say, and show a keen interest in what they say.
• Patience – Give your clients 100% of your expert attention. Repeat your point
as necessary. However, be patient during the negotiation process.
• Flexibility – Skilled negotiators change in order to blend in and be
accepted. They understand that clients will not change their personalities to
suit salespeople but the salespeople need to change to suit their clients.

16. Conclusion
• Negotiators need to be patient, aware, flexible
and listen attentively to their clients needs
because these factors make them effective skilled
negotiators.

17. More...
• For more in depth knowledge of the power of negotiation, Register for my
course
• The next course coming up on September 8th 2011 is Building Your E-
Commerce Business
• Become a Fan of Gabrielle Jeans

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