Assessing seller motivation is the key to maximizing the profitability on your investment. It’s absolutely critical. Most people don’t know how to do it. The few who do are getting rich. Would you like to be one of them? In this course, Steve guides you through the steps to uncovering 4 different major types of motivation. When you ask good questions and obtain the information you need to understand your counterpart’s motivations and objectives, you can further negotiate to strengthen your position. In this course, you will learn how the most successful investors in the world negotiate their way into purchases of a lifetime. This is a course you don’t want to miss!

Market Value and Seller Motivation

• What is Market Value?
• 4 Major Categories of Motivation and How to Uncover it
• 3 Built-In Negotiating Principles
• How to Identify Sellers With Motivation
• Questions to Ask to Uncover Motivation

Negotiation is Sales

• Everyone Sells Something
• Questions Are the Answer
• The Beauty of Open Ended Questions
• When to Use Close-Ended Questions
• 5 Steps to Establish Rapport

Essential Real Estate Negotiation Components

• One Common Ingredient in All Negotiations
• What a Negotiation is Not
• 5 Common Goals we all Share When Negotiating
• Only 4 Possible Outcomes to a Negotiation
• 3 Basic Components to Negotiation That Will Get You Everything You Want
• 6 Steps to Getting the Information You Need
• How to Make Sure Time is Always on Your Side
• The 4 Most Powerful Negotiating Positions You’ll Ever Encounter

Personality Profiles

• How to Handle the 4 Common Negotiating Styles to Get What You Want

Fundamentals of Negotiation

• 4 Fundamental Questions to Ask Yourself Before You Begin Negotiating
• 7 Easy Ways to Build Trust and Position Yourself for the Negotiation
• The Power of the Tempo
• Remaining Flexible
• How to Give the Other Side Options
• How to Coach the Agent
• Telephone – Good Tool or Negotiating Trap?

Negotiation Tactics

• 27 Negotiating Tactics to Get What You Want