Friday, July 13, 2007

Buyers Agency and Negotiating

Good Morning,

Yesterday I instructed the sales qualifying class at SIBOR, one of the topics covered was buyers agency. During the break we began discussing what makes a good buyers agent, who should become one, and how you can justify getting paid.

I cover all of these topics in my sales meetings and in my One-On-One Coaching with clients from around the country and today I'll share with you part of those teachings.

Experience shows that being a Great negotiator is one of the best skills to have in order to become a great buyers agent, and one of the easiest ways to justify your compensation.

How do you explain your negotiating skills?

I explain it this way during my initial consultation with my clients:
You may or may not find the script below helpful, but I would like to suggest that you read it several times before you try it with your next client.

One of my jobs during this transition is to be your negotiator, and when it comes to negotiating a pit bull. Making sure your goals and saving you money. I will negotiate for you as if i was negotiating for my self. I will act as if your money is my own.
My negotiating skills alone are worth every cent I'm compensated.

As your negotiator, I imagine you want me to have a clearly defined process for helping you get what you need, want and wish, do you not?

Give them a copy of the book you believe best represents the method in which you negotiate.

My favorite book on negotiation is Getting to Yes: Negotiating Agreement Without Giving In

As you hand the book to your clients say, "Maybe you’ll find value from this book. It represents my philosophy and methodology that I use while negotiating for you."

You may choose to write your own report or book about your method of negotiating.
Mark up the books with Post It notes and your personal thoughts written in the columns of the pages.

I coached a Realtor from NJ the script and book worked so well for him that he bought a case of them from

Thanks for spending 3 minutes with me...
The best is yet to be!

Your Trusted Advisor For Life.
Jeffrey Stanton

You read Jeffrey's Journal every week because you, like me want the best for yourself.And you, like me want to build a strong referral based business.Who else like you, like me loves referrals that you can share this blog with right now?

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