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Getting to “yes”The psychological triggers we have that make us decide

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•Negotiations are just as important as leads

•Would you rather have 5 leads and 5 deals or 100 leads and 0 deals?

•These techniques can be used *anywhere*

•Ask me how I got a random guy to give me his pants right then and there…

3Give Credit Where Credit’s Duethe book that started it all (for me)

Slides and Opportunities available at www.CreativeCashFlow.com/NTAREI

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•Lots of psychology

•Some pre-planned “call and responses”

•A little bit of role playing

•A lot bit of being able to leave this

class a better negotiator

•Q&A Session

Here’s What To Expect

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When do you know your negotiation stage has begun?

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• How long did Yoda train before Luke

showed up?

• Why did Yoda decide to go into the

business of being a Jedi master?

• How long did Yoda spend asking Luke

to let him train?

• How much time did Yoda spend

proving he was the right choice?

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“Everyone wakes up the protagonist of their own story”

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•Of course who you are matters….but it

really doesn’t

•The extent of your importance ends

at where you can help this seller

today

•So if I don’t matter, it’s my seller that

matters…….but which part

You Are Here To Complete The Seller’s StoryBe The “Yoda”

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Stress At Work

Marriage Problem

Sinus problems

Eyes Itch

Kids Misbehaving

Car Problems

Anger Issues

LonelyNot Your Problem

Not Your Problem

Not Your Problem

Not Your Problem

Not Your ProblemNot Your ProblemNot Your Problem

Not Your Problem

Not Your Problem

Not Your Problem

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You Are Here

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•You’re here for one reason…everyone

knows it

•They’ve invited YOU

•You’re the guest of honor

•Sellers will talk *at* you for hours

Control the Conversation

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Listen•Even if it’s not your problem it’s still a piece of the puzzle….get ‘em talking

•Verbal diarrhea is sometimes helpful and contextual

•When you have the pieces you need, set your compass to closing

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•Most people would answer between

$5-7

How much is your coffee mug worth?

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•Most people answer $2-3

How much is *my* coffee mug worth?

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Negotiations are an act of perspective.

Successful negotiators understand perspectives they don’t agree with and study

influence.

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•Try to never ask “yes” or “no” questions

•Caveat- let ‘em get “no” out of the

way early on

•Tune your ear to clues about their

“decision centers”

Open Ended Questions

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Head

Heart

Gut

19Head▪Needs all the details

You can never give a “Head” person too much information/detail

▪Works based on logic

Does this make sense for *their* situation?

▪ Loves numbers

They want the bottom line and don’t want to waste time

20Things Head People Say▪Keep steering the convo back to the numbers

▪Quickly disinterested when you start using emotional language

▪ “I really need to think this over” actually isn’t a big head person thing…

21Heart▪Makes emotional decisions

They need to like you

▪Visualization is huge

Paint a picture of what their life will look like by selling to you

▪ Loves to imagine the house as animate

“This house is perfectly fine to live in…but she needs some love, and that’s what I do”

22Things Heart People Say▪ Talks about memories in the home

▪ Probably has mentioned their family several times

▪ “I really need to think this over”….Surprisingly is a “heart” person phrase (usually)

23Gut▪Makes quick decisions

They need to feel like they like you

▪ First impression is huge

Regardless of their decision factor, always put your best foot forward

▪Will reach a “Leeroy Jenkins” moment if you play your cards right

The gut person often presents as a head or heart. Feed that center hard enough and they’ll pull the trigger

24Things Gut People Say▪Changes subjects a lot

▪ Starts off interested in numbers, but quickly glazes over

▪ Is interested That you can appeal to the heart, but loses interest in the stories

▪ Typically very outgoing/friendly/confident

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•The “Sleazy Car Salesman” Feeling is nothing more than a mismatch of

decision centers (i.e. Pitching “Heart” to a “Head” or “Head” to a “Heart”)

•66% Chance you’re wrong

The Sleazy Salesman

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“Fixed-Action Patterns”•Mother turkeys feed the chicks that go “cheep-cheep”

•Stuffed predator “lookalike” goes “cheep-cheep”? Mother feeds

•Lookalike chick doesn’t make “cheep-cheep”? Mother kills

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Be “Cheep-Cheep”•Saying the right thing at the right time invokes “fixed-action pattern”

•We love to think we’re all individual snowflakes….but we’re not

•“Tools” get used for specific jobs. These are your negotiation tools.

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•"Excuse me, I have five pages. May I use the

Xerox machine?”

•60% success

•"Excuse me, I have five pages. May I use the

Xerox machine because I'm in a rush?”

•94% success

•"Excuse me, I have five pages. May I use the

Xerox machine because I have to make some

copies?”

•93% success

Fixed Action Patterns“Because”

Psychologist Ellen Langer- Yale University

29Your Negotiation “Latin”The founding fathers of decision making

Reciprocity

Social Proof

Authority

LikingCommitmentConsistency

Scarcity

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•We’ve been trained by birth to

reciprocate

•Hare Krishnas force flowers on people

for a reason

•Free Samples at grocery stores

•Never give without get

Reciprocity

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•If we went back to the 2012 elections,

would you vote for the same

candidate?

•Making up our mind means we don’t

have to make it again

•Korean War POW’s

•Asking for help can be a great way to

invoke friendship

Commitment/Consistency

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•We look for our queues from other

people (like us)

•Canned laughter

•Bartenders seeding their tip jar

•“pluralistic ignorance effect”

•drop lots of stories about other homes

you’ve had or what “other sellers have

decided to do” with you

Social Proof

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•Similarity- People like people (read:

themselves)

•Think about billboards/commercials

with testimonials

•Compliments- Find something in their

home to compliment

•Contact/Cooperation- light taps on the

shoulder.

•“Same side of the table” tool

Liking

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•Orders from authority are usually seen

as isolated from the whole situation

•Motorists wait much longer to honk at

a luxury vehicle than an old car

•Reference other deals you’re working

•Staff your initial phone convo- call

back as the “owner”

•“I get that done for cheap” tool

Authority

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•Loss is more motivating than gain

•Censorship makes information more

valuable

•Young boys will run for toys behind an

obstruction rather than the toys in

front of them

•Look for loss

•“I can only buy so many houses this

month” tool

Scarcity

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Let’s Run A Lead

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Stage 1: The Call

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The Call•Rapport, Rapport, Rapport

•2/3 of the decision centers need to like you

•Staff this position with a friendly female voice

•Have them set appointments based on google calendar

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•“Why are you looking to sell”

•Both initial call and acq team call back

•SMILE

•ASK

•Mortgage info/Repairs/Issues

(inbound calls)

•“Are you willing to sell for what you

owe?”

Tools- The Call

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Stage 1a: The Call Back

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The Call Back•If you’ve staffed your initial call- call back as the “owner”

•Staff should refer to “acquisition team”

•You’re now the authority

•Insurance experiment

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The Call Back•“10-15% less than” tool

•Find an opportunity to teach (reciprocity)

•“I’ll have contracts with me”

•make sure everyone on title is at your meeting

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“Are you willing to sell for what you owe”

=

“Send them a contract sight unseen”

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Stage 2: The Appointment

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▪ LISTEN!!!!

▪Don’t ask? Don’t get.

▪We don’t care what the seller wants….we care why they want what they want

▪ “When” not “if”

▪Calm confidence

▪ Encourage questions

The Appointment ToolboxLet’s Do this

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▪ “Pressing and urgent needs”

▪ Labeling

▪ Explain everything before the contracting stage (“remember?”)

▪Don’t get wrapped up in the Theatre of it all. Documentation kills the “custom”.

▪Nothing is ever a big deal

▪Compliment things they’ve obviously worked on

The Appointment ToolboxLet’s Do this

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▪Cancellation in special provisions

▪ Pre-reciprocation- give before get

▪ Show wholesaler emails

▪ Remember names (face association)

▪ “This is a good offer” tool

▪ “Used car salesman” tool

▪ “Same side of the table” tool

The Appointment ToolboxLet’s Do this

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▪ Teach them to comp properties

▪Blame “Today’s buyers” on rehab

▪ “I’m gonna show this house the love it needs, build it to what it always has been in your mind- so it can be something another family can enjoy and build memories in”

▪Offer to invite them back once it’s fixed up (heart)

The Appointment ToolboxLet’s Do this

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▪ “I’m the guy”

▪Once we sign today- that’s my problem

▪Non-zero offers

▪More than one way to get paid

▪Get a good flashlight (D25LC2 Clicky)

▪Anchoring

The Appointment ToolboxLet’s Do this

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“Hairy Arm Principal”•Hairy arms are a great way to get 0% interest on a loan

•“What you’re asking for is close to my “today money”…and “today

money” doesn’t come with interest”

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Ebb n Flow Roller Coaster•When they get to about 80% capacity start looking for subject changes

•CONTROL the conversation

•Turn back to the deal or they’ll talk AT you for hours

52Your Homework

Compete with your own silencePractice at parties

replay available for a limited time at www.CreativeCashFlow.com/NTAREI

Study these principals

You start at “hello”. They start at the kitchen table.Negotiation starts at “hello”

Negotiation is an art form that can be used in any walk of life. Luckily, that means there are plenty of materials to study. Learn how you get to “yes”

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Replay and Slides available for a limited time at www.CreativeCashFlow.com/NTAREI

@CCFMentors