Mastering Negotiation Skills in Sales & Marketing for Real Estate Agents
[4 CPD hours Approved by LPPEH]
Date & Time:
Venue:
Hartamas Training Centre
Level 13, Block A, Menara Prima, Jalan PJU 1/37, Dataran Prima, 47301, Petaling Jaya, Selangor Darul Ehsan.
Speaker
Mr. Yogeswaran A/L Munusamy
Senior Sales and Customer Service Freelance Trainer
Seminar Outlines
- Welcome & Icebreaker Activity
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- Overview of course objectives and goals
- Icebreaker activity: “The Quick Deal Challenge” (Participants create a quick negotiation strategy for a fictional listing)
- Psychology of Buying & Selling in Real Estate
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- Understanding emotional triggers in property transactions
- Cognitive biases affecting negotiations (anchoring, loss aversion, framing)
- Framing offers to influence buyer/seller decision-making
- Activity: “Buyer-Seller Decision Breakdown” (Analyzing past negotiations)
- NLP Techniques for Negotiation & Persuasion
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- Introduction to NLP in real estate sales
- Rapport building techniques (mirroring, matching)
- Persuasive language and power words in negotiations
- Decoding micro expressions and body language
- Activity: “NLP Influence Simulation” (Role-playing using NLP techniques)
- Handling Competitive Negotiations & Multiple Offers
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- Strategies for handling multiple offers and bidding wars
- How to use time pressure to close deals
- Positioning offers competitively against other agents
- Activity: “Bidding War Simulation” (Analysis of a multiple-offer scenario)
- Advanced Negotiation Techniques & BATNA
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- Win-win vs. competitive negotiation tactics
- Leveraging market data and trends to strengthen negotiation positions
- Understanding and using BATNA (Best Alternative to a Negotiated Agreement)
- Activity: “BATNA Case Study Analysis” (Participants determine their BATNA in a real estate deal)
- Managing Difficult Clients & High-Stakes Negotiations
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- Handling emotionally driven buyers and sellers
- Strategies for clients who constantly change their minds
- Managing last-minute deal breakers and defusing conflicts
- Activity: “Crisis Negotiation Rescue” (Problem-solving for a failing real estate deal)
- Final Exercise & Q&A
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- Activity: “Negotiation Strategy Canvas” (Participants design a negotiation strategy for an upcoming deal)
- Key takeaways and best practices recap
- Q&A session: Addressing participants’ questions
- Distribution of certificates and closing remarks