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Archive for the ‘Continuing Education for Brokers’ Category

 

 

Nip Problems in the Bud, BEFORE Emotions Explode

 “Communicate. Communicate. Communicate. Respond immediately!”

 

In general, people’s mind’s tend to ‘make-things-up’. If they have a fear—without some response from you they will begin to imagine the worst and then the ‘worst case scenario’ grows and now your client is worried and fearful.

 

Many people then respond by becoming angry at you as a way to vent this built up anxiety.

 

Jim, a commercial real estate broker that I coached recently, had a client that was calling him every day about the negotiation process and wanting his broker to contact and nudge the selling broker. Jim was concerned that this would be revealing a desperation in his client that would comprise their negotiation position.

 

My advice to Jim was:

  • Get out in front of this!
  • Call your client daily, BEFORE he can call you.
  • Give him an update, even if there is nothing to report, say “There is nothing to report yet AND I promise to keep you in the information loop.”
  • Write up several different paragraphs, in an educational form, regarding the negotiation process.
  • Send the client regular email updates and sprinkle in the “educating” paragraphs.
  • Remind the client through these emails what your ‘agreed strategy’ would be and what the desired end-game is.
  • Remind them repeatedly. We all need to hear things multiple times before a concept will finally sink in. (Think how many times you see various brand commercials—McDonald’s, tooth paste, beer, Coke, Pepsi, etc.)

 

We all LOVE to be kept in the information loop. Respond immediately and you can nip 99.9% of the problems before they become serious.

Hope you enjoyed this segment. Until next time…

 Warmest, Julie

Julie Hutton

‘I would love to get one of your friends or family into their dream home!
Please call me if you know of anyone who it thinking of buying or selling a home.
I PROMISE to make you proud!’ – Julie

Realtor (R)
Sales & Marketing Specialist
Coldwell Banker Bain
8525 120th Ave NE, Ste 100
Kirkland, WA 98033
425-260-4440

Julie@JulieHutton.com
www.JulieHutton.com

Getting Your Home to SOLD (1:32) http://www.youtube.com/watch?v=Yp5QuB3YpDM

Facebook Profile http://www.facebook.com/pages/Kirkland-WA/Julie-Hutton-Real-Estate/95502741259

Julie Hutton’s BLOG https://juliehutton.wordpress.com/

Linkedin http://www.linkedin.com/in/juliehutton

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Upcoming Events

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All FREE with DONATION to Hope-Link.  See :30 second trailer http://youtu.be/dF16a84wpC8

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RSVP on the link IF this will benefit you—or send to a friend you know that could benefit.

 

 

 

Warmest, Julie

 

Julie Hutton

 

‘I would love to get one of your friends or family into their dream home!

Please call me if you know of anyone who it thinking of buying or selling a home.

I PROMISE to make you proud!’  – Julie

 

Realtor(R)

Sales & Internet Guerrilla Marketing Specialist

Coldwell Banker Bain

8525 120th Ave NE, Ste 100

Kirkland, WA 98033

425-260-4440

 

Julie@JulieHutton.com

www.JulieHutton.com

 

Getting Your Home to SOLD (1:32) http://www.youtube.com/watch?v=Yp5QuB3YpDM

 

Facebook Profile http://www.facebook.com/pages/Kirkland-WA/Julie-Hutton-Real-Estate/95502741259

 

Julie Hutton’s BLOG https://juliehutton.wordpress.com/

Linkedin http://www.linkedin.com/in/juliehutton

STAGING Video (:30) extolling the virtues of selling quicker and for more money. http://youtu.be/AXvH7OX938s  If you know of anyone thinking of selling their home—send them this video link. I think they will appreciate knowing about this.

 

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Commit to the highest level of service to your clients JULIE HUTTON

“Commit to the highest level of service to your clients.

 Decide to do everything within your power to get an OUTSTANDING recommendation from ALL parties in each transaction.

 

 

This will positively impact  everything you do.

You will amaze yourself  and  everyone you encounter.”

—Julie Hutton.com

 

-Classes authored and taught

by Julie Hutton, Licensed Broker

& Continuing Education Instructor

COLDWELL  BANKER  BAIN

 

Warmest, Julie

 

Julie Hutton

‘I would love to get one of your friends or family into their dream home!

Please call me if you know of anyone who it thinking of buying or selling a home.

 I PROMISE to make you proud!’  – Julie

 

Realtor(R)

Sales & Internet Guerrilla Marketing Specialist

Coldwell Banker Bain

8525 120th Ave NE, Ste 100

Kirkland, WA 98033

425-260-4440

 

Julie@JulieHutton.com

http://www.JulieHutton.com

 

Getting Your Home to SOLD (1:32) http://www.youtube.com/watch?v=Yp5QuB3YpDM

 

Facebook Profile http://www.facebook.com/pages/Kirkland-WA/Julie-Hutton-Real-Estate/95502741259

 

Julie Hutton’s BLOG https://juliehutton.wordpress.com/

 

Linkedin http://www.linkedin.com/in/juliehutton

 

STAGING Video (:30) extolling the virtues of selling quicker and for more money. http://youtu.be/AXvH7OX938s  If you know of anyone thinking of selling their home—send them this video link. I think they will appreciate knowing about this.

 

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NEGOTIATING MASTERY POWER TACTIC: BE Needless And Difficult To Manipulate For Your SELLER’S BENEFIT

“You want to get to the place where you have a healthy detachment from external forces, pressures, demands, emotional pulls and the neediness of others.

BE needless and difficult to manipulate.”

Warmest, Julie

 

Julie Hutton

 

‘I would love to get one of your friends or family into their dream home!

Please call me if you know of anyone who it thinking of buying or selling a home.

I PROMISE to make you proud!’  – Julie

Realtor(R)

Sales & Internet Guerrilla Marketing Specialist

Coldwell Banker Bain

8525 120th Ave NE, Ste 100

Kirkland, WA 98033

425-260-4440

Julie@JulieHutton.com

http://www.JulieHutton.com

Getting Your Home to SOLD (1:32) http://www.youtube.com/watch?v=Yp5QuB3YpDM

 

Facebook Profile http://www.facebook.com/pages/Kirkland-WA/Julie-Hutton-Real-Estate/95502741259

 

Julie Hutton’s BLOG https://juliehutton.wordpress.com/

 

Linkedin http://www.linkedin.com/in/juliehutton

 

STAGING Video (:30) extolling the virtues of selling quicker and for more money. http://youtu.be/AXvH7OX938s  If you know of anyone thinking of selling their home—send them this video link. I think they will appreciate knowing about this.

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http://www.ted.com/talks/richard_baraniuk_on_open_source_learning.html

Rice University professor Richard Baraniuk explains the vision behind Connexions, his open-source, online education system. It cuts out the textbook, allowing teachers to share and modify course materials freely, anywhere in the world.

I really hope this goes BIG.

We need to break away from our dependency on the BIG BOX Universities–with BIG $$ Price Tags. We need to capture the brilliance of each person by generating pathways for everyone who wants to learn.

Warmest, Julie

 

Julie Hutton

 

‘I would love to get one of your friends or family into their dream home!

Please call me if you know of anyone who it thinking of buying or selling a home.

 I PROMISE to make you proud!’  – Julie

Realtor

Sales & Marketing Specialist

Coldwell Banker Bain

8525 120th Ave NE, Ste 100

Kirkland, WA 98033

425-260-4440

Julie@JulieHutton.com

http://www.JulieHutton.com

Getting Your Home to SOLD (1:32) http://www.youtube.com/watch?v=Yp5QuB3YpDM

Facebook Profile http://www.facebook.com/pages/Kirkland-WA/Julie-Hutton-Real-Estate/95502741259

Julie Hutton’s BLOG https://juliehutton.wordpress.com/

Linkedin http://www.linkedin.com/in/juliehutton

 

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Stress Chemical Epinephrine JULIE HUTTON COM

SELF-CARE: Managing Your Emotions

Negotiations deal with rapid-fire change, chaos and uncertainty.

Negotiating for your clients produces a sense of responsibility in most agents/brokers for a successful outcome for your clients.

You KNOW how much they want to buy or sell their home. You want to help them be successful in this process.

Buying and selling a home is one of the highest stressful events for people to deal with. And it often represents their largest personal investment. This is high-stakes for your clients even if it more routine for you.

This can easily produce, in yourself and in your clients, feelings of high anxiety, worry, doubt and outright fear and, with that, often comes anger.

These emotions (fight or flight) have been proven by scientists to cause ‘stress chemicals’ to be produced in your body.

‘Stress chemicals’ released by the adrenal gland, cortisol and epinephrine, can, over time, suppress your immune system and put you at higher-risk for:

  • cancer,
  • heart disease,
  • osteoporosis
  • and lower your defenses against opportunistic illnesses.

 

(Think about it, how many agent/brokers do you know that have been diagnosed with cancer?)

This economic downturn has added additional anxiety and worry around financial security for many people, agents included.

So what can we do to HELP our clients and ourselves?

1. Constant communication with your client

  1. Keep them apprised of every move. People get anxious when they don’t know what is going on.
  2. Advise and educate about the options and possible outcomes, BUT make sure they are making the decisions. After all, it is their money, their home.

2. Manage your emotions with a HIGH DEGREE of professional detachment

  1. You need to come from a place of emotional ‘neutrality’ to all outrageous demands from your counterpart *
  2. While simultaneously holding a sense of positive expectation for a successful outcome
  3. AND doing everything within your power to create a favorable outcome.

3. Your emotions and communications set the tone for your clients.

  1. If you’re angry, they’ll be angry.
  2. If you’re worried, they’ll be worried.
  3. If you’re relaxed, they’ll be relaxed.

*If you are experiencing high anxiety during negotiations, seek out training and or counseling on stress reduction and cognitive (thinking) flexibility. Your life depends on it.

Hope this has been helpful!

-Classes authored and taught by Full-Time Broker and

Continuing Education Instructor WA Real Estate, Julie Hutton

Warmest, Julie

Julie Hutton

‘I would love to get one of your friends or family into their dream home!
Please call me if you know of anyone who it thinking of buying or selling a home.
I PROMISE to make you proud!’ – Julie

Realtor (R)
Sales & Marketing Specialist
Coldwell Banker Bain
8525 120th Ave NE, Ste 100
Kirkland, WA 98033
425-260-4440

Julie@JulieHutton.com
www.JulieHutton.com

Getting Your Home to SOLD (1:32) http://www.youtube.com/watch?v=Yp5QuB3YpDM

Facebook Profile http://www.facebook.com/pages/Kirkland-WA/Julie-Hutton-Real-Estate/95502741259

Julie Hutton’s BLOGhttps://juliehutton.wordpress.com/

Linkedin http://www.linkedin.com/in/juliehutton

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