Welcome to the Commission Queen podcast. Commission queen is for women real estate agents that are craving success and want to do things differently. We talk all things manifesting money, and of course, real estate. I'm your host, Bekkah, Marie. And just like you, I'm a real estate agent, I went from struggling to get clients to making over six figures consistently, while working 15 hours or less each week. And now I coach women like you on how to do the same. Listen for real life examples and tips in every episode on how to massively increase your income and find your freedom with ease. You're here because you're ready to change your life, your business and your financial status. So let's do it.
Hello, hello, Queens, welcome back. This is a very, very, very exciting week. This is the lead multiplier workshop week. And that means the doors to the commission system are opening for a very short time. And this is going to be the last time that we open the doors for the Christian system this year. So it is a huge, huge, huge deal. This is the best program for you if you're looking for lifestyle freedom. If you're looking to automate your lead gen if you're looking to multiply your leads, and you want to create systems in your business, for more freedom to scale for growth for massive income increase, this is your program. Really Tara and I from realtor society have created this program for you. We are thinking of everything that you need to create a successful thriving multiple six figures to a million dollar real estate business. This program gives you solid strategy to keep you out of the cold calling door knocking and keep you away from any of the lead gen and things that you hate in the real estate business. This is the program to give you this solid strategy, the actual proven framework that is going to work for you. So we're giving you plug and play templates to make sure that you have everything you need to just make it your own and create your own commission system. And this program is going to be super special. Because we have upgraded it. We're upgrading the look, we're upgrading the way that you're going to learn things to make sure it's the most efficient possible, and the easiest to break down and understand for you. Plus, we are doing 12 weeks, yes, 12 weeks, that is three months of live coaching, live support, so that you can really change your business, transform your business and your life. In the next 12 weeks. And the next three months. Imagine where you could be in your business. If you had the right strategy if you had the framework to plug and play. And if you had two expert coaches helping you through it. So if you know you are done waiting to figure out how your business is gonna go. If you know that you are ready to hit your goals in 2022. This is your time for enrollment, do not miss it. And I am so so excited for all the women that are going to be joining us for the next three months. And if you haven't already, sign up for the free workshop, the lead multiplier workshop, the link will be in the show notes. Okay, let's get into today's topic, which is negotiating. Negotiating is such a funny thing because there are polar opposite ideas on how to negotiate. And I just know that the way that I negotiate works for me a like a charm pretty much every single time and gets me just about everything that I want and need for both myself and for my clients. So I was talking to my friend Julia last week, we did a podcast just a fun podcast, riffing on selling sunset. And she was asking me about negotiating and said, you know, can you share negotiating tips and what's it like? Because on the TV shows on the reality TV shows in real estate, there's always this big, like, kind of dramatic way to negotiate. And it seems really tense and it seems sometimes kind of cutthroat especially if you ever watch like Million Dollar Listing. They're always you know, they're always having this big negotiation. And I remember when I first started my real estate career, one of my first deals I had an agent that I swear was trying to be on Million Dollar Listing, like negotiating super hardcore in a very rude, blunt, aggressive way. And I remember, she was telling me, you know, I was just like being super nice. She just said, we'll go tell your buyer to screw himself. And I died laughing. And I remember like tweeting and saying I legit was just on Million Dollar Listing like, am I being punked, this is just the most random thing, that an agent would act this way. And there was a time that because I had this certain idea in my head of what negotiating looked like or what a good negotiator looked like. I always felt that I was bad at negotiating and that I was a bad negotiator. And I didn't feel confident in saying that I was able to negotiate amazing things for my clients, like I did not have the confidence to say that or even thinking it. So the more that I'm doing deals, the more that I'm working with clients, the more I'm noticing how well things are going and amazing things that I'm able to get for my clients. And I started to think like, oh, maybe I am a good negotiator. But I wouldn't be able to tell people what I do, or I wouldn't be able to give exact ideas of how to negotiate. And I started to just notice what I was doing and what was working. And I use the same technique over and over and over again. And it's completely different from what I thought a good negotiator looked like. And it's been able to negotiate so many things. And you're not just negotiating for your client, but very often you'll be negotiating with your client, right? To help negotiate with whatever your commission is, or negotiate what the list price is. I mean, negotiation is essentially everything that you're doing in real estate is a negotiation of some sort. So yeah, negotiation is a really important skill to have, and to perfect. So I'm going to give you my tips on negotiating, whether it be with your clients, or with fellow agents, or honestly, you can totally use these for anything, if you are working with anybody, if you're trying to get upgrades, I mean, literally anything, you can use the same tips. The first and most important thing in a negotiation is Be kind. Just be super nice. This is the thing that I got wrong in my head when thinking about negotiating and being a good negotiator, I thought you had to be basically a hard ass, because that's just I guess how I saw it in TV shows or the movies or whatever. And I thought that it wasn't about being kind. But I find that that is the number one game changer. Whether you are negotiating with a client or for a client, or you're negotiating for like your cable bill to come down. It is huge lead with kindness. If you can think of any time that somebody was negotiating with you think of one we've always we've all been there where somebody has been really rude and trying to get us to do something. And we just have no heart for it. Like there's no way that I want to be nice and give a rude person their way. You know what I mean? Like if they're trying to get something from me, being rude is not the way to go about it. If someone comes to me, and they're super nice, and they just lead with kindness, that right away tells me Okay, yeah, I'm cool with leaning a little bit their way. The next thing that would be really important is to find out what's important to them. Find out what they want, find out what the end goal is, and cater to that. So speak to that end goal and make it really clear that you are on their side. So if a client wants to have a certain list price, and you know that that's not going to be something that is in their best interest because it's not going to sell quickly at that super high over price. Then let them know that let them know okay, I understand your goal. I understand. The end goal is that you want to get to you know, let's say they are moving and they want to get their dream retire I'm in house in Florida. And I want to get you there quicker. And I also want to make sure that you get the most money possible. And here's why letting them know, here's why not just saying this is what we got to do, make sure you explain here's why this is the case, and I am 100% on your side. And this is why this will help you and speak to that end goal. If you're working with an agent on the other side, this is really huge to do as well. Because you know that they have different pull different influence with their client, and you want to make sure that you are going towards the same goal. You know, the other agent isn't your competition. At that point, they are your team member. If you are working on negotiating an offer, if you're working on negotiating any type of thing during the transaction, letting them know, Hey, we're teammates now. And we are going towards the end goal, which is serving our clients working in their best interest. And having this close right when it closes, we all get paid. And it's great. So letting them know, I understand your perspective. And here's why always, here's why I always letting them know why this is where we're coming from, this is why we are doing this. If you're a listing agent, you know the difference between an agent that comes to you and just requests a whole bunch of inspection repairs, or you know, just requests kind of something a little crazy out of the blue. Versus they ask those same things, but then they explain every reason for it. So that you can help explain it to your client as well. And then it helps you understand what's going on. And also if it's something that you don't agree with, as soon as you understand the reason for why they are doing it, then you can come more to terms together and explain where each one is coming from perspective. And what would be the best next step forward together as a team because we both have the same end goal in mind. So get really clear on understanding what their goal is. And then tailor everything towards that goal. Speak to that end goal and letting them know why you're choosing the things you're choosing why you're doing the things you're doing, why you're thinking the things you're thinking. The next tip sounds a little made up. But I swear this works. So so well. Have fun, like just be you and have a little fun with whoever is on the other side of the negotiation. As soon as you kind of break up the state, you know, of people are really thinking about just getting this one thing, and they maybe have some tension in the negotiation. Break up that tension with a joke. I mean, don't necessarily tell a joke, but kind of add some comedic element or something fun and just have that fun energy into it. So it doesn't get to be too tense. This works like magic, like as soon as somebody can laugh a little bit genuinely. It's like everything releases, and they're just like, Okay, you got it, whatever it is, yes, let's do it. I think the big mistake in negotiating is people get a little bit too serious and too professional. And if you just have a little bit more fun with it, people are going to be a lot more loose in what they're willing to give or do. The last tip for being a bad ass negotiator that gets anything that you want, is giving a little if you're in a big negotiation, very often, if you just give a little bit, it doesn't have to be a lot. It doesn't have to be something big. But if you give a negotiating piece and negotiating chip, if you will, that really will help get what you want, or help you meet in the middle at least because people don't like to just take they will want to give back most often they will want to reciprocate that you have given them something so they will be able to give something back in a real estate transaction with another agent. This could look like giving something of value but something that is not huge. So what if we provide a home warranty or what if we have it professionally cleaned? I mean having something that is of value, but maybe it's not as big of a thing as what they were asking for but it's still giving so I'm thing instead of just saying no, and being at a stagnant place where people aren't moving forward, and I have one bonus tip left, this one isn't going to apply for every single thing that you do, but it will apply to a lot. So I wanted to include it. And this is asking, what would you be able to do for me? Is there anything you're able to do for me? Or is there anything you're able to do for us? Or some questions similar to that? The reason it's important to ask the question like that, is because people really do want to please, they do want to be helpful. And if you're asking, is there anything that you can do for me, then they're able to think, Oh, is there anything I can do? And they may give you something that you didn't even think of or that you didn't think was possible? So that's why I love, love, love this question. And this can be used in real estate transactions, but also trust me on this. Use this in any type of thing where you're looking for a potential upgrade. This is the question for you like if you are going to a hotel, or if you are going on an airplane or like I mean anything that you're looking for some sort of upgrade or maybe a different change in your bill, ask this question and see what unfolds for you. So there you have it, you are now ready to be a bad ass negotiator and you are going to get everything that you want. If you are loving this podcast please leave me a review so that I can reach more people more agents like you. And don't forget to sign up for the lead multiplier workshop this week and get into the commission system this week while the doors are open because they will not be open again this year. All the links will be in the show notes gratitude and abundance greens.
Thank you so much for joining me today. If you love this episode, hit the subscribe button and share a review I so appreciate every one of you. If you're not already following me on social media, you can find me at commission queen and go to commission queen.com To browse products and get more free content
Transcribed by https://otter.ai