Negotiation: Creating Collaborative Conversations

Negotiation can be misunderstood when it is not focused on achieving the goal of both sides.  Not everyone decides in the same way or for the same reasons.  The best way to achieve a mutually beneficial agreement is by sharing information in a way that does not diminish respect, rather add value.  This approach involves a combination of applying different beliefs, removing bias, past experiences and concentrating on a respectable and mutual overcome through a unique and predetermined process.  During this class you will learn how to create conversations that are focused on achieving the goals within your fiduciary obligations of your client while respecting the people on the other side.

Course Objective:

  1. Remove personal belief, bias and past experiences from client interaction
  2. Identify the goals of the client and explore options for a mutual beneficial outcome
  3. Maintain the integrity and reputation of a real estate professional

Instructor: Scott Plum, Minnesota Sales Institute, LLC

Scott Plum started his sales career at age 21 in 1987 selling Real Estate. He has been licensed in California and Minnesota, and is approved to teach classes in many other states.

He is a only Master Certified Negotiation Expert (MCNE) in Minnesota and has taught ALL the classes for the Real Estate Negotiation Institute (RENI). RENI owns the Master Certified Negotiation Expert (MCNE®) designation program and the Certified Negotiation Expert (CNE®) course. The MCNE program is the premier negotiation training program in real estate and the CNE course is the most popular negotiation training course in real estate.

He founded the Minnesota Sales Institute in 2002 to teach salespeople how to increase their closing ratio, generate more revenue and stop cutting their price to win the business.

He is Professor Plum as the co-host of a weekly podcast, with the Prospecting Expert, Steve Kloyda called “Get in the Door Podcast

Scott published his first book titled; Taking Off into The Wind: Creating Lift Out of Life and his second one will be out in the Fall called, Doing it for Real: Is your Commitment greater than the Consequences?

He serves clients with Onsite Classes and Workshops, Coaching and Consulting on Value Propositions, Sales Process Management and Compensation.

Scott has served as president of the Professional Sales Association (PSA) from 2011-14 and the Sales and Marketing Executives (SME) from 2014-15.

APPROVED for 3.75 Hours Real Estate Continuing Education Credits in Minnesota
(Provider number: 21023716, Course Number: 1028025)

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