Negotiation: Working For Your Client Against a Bully (Dec 14)

A dominating person can have an overwhelming, and potentially illegal, outcome of a transaction, due to their competitive personality.  This overshadows the fiduciary obligations we have to represent our clients.  In addition, this type of engagement can have a humiliating, demeaning, and degrading effect on our attitude and confidence.

During this session we will identify a process when negotiating to keep our emotions at bay, while staying focused on the needs and wants of our client.  This practice will keep us away from the potential pressures of illegal or unethical suggestions made by the other person.

Course Objective:

  1. Understanding the impact and outcome of engaging with a dominate person.
  2. Identify communication practices to keep the focus on client’s goals.
  3. How to prepare for a competitive negotiator to best represent your client.

“It was a great investment to attend Scott’s negotiation training! He had clear objectives for the value he provided, practical examples to explain the strategies and tactics to implement. Above all, Scott’s focus on mindset and character showed that he truly is looking to inspire growth and change through his training. Thank you, Scott!

Kimberly Reeves, Realtor, Expansion Partner at Papasan Properties Group @ Keller Williams Realty Elite

January 15, 2020, Kimberly was a client of Scott’s

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 the 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 commission to win the listing.

APPROVED for 3.75 Hours Real Estate Continuing Education Credits in Minnesota
(Provider number: 21023716, Course Number 1030005)


Date: Tuesday, December 14th, 2021
Time: 9:00 AM to 1:00 PM

8:15 AM Continental breakfast AND – Lunch at 1:00 PM
provided courtesy of sponsors
Minnesota Title and Caliber Home Loans

Ames Center
12600 Nicollet Ave South
Burnsville, MN 55337


Exclusively Sponsored by: