Marketing Blueprint Series: How to Effectively Negotiate in Luxury Real Estate (Part 1) with Steve Yastrow

Estate of Mind — The Art of Selling Luxury Real Estate

Being a Real Estate Professional Is All about Building Relationships:

As a luxury real estate professional, constant communication and negotiation are two parts of your day-to-day interactions that are incredibly important. To become both a more effective communicator and negotiator, it’s important that you understand your client’s path to “yes” and the most effective way of leading them there.

First, you need to figure out what’s happening. Specifically, you need to determine what your client is in need of, and then you’ll be able to more accurately determine the best path to help them achieve it. To do so, you need to create a conversation that flows from one detail to the next, always building momentum along the way by creating a series of yeses that will help your client realize that you’re aligned with exactly what they’re looking for.

Remember, focusing on the customer by specifically being attuned to their pace of conversation is the key to more effectively communicating with them — and effective communication will quickly lead you down the negotiation path in becoming the ideal luxury real estate professional for them to partner with.

Topics and Questions You’ll Uncover During this Episode:

• The importance of negotiation as a luxury real estate professional
• How does improvisation factor into building better relationships?
• The concept of thinking input before output to determine client needs
• Building persuasive conversations as an effective negotiator

Resources Mentioned within Episode:

• Official Website - Yastrow & Co.
• Ditch the Pitch: The Art of Improvised Persuasion
• Brand Harmony: Achieving Dynamic Results by Orchestrating Your Customer's Total Experience
• We: The Ideal Customer Relationship
• Getting to Yes: Negotiating Agreement Without Giving In
• REAL Marketing
• The Institute for Luxury Home Marketing