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Order-taking is dead

Part 1 of 6: Secrets of powerful negotiation

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(This is Part 1 of a six-part series. Read Part 2, Part 3, Part 4, Part 5 and Part 6.) Order-taking is dead. If you want to prosper in today's market, negotiation is the key to prospering while your competitors starve. During 2005 and 2006, I remember being shocked to learn that many agents across the country had sold substantial amounts of property without ever going on a physical inspection or dealing with a loan contingency. The buying frenzy was so great that buyers waived all the contingencies in order to purchase. Those days are gone. With the collapse of the subprime market and a decline in the number of transactions nationally, negotiation skills are a key factor in determining whether an agent will survive in today's shifting market. If you want to prosper while those around you are floundering, becoming a master of negotiation is the route to consistent high production, regardless of the market conditions. 1. WAIT! (Why am I talking?) There is an old adage in sales ci...