Sente's 2024 Negotiating Boot Camp

book

Important Dates/Content: Top 5 Group

Content sent on your behalf:

  • January 18 – Campaign Introduction
  • January 24 – "Negotiation Skill 1: Be a Mirror"
    • Review pages 27 – 28 and 47 – 48. These provide a quick recall/summary of Chapter 2.
  • January 26 – “Negotiation Skill 2: Don’t Feel Their Pain, Label It”
    • Review pages 52 – 54 and 72 – 73. These provide a quick recall/summary of Chapter 3.
  • January 30 – “Negotiation Skill 3: Beware ‘YES’—Master ‘NO’”
    • Review pages 80, 89, and 94. These provide a quick recall/summary of Chapter 4.
  • February 1 – “Negotiation Skill 4: Trigger the Two Words that Immediately Transform Any Negotiation”
    • Review pages 105 and 112. These provide a quick recall/summary of Chapter 5.
  • February 6 – “Negotiation Skill Practice”

Meet with your Top 5 agents to complete Worksheet #1:
February 7 - 20
(Click here for Worksheet #1 Notes for Mortgage Bankers)

Content sent on your behalf:

  • February 22 – "Negotiation Skill 5: Bend Their Reality"
    • Review pages 125-128. These provide a quick summary of Chapter 6.
  • February 27 – "Negotiation Skill 6: Create the Illusion of Control"
    • Review pages 153-155. These provide a quick summary of Chapter 7.
  • February 29 – "Negotiation Skill 7: Guarantee Execution"
    • Review pages 169 and 176-178. These provide a quick summary of Chapter 8.
  • March 5 – "Negotiation Skill 8: Bargain Hard"
    • Review pages 192-197. These provide a quick summary of Chapter 9.
  • March 7 – "Negotiation Skill 9: Find the Black Swan"
    • Review pages 216 and 233-237. These provide a quick summary of Chapter 10.
  • March 12 - Skills Summary

Meet with your Top 5 agents to complete Worksheet #2:
March 6 - 19
(Click here for Worksheet #2 Notes for Mortgage Bankers)

Important Dates/Content: Other (Broad) Group

Content sent on your behalf:

  • January 18 – Campaign Introduction
  • January 24 – "Negotiation Skill 1: Be a Mirror"
    • Review pages 27 – 28 and 47 – 48. These provide a quick summary of Chapter 2.
  • January 26 – “Negotiation Skill 2: Don’t Feel Their Pain, Label It”
    • Review pages 52 – 54 and 72 – 73. These provide a quick summary of Chapter 3.
  • January 30 – “Negotiation Skill 3: Beware ‘YES’—Master ‘NO’”
    • Review pages 80, 89, and 94. These provide a quick summary of Chapter 4.
  • February 1 – “Negotiation Skill 4: Trigger the Two Words that Immediately Transform Any Negotiation”
    • Review pages 105 and 112. These provide a quick summary of Chapter 5.
  • February 6 – "Negotiation Skill 5: Bend Their Reality"
    • Review pages 125-128. These provide a quick summary of Chapter 6.
  • February 8 – "Negotiation Skill 6: Create the Illusion of Control"
    • Review pages 153-155. These provide a quick summary of Chapter 7.
  • February 13 – "Negotiation Skill 7: Guarantee Execution"
    • Review pages 169 and 176-178. These provide a quick summary of Chapter 8.
  • February 20 – "Negotiation Skill 8: Bargain Hard"
    • Review pages 192-197. These provide a quick summary of Chapter 9.
  • February 23 – "Negotiation Skill 9: Find the Black Swan"
    • Review pages 216 and 233-237. These provide a quick summary of Chapter 10.
  • February 27 – Negotiation Skill Practice, link to Worksheet #1.

Week 5 (February 7-13):

Click here for the Sales and Operations call recording.

  • The campaign emails will be sent on your behalf to your "Other Group" in Usherpa at 1 p.m. Central on Thursday, February 8, and 1 p.m. Central on Tuesday, February 13. See content details above.
  • Meet with your "Top 5 Group" real estate agents to complete Worksheet #1.
  • Post on social media:
    • CONTENT: New optional social post titled “Never Split the Difference 5" located in Design Center.
    • POST CONTENT: "True commitment only comes when your counterpart feels like they are part of the solution, if not SOLELY responsible for creating the connection and action plan. Otherwise, when you hear "yes," it is usually designed to make you feel good, but there is no promise to action.

Week 4 (January 31-February 6):

Click here for the Sales and Operations call recording.

  • The campaign emails will be sent on your behalf to your two groups in Usherpa at 1 p.m. Central on Thursday, February 1, and 1 p.m. Central on Tuesday, February 6. See content details above.
  • Click here for a link to the video for email #5, "Trigger the Two Words that Immediately Transform Any Negotiation".
  • Review Worksheet #1 and Worksheet #1 Notes for Mortgage Bankers.
  • Post on social media:
    • CONTENT: New optional social post titled “Never Split the Difference 4" located in Design Center
    • POST CONTENT: "It's not about you." This can be tricky in negotation, we don't usually default to this position. In the book "Never Split the Difference" by Chris Voss, he explains that it's about the other party convincing themselves that the solution you want is THEIR idea. And the best way to do this is to ask them questions that open paths to your goals. It's something I have to work on all the time!

Week 3 (January 24-30):

Click here for the Sales and Operations call recording.

  • The campaign emails will be sent on your behalf to your two groups in Usherpa at 1 p.m. Central on Wednesday, January 24, and 1 p.m. Central on Friday, January 26. See content details above.
  • Post on social media:
    • CONTENT: New optional social post titled “Never Split the Difference 3" located in Design Center
    • POST CONTENT: In the book "Never Split the Difference" by Chris Voss, he explains how you can leverage tactical empathy to understand and influence the other party's mindset. I found this quote extremely valuable as a reminder of what empathy entails.

Week 2 (January 17-23):

Click here for the Sales and Operations call recording.

  • Add contacts to your two groups in Usherpa (needs to be done no later than noon Central on Thursday, January 18):
    • 2024 Negotiating Boot Camp - Top 5
    • 2024 Negotiating Boot Camp - Other
  • The campaign introduction emails will be sent on your behalf to your two groups in Usherpa at 12:30 p.m. Central on Thursday, January 18.
  • Post on social media:
    • CONTENT: New optional social post titled “Never Split the Difference 2" located in Design Center
    • POST CONTENT: I've been learning better negotiation skills as one of my goals for 2024. This is one of my favorite quotes on learning how to listen. Hopefully it inspires you!

Week 1 (January 10-16):

Click here for the Sales and Operations call recording.

  • Add contacts to your two groups in Usherpa:
    • 2024 Negotiating Boot Camp - Top 5
    • 2024 Negotiating Boot Camp - Other
  • Deliver books to Top 5 real estate agents with note:
    • Hello, my friend! I don’t have to tell you that life as we know it changed for real estate agents in 2023. Not only have you been dealing with low inventory and rising interest rates, but the ruling around compensation and how commissions will be negotiated up front will also change the landscape in the upcoming months. As your partner, I’d like to extend a learning opportunity that could be of great assistance. Please accept this book, “Never Split the Difference” by Chris Voss, as a gift. In addition, I’ll be sharing some of what I have learned from the book in the coming weeks. The bottom line is that negotiation will be more important than ever in the future, and I’d like to be your partner in improving negotiation strategy. Watch for more information and insights coming soon. I’m looking forward to it!
  • Post on social media:
    • CONTENT: New optional social post titled “Never Split the Difference 1" located in Design Center
    • POST CONTENT: I've been learning better negotiation skills as one of my goals for 2024. This is one of my favorite quotes on learning how to listen. Hopefully it inspires you!