As president of Ed Hatch Seminars, Inc., Ed has spoken to over 100 audiences every year since 1990. He has been a featured speaker at the last twenty-seven consecutive NAR Conventions, at ten CRS Sell-a-brations, and has spoken on the topics of negotiating, business and strategic planning, customer service, and leadership throughout the US, the United Kingdom, Europe, Canada, New Zealand, Africa, South America, Singapore, Scandinavia, and Malaysia.
“Your sessions for our agents were thought-provoking, fun, and worth every minute” -Barry Anderson, Exec. Director, Nationwide Real Estate, Ltd., New Zealand
The Negotiation Edge: A 5-Step Blueprint for Success
Participants will leave this seminar with not only a complete understanding of the most current, innovative and effective negotiation strategies, but also with specific real estate applications for their day-to-day negotiations with and for their clients.
Upon completion of this course, participants will:
- Implement the specific skills of a 5-Step Strategy for negotiating past NO to YES!
- Understand the 3 fundamental axioms of negotiating and the application of each in their real world negotiations.
- Identify the 5 barriers to agreement and be able to implement the appropriate “breakthrough” strategy for each.
- Implement the ASK – LISTEN – LEARN – LEAD sequence to more effectively uncover clients’ true MOTIVATION, COMMUNICATION style, and how they “PLAY THE GAME”
- Successfully handle the most common seller objection to pricing at fair market value and wanting to perform a “commission-ectomy”.
- Successfully handle the most common buyer objections of waiting for the perfect house, waiting for the “good deal”, wanting to write a “low ball offer.” (Full Day)
“I have to relate to you that I have heard nothing but rave review and superlatives regarding your presentation. It was clear, concise, and easy to understand. You presented material that is critical to REALTORS®’ success.” — Sharon Kersh, Executive VP, Greater Providence Board of REALTORS®
3 Key Success Strategies: Time Management, Delegation, Balance
Time … is your greatest asset! Controlling how effectively and productively you manage it consists of 3 step system with a system for measuring and tracking how you spend it. From that solutions will present themselves … better systems to create more focus, time-blocking to eliminate procrastination, starting or building a team if/when necessary, and “budgeting” for balance. (60 min – 90 min)
“Ed certainly cast his own spell of irresistibility on an audience of enthralled . . . as much by his charisma as his professional knowledge.” — June Warner, The Estate Agent, Magazine of the National Association of Estate Agents, United Kingdom
“This course has given me the tools to better negotiate with domestic and international clients. Ed Hatch gets straight to the point, providing negotiating strategies that transcend different cultures. I feel more knowledgeable and better equipped to do business locally and abroad.” — Jorge L. Cantero, CIPS, CRB, CRS; Apollo Group Realty, Inc., Miami, FL
The Art of Instruction: Unique, Compelling & Valuable
Many great speakers/trainers could improve their skills and delivery if they were aware of and could implement the process referred to as the “educational loop.” That loop is the preparation, organization, and delivery of information so that it not only interesting but also useful and consists of the following elements:
- Engage and capture options
- Delivery options
- Involvement options
- Clear and close of the “loop”
- Re-engagement … on the next subtopic
Each of these elements will be discussed in depth and with specific examples to power YOUR learning.
Ed Hatch has groomed and trained many of the highest caliber of instructors, the CRS cadre nationally and internationally, for the last 25 years! He’s recently retired as a senior CRS instructor and can now share and model the insights, strategies, and skills that helped develop some of the best real estate instructors out there. Don’t miss this chance to boost hone your abilities and master your craft!
“The course was nothing short of phenomenal with a lot of substance and energy. It was tailored to the audience and their needs as well as the international market place. In a business like ours that requires a lot of personal interaction, this is a valuable topic. Ed Hatch is the best.” — Aida Turbow, CIPS, NAR Regional Coordinator for the Americas, VP, International Business Development