Fundamentals of Negotiating with Brent Ilicic
Negotiation skills separate the top agents from the average
As an agent, your core job is to get your clients the best price possible. When the goals of vendors and buyers inevitably clash, it creates a challenge that can make or break the deal.
That is why a skilled agent is necessary to align their needs and get them to meet in the middle. It means you need to be able to have tough conversations. Not just with your buyers, but your vendors too.
In session, Will Ainsworth and Brent Ilicic will join forces to share their vendor negotiating and communication strategies.
You don’t need to be an auctioneer to apply these learnings to your property campaigns.
What we covered
- Navigating the first reserve set meeting - a reserve price is not 'set and forget'! We'll run through some of the key do's and don'ts of this crucial first meeting
- Getting comfortable with uncomfortable conversations - we'll share our biggest communication tips when it comes to engaging with sellers on price
- The Price Framing Model - you need to prepare your vendor for every scenario. We'll share the methodology for conducting regular price conversations
- Example scripts - Will and Brent will roleplay vendor dialogue, live during the session. You'll have the chance to throw any tricky questions our way to see how we would respond!
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Over the past 10 years Brent has worked alongside many of Australia’s leading real estate businesses and conducted over 5000 successful property auctions. In 2015 he founded and directed Victoria’s largest independent auctioneering firm. As a result, when it comes to auctions, he's seen pretty much everything and knows every trick in the book. Some were taught to him by the experts in the industry, many he's developed and mastered on his own. As an extension of his auctioneering service, he is passionate about partnering with his clients to train these sales techniques.