Overview

Discussions with your clients can be tricky when helping them with what may be the biggest investment of their lives. These obstacles can include listing their home, negotiating an offer, or adjusting their expectations as markets shift. What is your approach to handling these situations? How often do you face hurdles or get rebuffed when hard decisions have to be discussed? This interactive book will help you hone the quality of the questions you ask and the listening choices you make. We're often the pilot in a real estate transaction, but what if you took the co-pilot seat and enabled your clients to find solutions from within? Could that help empower a more productive partnership? Throughout this book you will find a new framework to confidently and freely engage in open conversation and uncover a fresh perspective on your value. You'll gain fundamental skills that encourage client-generated solutions by embracing the key principles of ask, engage and collaborate. You'll also realize the power of heading first to the source (the why) rather than the solution (the what). As you read, you will discover the core concepts of spontaneous presentations and shared agendas. Most vitally, you will learn how to enhance your role as a critical thinking partner that sets the tone for your working relationship. This refined role will enable you to confidently achieve successful transactions and fuel your business into the future.

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9780228814122

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Mark earned a Certificate in Organizational Coaching from the University of British Columbia in 2015 and his Professional Certified Coach designation from the International Coach Federation (ICF) in 2016. He has a clear passion for engaging and inspiring people, and a firm belief that coaching is a fundamentally brilliant way to making a difference in the lives of others. A veteran of the real estate brokerage business in Vancouver and relentlessly curious, Mark has been spearheading and guiding change in the industry through internal organizational coaching. His objective is to enhance the professional performance of real estate agents and reframe, for mutual benefit, how they interact with their clients. Mark is actively involved in the coaching community in Vancouver, serving as the President of the ICF Vancouver Chapter in 2019, and through his global coaching connections. Originally from Oxford, England, he lists the Himalayas, New Zealand and Australia amongst his favourite travels. He resides on Canada's west coast.

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