'Million Dollar Listing' Host Josh Altman: How To Be A Master Negotiator

116 Views · Published on Fri, 03 May 2019 · FINANCE & BUSINESS

Real estate agent and host of "Million Dollar Listing," Josh Altman, gives tips on how you can negotiate in real estate. » Subscribe to CNBC Make It.: http://cnb.cx/2kxl2rf As a real estate agent, my first interaction with a client is everything. If I come in strong with confidence and style, I set the tone for the whole deal. The client will like what I give and they’ll want to get more of it. Essentially, if you want to grow your business and make a lot of money, master these 10 rules for making a positive first impression: 1. No narcissism, ever Runaway ego kills interaction. If a person says, “I just bought a ranch in Montana,” and you reply with, “I have an island in the Caribbean,” you’re not having a conversation, you’re just talking s---. Start a pissing match with your clients and you’ll lose business opportunities and money. When you open your mouth, gear your words toward what the other person says, not whatever is running through your head. 2. Listen Listen like your life depends on it, because your business does. It also shows you respect them (people can tell when they’re being ignored). You might also run into the type of person who asks questions just so they can cut you off and talk about themselves. Don’t be tempted to talk back. Keep your mouth closed and your ears open. Try to really get to know the person and think of negotiation tactics. 3. Kill the jargon Industry jargon turns people off, and at best it makes them feel insecure about what they do and do not know. Speak with simplicity, transparency and clarity. Fancy words used unnecessarily make you sound like a fool. Be real. Be confident. Be consistent. Be relatable. Be human. Or lose money. 4. Catch their draft Psychological studies have found that people are attracted to people who are similar to them. If you’re talking to someone who speaks softly, calm your voice and back up. Don’t overwhelm them. The goal is to make them feel comfortable talking to you. 5. Dress the part Dress in a style that screams “success” because that’s what you want to convey to others. At all times, have clean and polished outfits in the trunk of your car. You never know when you’ll need them. Preparation is key. 6. Act the part This coincides with “dressing the part.” Some call this “fake it ’til you make it,” but it’s not the same thing at all. There was a time in my life when I wanted to lose weight, so I’d put on workout clothes, eat healthier, got my a-- to the gym and surrounded myself with people who also enjoyed exercising. 7. Compliment a bit Listen to the other person’s needs and reinforce their opinions. As a real estate agent, I often compliment potential clients or listings. I look for the elements of the property I like and tell the owner. “That facade has incredible detail.” “Wow, is that wooden mantle hand-carved?” “I love the stone work.” 8. Make eye contact This is standard advice for human interaction. It’s Body Language 101: Look ’em in the eyes. If your eyes dart about as you talk, you’ll give the impression that you have something to hide. A second of eye contact is all you need. Meet the other person’s eyes before fixing your gaze on whatever it is that they’re talking about. Every few moments, again look them in the eyes. If you’re naturally a fidgety person and eye contact makes you uncomfortable, get over it. Figure it out. Practice. 9. Rock through it There was this incredible wide receiver for the Pittsburgh Steelers named Hines Ward. No matter what happened in the play — dropped passes, rough tackles, passes overthrown — the man smiled. Everyone liked him. Everyone rooted for him. Meanwhile, all the other athletes were moping up and down the field and kicking over Gatorade coolers. And then there was Hines Ward, looking like the Cheshire Cat. Energy attracts energy, so keep a positive attitude. 10. Know your role Don’t speak out of turn. Don’t shame. Don’t run your mouth. People can be weird. Let them be. Look for deeper points of connection. If I’m being shown a listing by a potential seller, I’m looking at the house, sure, but I’m also starting a relationship. No one likes to be sold or hustled. They like to be understood and respected. About CNBC Make It.: CNBC Make It. is a new section of CNBC dedicated to making you smarter about managing your business, career, and money. Connect with CNBC Make It. Online Get the latest updates: http://www.cnbc.com/make-it Find CNBC Make It. on Facebook: http://cnb.cx/LikeCNBCMakeIt Find CNBC Make It. on Twitter: http://cnb.cx/FollowCNBCMakeIt Find CNBC Make It. on Instagram: http://bit.ly/InstagramCNBCMakeIt Find CNBC Make It. on LinkedIn: https://cnb.cx/2OIdwqJ #CNBCMakeIt #Josh Altman #MillionDollarListing Investor who became a millionaire at 26: ‘To make a lot of money, master these 10 rules’ | CNBC Make It.

Related Videos

Tariff hike on Chinese goods would mean 25% price increase for...

Tariff hike on Chinese goods would mean 25% price increase for...

2 years ago
365

Investors concerned about the escalating trade war with China are hoping for some calm on Wall Street Tuesday. The Dow Jones Industrials plunged more than 600 points Monday, the worst in more than four months. It followed China’s decision to raise tariffs on $60 billion in U.S. goods. Ben Tracy reports. Watch...

Major U.S. Retailers are Now Accepting Bitcoin and Other...

Major U.S. Retailers are Now Accepting Bitcoin and Other...

2 years ago
270

Those taking the digital money include clothing store Nordstrom, grocer Whole Foods, and movie chain Regal Cinemas. The move is thanks to a new deal between payment network Flexa and digital asset platform Gemini. ► Subscribe for more tech & culture videos: http://on.mash.to/subscribe ◄ MORE FROM...

How Apple, Amazon and Microsoft Hit $1 Trillion Valuation

How Apple, Amazon and Microsoft Hit $1 Trillion Valuation

2 years ago
4,272

Microsoft, Apple, and Amazon are the first three publicly traded U.S. companies to hit $1 trillion in market value. WSJ’s Dan Gallagher explains how each company reached the milestone. Photo illustration: Laura Kammermann Don’t miss a WSJ video, subscribe here: http://bit.ly/14Q81Xy More from the Wall...

How Much Money Makes You Rich in America?

How Much Money Makes You Rich in America?

2 years ago
632

May.14 -- The number depends on how old you are. In Charles Schwab’s annual Modern Wealth Survey, most people said it takes $2.3 million to be considered rich. But that number goes up the older you get.

Student Loan Forgiveness: Can The US Erase Student Debt?

Student Loan Forgiveness: Can The US Erase Student Debt?

2 years ago
1,224

The U.S. has roughly $1.57 trillion in student debt. Some Democrats want to create student loan forgiveness plans that make that, or at least a large portion of it, disappear. Canceling student debt has gained steam with 2020 candidates vying for the votes of young college-educated Americans. On April 23, Sen....

Why General Motors Left Europe

Why General Motors Left Europe

2 years ago
5,670

In 2017, General Motors, the largest U.S. automaker, with brands like Chevrolet, Cadillac, and Buick made one of its boldest moves in its history. It sold its European Opel and Vauxhall brand to the French automaker PSA, known for brands such as Peugeot and Citroen. It was the end of an era for GM, which had first...

Mark Cuban Called This Founder a Liar, But She Still Got a Deal | Inc.

Mark Cuban Called This Founder a Liar, But She Still Got a Deal | Inc.

2 years ago
14,998

Inc. reporter and Shark Tank expert Emily Canal discusses Dare-U-Go, the company founded by former America's Next Top Model winner Lisa D'Amato. Get social with Inc. on: Facebook: https://www.facebook.com/Inc Twitter: https://twitter.com/Inc Linkedin: https://www.linkedin.com/company/inc--magazine Instagram:...

Fed Finds Many Families Would Struggle With a Surprise $400 Bill

Fed Finds Many Families Would Struggle With a Surprise $400 Bill

2 years ago
299

May.24 -- Even with unemployment near a 50-year low, many American families can’t afford an unexpected bill. A Federal Reserve report shows that 40% of households would struggle to pay for a $400 emergency.

5 Things Bill Gates Says You Must Do To Be Successful | Inc.

5 Things Bill Gates Says You Must Do To Be Successful | Inc.

2 years ago
730

At a net worth of nearly $80 billion, Bill Gates is one of the richest and most accomplished people in the world. Here are 5 of his best pieces of advice. #BillGates #BusinessAdvice Get social with Inc. on: Facebook: https://www.facebook.com/Inc Twitter: https://twitter.com/Inc Linkedin:...

Comments
 

You have
500
characters left.
  •  
  •