California Real Estate Negotiating Course

California "Only" - Negotiating Course

Closing Secrets of the Masters

Course Overview

Learn closing secrets of the masters in this two-day seminar. In this course, Bruce Norris teams up with sales guru and accomplished author Ben Gay III to create this outstanding course on negotiating. Ben’s expertise is door knocking, cold calls, and hardcore negotiation skills. What’s interesting is he is so good at it that you don’t even realize persuasion is occurring. This is a once-in-a-lifetime opportunity to be taught by a master closer coming from an entirely different world of selling. For those of you who have already read his books, The Closers and The Closers II, we know you won’t want to miss this! If you haven’t read it, take my word for it, this course is special! We’ll take you out of your comfort zones, but why not risk it? It’s the best way to learn. This is definitely a much overlooked aspect of our business. Topics include:

• -Character qualities of a great closer
• -What defines strength in negotiation?
• -General hints about negotiating
• -One-liners that have made people millions
• -Million dollar deals: Three real life deals that made a million bucks and how they were negotiated
• -Specific negotiating techniques with sellers facing foreclosure, sellers needing to do a short sale, sellers who have a bad tenant, lending institutions, and listing agents
• -Dealing with the different personality types
• -Negotiating over the phone
• -Negotiating in person
• -Negotiating a "Subject to" deal, a low all-cash purchase deal, a lease option deal and a seller carry-back financing deal
• -The informal offer form
• -Formulas for buying property
• -Deal making practice with the formulas
• -How to document your costs to a seller
• -Initial phone conversation openers for calling:
  • -The broker who sells lender-owned properties
  • -The lender who has REO’s
  • -The private party seller
• -Objections most often raised and our responses
• -Closing techniques of a master closer: Ben Gay III presenter

The two days of training are followed by 10 days of assignments. Once you practice, you’ll be ready for the real deal!

The course offers a full-color, 133 page manual and 10 audio CDs. The 10 days of assignments are included in the manual and also in a special online training portal which you will have access to.

Please click the links above to view the table of contents, included tools and resources, user testimonials, author biography and company overview.

California "Only" - Negotiating Course

Closing Secrets of the Masters

Table of Contents

California "Only" - Negotiating Course

Closing Secrets of the Masters

• Phone Form (call script)
• Reverse Net Offer Form
• * Real Estate Purchase Agreement
• * Addendum
• * All Inclusive Promissory Note Secured by Deed of Trust
• * All-Inclusive Trust Deed Addendum
• * Long Form Trust Deed and Assignment of Rents
• * Lease-Option
• * Memorandum of Purchase Option
• * Option to Renew/Extent Lease
• * Exercise of Option to Renew/Extend Lease
• * Assignment of Lease by Landlord
• * Assignment of Lease by Lessee
• * Demand on Tenant to Pay Rent to Party Other Than Landlord
• Return on Investment Form for Investor
• Item to Be Negotiated
• Informal Offer Form
• Cost of Real Estate Investing Form
• Re-Contact Form
• Expired Listing Call
• FSBO Ad
• Vacant Property Form
• Talking to People in Foreclosure
• Loans or Liens About to Be Wiped Out
• Private Party (Property Taken Back)
• Expired Listing Script (From Ben Gay III)
• Letter to Seller (From Ben Gay III)
• Responding to FSBO (From Ben Gay III)
• Talking to Lenders (From Ben Gay III)
• Talking to People in Foreclosure (From Ben Gay III)

* Denotes sample forms and documents included in the workbook. These forms, however, are not downloadable from the web portal. Actual documents may be purchased from the original publisher.