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Advanced Real Estate Negotiation Training for Listing Agents - Birmingham,...

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Inverness Country Club

1 Country Club Dr

Birmingham, AL 35242

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82% of RE agents are Silent and Boomer and 84% of first-time home buyers are X and Y. This generation gap manifests itself throughout the transaction ... and is a potential deal killer.

This class is a fun and fast paced course that promises to deliver practical tips to increase your effectiveness and grow your appreciation for clients, customers and industry colleagues who are from a different generation than you.


CNE 3 - Seller Suite Courses (Advanced Listing Agent, Cultural Factors, & Negotiating Across Generations Courses) - Tuesday May 9, 2017 & Wednesday May 10, 2017


"I wanted to let you know that I truly enjoyed your class. I have been a Realtor for the past 6 years and a prosecuting attorney for 21 years before that. I am also a certified mediator. Your class provides exceptional tools to real estate professionals whether or not they have a background in negotiations. This class was both a great foundation for those learning the necessary skills and also a wonderful refresher for the more experienced practitioner. I would highly recommend it to everyone!"

Ann Garriott
JD, GRI, e-Pro

The CNE class helps agents of all levels earn higher commissions, increased referrals and win new listings.

  • Quickly Win Trust & Manage Client Expectations ✓
  • Tame Aggressive Opposing Agents ✓
  • Create Strategies that Get Lenders on Your Side ✓
  • Develop Non-Traditional Plans That Close Deals Faster ✓

Questions? Call: 888-243-7364

Register today for the CNE-3 Seller Suite / Advanced Listing course today and learn to always negotiate from a position of strength.

This two-day course covers the following:

  • ACCE Negotiation Methodology – A structured, disciplined way to negotiate for your clients and yourself
  • Seller Interview Process – Learn how to start the Seller relationship off right and find out what is important to your Seller
  • Your Value Equation – More Sellers are interviewing agents and your value is sure to stand out when you use these techniques
  • Power Analysis and Use – Learn the 12 sources of negotiation leverage, how to best use them, and how to offset the other side’s power
  • Cultural Factors in Negotiations – Understand potential cultural factors that can influence how people negotiate; BONUS – cultural app to help your negotiations
  • Culturally Influenced Issues in Negotiations – learn how to deal with 11 potential issues influenced by cultural norms
  • Negotiating Across Generations – Learn how to communicate and negotiate effectively across the four generations encountered in your real estate practice
  • Skill Practice/Group Discussions/Case Studies – Know how to use all of these techniques by the time you leave our training

In Addition, Class Gives You:

∙ 9 CE Hours

∙ The CNE® Designation

∙ Negotiation Scripts

∙ Live Class Role Playing

∙ Workbook and Listing Worksheets

∙ 24/7 Access to Online Class Materials

∙ Membership to Our Private Facebook Group

Customer Quote

Your Instructor: Mike Everett, National Instructor


Mike Everett has spent over 25 years assembling and training successful, high performance sales teams for major telecommunications corporations including MCI, MFS Intelenet and Siemens-Rolm. During that time he had the opportunity to negotiate corporate and client contracts of all types. He combines that experience and skill with his passion for lifting people into a highly effective, enthusiastic, and enjoyable, presentation and teaching style!

Mike has spent the last seven years in real estate both as an individual performer and a team/office leader. He has been involved in the completion of over 350 residential transactions totaling over $90 million in sales. His industry knowledge, coupled with the world-class, negotiation training program of The Real Estate Negotiation Institute, gives Mike the ability to connect with his students, and the platform to enhance and accelerate their real estate careers.

Mike is a native of Dallas, Texas and a graduate of Texas Tech University. He and his lovely wife Patti make their home in Plano, Texas and frequently travel to spend time with their family.

Danger Real Estate Repor Quote


Advanced Negotiation Techniques for Listing Agents

Cultural Factors in Negotiations (Day 1)

• Understand and explain the concept of culture.
• Understand and explain the ACCE negotiation methodology.
• Understand how culture can influence negotiations.
• Understand and explain how to deal with language barriers
• Understand and know how to deal effectively with common “cultural” negotiation practices and issues
• Understand what to expect in negotiations when dealing with people from Asia (Japan, China, and India)
• Understand what to expect in negotiations when dealing with people from Europe (Britain, France, Germany, Russia)
• Understand what to expect in negotiations when dealing with people from North and Latin America (Canada, United States, Mexico)

Negotiating Across Generations (Day 2)

1. Understand the generational data for REALTORS®, Sellers, and Buyers
2. Understand and explain the ACCE negotiation methodology including the impact of generational characteristics
3. Understand the general characteristics of the Silent Generation and the potential impact in real estate transactions
4. Understand the general characteristics of the Baby Boomer Generation and the potential impact in real estate transactions
5. Understand the general characteristics of Generation X and the potential impact in real estate transactions
6. Understand the general characteristics of Generation Y and the potential impact in real estate transactions
7. Understand general negotiation considerations in real estate transactions for each Generation

Students who take the course will receive the following:

- Greater confidence in all negotiation situations
- CE hours of professional negotiation and business building training
- Credit towards the Master Certified Negotiation Expert (MCNE®) Designation
- Student Manual

** Testimonials **


What's the refund policy?

Cancellations made 7 days or more from the start date of a class will receive a full refund (minus a $25 cancellation fee). Cancellations made less than 7 days before the start of a class will not receive any refund but the registration fee can be transferred to a future class within one year of the original class date.

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Inverness Country Club

1 Country Club Dr

Birmingham, AL 35242

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