CANADA 9-26-22

CANADA EDITION

EMBRACING SMART HOMES: DOES NEW

BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS' STRESS!

TECHNOLOGY REALLY INCREASE HOME VALUE? FEATURED AGENTS

APHRODITE KARAMITSANIS RAMZA GEBRAN

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THINGS ALL SUCCESSFUL NEGOTIATORS DO COVER STORY

CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

APPY BHULLAR

CANADA EDITION

APHRODITE KARAMITSANIS

RAMZA GEBRAN

te is a skilled real estate agent carries her positive attitude est for working with a Ramza varietyGebran 7 17 everywhere she goes. It is more than a ntele. Her research-saturated facade she puts on to woo potential customh serves as a valuable asset in ers. When clients meet the Calgary agent estate process, while herfor extenthe first time, they get the holistic, upwledge of the greater Calgary lifting experience, that is Ramza. “It’s me kes her the ideal candidate beingfor positive, honest, respectful of their time and mine,” she says. “I believe being eeking their perfect home.

Aphrodite’s research backgroun for methodo reaching contributed to 18 a highly clients list on real estate agent process.

She nificently for “You have to not only be smart, b everywhere I need to be present circles, to be aeven suc agent.” She markets current for my listing groce tronically, across various what I social do.” E knocks o platforms and oftenalsoincludes kind goes a long way. I always go by and Her methodology is neighborhood marked by remember what Harold Kushner says, do home staging. She notes, testing “The variou te’s professional background things for people not because of who they how mentand her oneBHULLAR APHRODITE KARAMITSANIS RAMZA nventional, with APPY a Master’s thatGEBRAN house shows deta are or what they do in return, but because of who you key.” When asked what she enjoy n history and experience as are. I’m fortunate also that I’ve been always sought by Ramza knows what has d the field, Aphrodite or and research historian.

She that come back and refer me to theirabout my clients friends, business so far – shares, credibi s her previous occupation as, the people.

I really do.”

Her pas their family and theirCONTENTS social circles.” honesty and treating her c to sell history.” She laughs, “I rooted in helping people and she from that, her volunteer w aid, if I can history, can sell “My20) greatest joyforisits handing overand thecenter keys.”with ForIGROWTH some, realanything.” estate is a profession, attractive her front 4) sell BUSINESS CREATIVE MEDITATION freedom and earning potential. ForFOR Ramza though, the ESTATE The chance to meet pros ural salesHACK: ability ABSORB and innate love of homes YOUR THE REAL career is another opportunity help people, is as she is so overshadowed

by Ramza ly drew her to the real estate industry; she toAphrodite a bilingual realtor who speak CLIENTS' STRESS! PROFESSIONAL apt to do.

A former teacher, and sales need. to “It’s absolutely ow she would often attend open houses and healthcare Englishworker and Greek and isinhappy help any Gr representative among other things, Ramza followed a community service.”

EMBRACING SMART by a ents22) 6 THINGS ALL assistance. In herTo w homes14) on the weekends. Motivated looking for real estate fre calling into real estate.

“It feels like I have a calling and to assist at a local hospi HOMES: DOES NEW she earned Aphrodite SUCCESSFUL esire to pursue entrepreneurialism, enjoys exercising her interior design I need to pursue that dream,” she says. “It came across church after every sale. In TECHNOLOGY REALLY NEGOTIATORS DO nsure and has since been in thethe business She and herhave husband homes,nam re as though universefor and a higher power guid- frequently donating buy in a buyer’s INCREASE HOME VALUE? . sometimes flip them.instead She shares that aher pl ed my steps and put the right and people on my path.

And of sending typic to “continue on this trajectory w here I am guiding and advisingthe myfuture clientsare to make the financial life. and It certainly is aservice.”

For now, Ramza is maste te currently works asbiggest a solo agent,decision serv- of their sionate personal She concludes, thriller for me.310-734-1440 Iborn take itand seriously I rise toeach servetransaction my She would Phonearea.

310-734-1440 | Fax greater Calgary Having been to and complete to the like besttoofexpan my a clients to my fullest.

It is perseverance, hard work and a properties.

In time, her Calgary, she is highly knowledgeable about mag@topagentmagazine.com | www.topagentmagazine.com continuous profound urge to succeed that got me here.” own her own brokerage.

No portion of and this issue mayinner be reproduced any manner whatsoever without prior consent of the publisher. Top Agent Magazine hwest, Southwest, the city.inClients ThePublications pursuitGA, has Ramza early success, with her of published tinuing her education and is published by Feature Inc.earned Although precautions to ensure the accuracy materials, Top o relocate to Calgary, or simply move to a dif-expressedareor taken Agent Magazine cannot be held responsible for opinions facts supplied by its authors. on pace to close five home deals in her first month. tion with up-and-coming To subscribe or change address, send inquiry to mag@topagentmagazine.com. art of the city, can trust Aphrodite’s firsthand wanting to pursue more Published in the U.S. ge. She is eager to share her experience and To build her clientele, Ramza has become “a walk- able to take my career to ch client through what ing makes each home and billboard” for her agency. “It’s just as good as thing in mind; being crea 2 Top Agent Magazine social media,” she says. While she does maintain a box,” she says.

“Innovat ghborhood unique. social media presence on Facebook and Instagram,

her pathway from the Mid

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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APPY BHULLAR

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101 Panatella Square NW Interior Design

Top Agent Appy Bhullar services Calgary and surrounding areas as a solo agent with RE/MAX, and between May 2021 and April 2022 he has sold over ninety thousand square footage of property.

Appy Bhullar of Calgary, Alberta, relies on thorough communication tactics and long term relationship building to fuel his commercial real estate enterprise. “Looking after clients’ needs always comes first – that’s what’s helped me succeed. Before I start showing properties to any of my clients, I want to know what their goals are, so that I have a full understanding of what they need and I can make sure they’re getting the right property.”

Appy’s real estate career launched in 2004, after encouragement and support from a family 8Copyright Top Agent Magazine

member who was already in the industry. Today, in 2022, he services Calgary and surrounding areas as a solo agent with RE/MAX, and between May 2021 and April 2022 he has sold over ninety thousand square footage of property. “Real estate, especially working with businesses, is a long term investment, so I build my relationships with long term goals. That’s how I build trust: I reach out to all of my existing clients every so often. A lot of them are business owners, so their time is valuable, but I like to see how business is going, and see how the location is working out for them. If they’re an investor, I want to see how Top Agent Magazine

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the property is serving their tenets. It’s good for business and it helps me stay connected.” Appy also works with local community associations and organizations to ensure that his clients have close relationships with the neighborhoods where they are living and working.

His persistent relationships have helped Appy build a business that is fifty percent repeat and referral clients. He leverages this network when he acquires new listings: “A lot of work is done on social media – Facebook, Instagram, and then other commercial real estate sites like the local MLS. But I always reach out to my past clients and share my listings with them. They don’t always need something at that moment, but if they don’t, I almost always get a referral.”

By prioritizing the success of each and every client, Appy endears himself to his professional Copyright Top Agent Magazine 10

network, and they feel confident in recommending a friend or family member for his services.

With a majority of his clientele being business owners, Appy goes to great lengths to provide guidance and service long after he’s left the closing table. “Working with them to purchase the property is just the beginning. I take my clients through floor plans – making sure their concept will actually work on the premises – we’ll make a layout, and I can connect them with the right mortgage brokers and lawyers to make sure everything is in place for them to succeed.

I’m able to give them the exact services they need so that they can buy with confidence.”

Appy’s meticulous attention to detail sets his clients up for long term success, and this approach has helped him establish a loyal and happy customer base.

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* Placement and design of buildings and exteriors subject to change prior to Development Permit submission

Retail and Industrial for Lease and Purchase North East Calgary’s Premier Retail & Industrial Development Horizon 48 will be a retail and industrial development with a Canco Gas station, One Stop convenience store, Blue Bird Self Storage, Quick Serve Restaurant and a major food and beverage wholesaler and distributor. Other opportunities include liquor, cannabis, lighting, plumbing, flooring, cabinet showroom and other retail. At 4.5 acres and located at 2600 – 2650 48 Avenue NE in Calgary, it is highly visible to commuters exiting Metis trail to McKnight Blvd and commuters on McKnight Blvd. 48th Avenue gets ~13,000 vehicles/day and it is a one-minute drive from McKnight and Barlow Trail NE, with approximately ~50,000 vehicles/day* on McKnight and ~37,000 vehicles/day on Barlow. All traffic stats complementary of City of Calgary 2019 Weekday Traffic Volume Flow Maps.

Property Features • • • • • • • • • • •

Canco Gas station, One Stop Convenience Store, Blue Bird Self Storage and QSR Two retail CRUs at 1,800 SF each 36 and 40 foot industrial bays with space for 30 foot truck trailer off-loading Industrial bays as small as ~2,500 SF Three entry points; Access to development quick and easy when driving east and west on 48th Avenue Services the expanding NE Calgary quadrant 80 surface parking stalls Traffic volume 13,000 VPD on 48th Avenue, 50,000 VPD on McKnight and 37,000 VPD on Barlow* ~650 hotel rooms on adjacent to property (estimated 5 – 10% hotel guests access retail development daily) Proximity to YYC airport Pylon signage opportunities available

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BTYYC BANFF

TR A IL

CALGARY

Bla ze Yo u r Tra i l

S t a r t in g f rom 29 9 k Es t im a ted move - in ready Q3 2023 2 50 4 22n d S treet NW

For the rest of 2022, and the foreseeable future, Appy plans to “stay focused on commercial real estate, especially multi-family reconstruction sales.”

When he’s not busy maintaining his relationships and working within his community, Appy takes every opportunity to spend time with his family.

To learn more about Appy Bhullar, please call 403-667-7035 or email appy@appybhullar.ca

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 14

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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APHRODITE KARAMITSANIS Aphrodite is a skilled real estate agent with a zest for working with a variety of clientele. Her research-saturated approach serves as a valuable asset in the real estate process, while her extensive knowledge of the greater Calgary area makes her the ideal candidate for anyone seeking their perfect home.

Aphrodite’s professional background is unconventional, with a Master’s degree in history and experience as an author and research historian. She describes her previous occupation as, “Trying to sell history.” She laughs, “I always said, if I can sell history, I can sell anything.”

Her natural sales ability and innate love of homes eventually drew her to the real estate industry; she recalls how she would often attend open houses and tour show homes on the weekends. Motivated by a strong desire to pursue entrepreneurialism, she earned her licensure and has since been in the business for 20 years.

Aphrodite currently works as a solo agent, serving the greater Calgary area. Having been born and raised in Calgary, she is highly knowledgeable about the Northwest, Southwest, and the inner city. Clients looking to relocate to Calgary, or simply move to a different part of the city, can trust Aphrodite’s firsthand knowledge. She is eager to share her experience and guide each client through what makes each home and each neighborhood unique.

Aphrodite prioritizes every client in the real estate process, “Each client gets treated individually.” She shares, “I just want to be able to help young couples, millennials, and families.” Her repeat and referral rates are at an unprecedented 85%, a testament to her stellar and personal customer service and extensive industry knowledge. Aphrodite sends her clients a special gift of a card and chocolate over the holidays.

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Aphrodite’s research background has contributed to a highly methodological real estate agent process. She shares, “You have to not only be smart, but you need to be present to be a successful agent.” She markets current listings electronically, across various social media platforms and often includes video.

Her methodology is marked by expert home staging. She notes, “The forte is how that house shows and details are key.” When asked what she enjoys most about the field, Aphrodite shares, “I love the people. I really do.” Her passion is rooted in helping people and she notes, “My greatest joy is handing over the keys.”

Aphrodite is a bilingual realtor who speaks both English and Greek and is happy to help any Greek clients looking for real estate assistance. In her free time, Aphrodite enjoys exercising her interior design chops.

She and her husband frequently buy homes, renovate, and sometimes flip them. She shares that her plans for the future are to “continue on this trajectory with passionate and personal service.” She concludes, “I want to complete each transaction to the best of my ability.”

Contact Aphrodite at 403-614-2694, email aphroditek@shaw.ca, or visit thehomegoddess.com. Find her on Instagram at @homegoddessyyc

https://

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RAMZA GEBRAN Ramza Gebran carries her positive attitude everywhere she goes. It is more than a facade she puts on to woo potential customers. When clients meet the Calgary agent for the first time, they get the holistic, uplifting experience, that is Ramza. “It’s me being positive, honest, respectful of their time and mine,” she says. “I believe being kind goes a long way. I always go by and remember what Harold Kushner says, do things for people not because of who they are or what they do in return, but because of who you are. I’m fortunate also that I’ve been always sought by my clients that come back and refer me to their friends, their family and their social circles.”

For some, real estate is a profession, attractive for its freedom and earning potential. For Ramza though, the career is another opportunity to help people, as she is so apt to do. A former teacher, healthcare worker and sales representative among other things, Ramza followed a calling into real estate. “It feels like I have a calling and I need to pursue that dream,” she says. “It came across as though the universe and a higher power have guided my steps and put the right people on my path. And here I am guiding and advising my clients to make the biggest financial decision of their life. It certainly is a thriller for me. I take it seriously and I rise to serve my clients to my fullest. It is perseverance, hard work and a continuous profound urge to succeed that got me here.”

The pursuit has earned Ramza early success, with her on pace to close five home deals in her first month.

To build her clientele, Ramza has become “a walking billboard” for her agency. “It’s just as good as social media,” she says. While she does maintain a social media presence on Facebook and Instagram, Ramza finds face-to-face interaction more effective

for reaching prospects. “Building my clients list one at a time has worked magnificently for me. I speak of real estate everywhere I go–my friends, my social circles, even at the store lined up to pay for my groceries. Everywhere I go, it is what I do.” Extending the effort, Ramza also knocks on doors in the different city neighborhoods. As a newer agent, she is testing various novel methods to complement her one-on-one approach.

Ramza knows what has driven her referrals and repeat business so far – credibility, being kind to everyone, honesty and treating her customers with respect. Aside from that, her volunteer work in the community places her front and center with potential buyers and sellers.

The chance to meet prospective clients, however, is overshadowed by Ramza’s innate desire to help those in need. “It’s absolutely necessary to be involved in community service.” To that end, Ramza volunteers to assist at a local hospital. She also donates to her church after every sale. In the future, Ramza plans on donating in a buyer’s name to a charity of their choice, instead of sending a typical housewarming gift.

For now, Ramza is mastering residential home sales.

She would like to expand into commercial and rural properties. In time, her aspirations may lead her to own her own brokerage. She will get there by continuing her education and, in turn, sharing that education with up-and-coming agents. “I’m career oriented, wanting to pursue more education and I want to be able to take my career to the highest level with one thing in mind; being creative and thinking outside the box,” she says. “Innovative versus traditional.” Like her pathway from the Middle East to Canada, Ramza’s real estate journey will be full of the unexpected.

To learn more about Ramza Gebran, email: gebran_r@hotmail.com or call: 403.836.5959.

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite 20

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening Top Agent Magazine

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

1

For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize 22

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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