6 THINGS ALL

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 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

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.

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.

ALI FOWLER

Ali Fowler is a child of real estate. “My mother was a lender in the mortgage business for over 30 years,” she says. “So, I got to see the workings of one side of the business from a young age.” Plus, her husband, Dan Fowler, opened the doors to his first mortgage company 17 years ago. “You can say real estate has been born and breed into me, not to mention my love for interior design, so the industry is a natural fit,” she says.

Licensed three years ago, Ali works solo with Seramur Properties, based in Valparaiso, Indiana, specializing in high-end listings with boutique service. Her territory is northern Indiana. With only a few years in the business, she already boasts three of the biggest sales in the county, including the sale of a palatial lake home to Michelle Obama’s chief of staff in 2018. “It was the biggest residential sale for all of Porter County,” she notes.

Ali’s sales volume has continued to climb each year in the business. In 2019, she hit $16 million. “I have grown my business organically and many of my clients are referred,” she says. “My clients do tell me that I’m one of the hardest working agents they know. I never settle for anything less than the best.”

It’s no wonder she receives stellar reviews for her esteemed work ethic. One client recently wrote: “Ali was an absolute pro all the way through the process. Everything from the attention to detail to keeping the deal on track was fantastic. We were just so impressed with her work ethic. She was always accessible, and on the rare time she was not, she would respond and say, “call you in 20.” In a time where technology is trying to disrupt a lot of different businesses, this is a great example of that a professional can’t be topped by an algorithm.”

Ali says that nothing is more exciting to her than the gratifying feeling she gets from helping people meet their real estate needs. “They can always count on me to always do what’s in their best interest,” she notes. “I pride myself on being honest, trustworthy, and knowledgeable in the real estate market. I know how important it is for people to find their dream home or get the best offer for their property, so I will make it my mission to help them achieve those goals.”

Ali uses a variety of methods to market her listings. First, she tours the home and makes notes on what can be fixed, cleaned up, or improved. Then she will determine if a home needs staging. “Successful promotion starts with the best photography, because as we all know, it’s those first couple of photographs that capture our attention.” Next, she turns to both old-school and hightech methods of marketing. “I’ve advertised in the local newspapers and magazines social media marketing as well as through the MLS,” she says.

Ali gives back to the community by volunteering and donating to her children’s schools. She’s also on the Chesterton Branding board. In her free time, she enjoys being with family and friends. Two of her daughters are competitive gymnasts. “One of her greatest joys in life is watching them compete,” she exclaims. “It reminds me truly what life is about–patience, perseverance, and humility.”

As for the future, Ali wants to continue to grow her business, “to be one of the top luxury agents in Indiana,” she says.

To learn more about Ali Fowler,

email ali@seramurproperties.com, visit www.seramurproperties.com/agents/ali-fowler.html or call (219-508-4142

SAVANNAH FULTZ

Savannah Fultz began her professional career in corporate sales. “I was working my way up the ladder when a broker client of mine asked me to do an open house for him,” she recalls. “He was in property management, and I went on to became his assistant. I soon realized that I should be doing this on my own.” She got her license in November of 2007 and has never looked back.

She is now a broker associate with Compass serving the Denver Metro area. “I’m a solo agent but I work alongside seven other agents, and we all support each other which is wonderful,” she says. Savannah reports that her business is 87% repeat and referral clientele. “From what people have told me, what sets me apart from my peers is my honesty and the fact that I’m always there for my clients and take care of them like they’re family,” she asserts. holding open houses. “I like to knock on the doors of a listed home’s neighborhood and invite neighbors to a preview. It’s a great opportunity for them to suggest friends and family they’d like to live next to,” she says.

Savannah admits there’s a lot of tears when a transaction closes. “I love that moment, when a client realizes he or she is a homeowner,” she says “It’s a monumental moment and very special.”

Savannah is big on giving back to her community. “I am involved with Give Back America, where we clean up for the elderly, and I volunteer for the Thrive Center, which helps kids in need,” she says. Savannah is an avid football Broncos fan and she loves to be outdoors. From hiking to camping to BBQs, she can generally be found outside, enjoying the Colorado air.

It’s not surprising that Savannah receives stellar reviews for her esteemed work ethic. Alyssa, a former client, recently wrote: “Savannah is incredible! As first-time home buyers we were a little intimidated by the process of buying but Savannah was there every step of the way. Savannah made the process easy - she was always available and responsive, patient with our MANY questions, and a great advocate throughout negotiations, inspection, and objections. Her quick action and availability helped us close in under a month! If you want to work with someone who is friendly, knowledgeable and in your corner, do yourself a favor and hire Savannah!” As for the future, Savannah wants to stay the course. “I’d say right now my business is a nicely oiled machine,” she says. “I think the only thing I’d want to grow is my volume, but for right now, I want to continue to serve my clients and help them reach their real estate goals.”

Savannah says that her friends have nicknamed her ‘Savvy,’ so she’s named her business Savvy in the City.

Savannah loves staying in touch with her clients. “I know it’s old-fashioned, but I like making phone calls over texting,” she says. “During COVID, I’ve been reaching out a lot.” Pre-pandemic, she held client events and often left small gifts at her clients’ doors.

To market her listings, she utilizes the typical methods–social media, real estate websites–but she’s also big on

To learn more about Savannah Fultz, email him at savannah@savvyre.com, visit www.compass.com/agents/savannah-fultz, or call (720) 505-4448