Communication

Communication and Personality in Real Estate Negotiations

Paul Swain

MGT/445

April 17, 2012

Kevin Maevers

University of Phoenix

Communication and Personality in Real Estate Negotiations

My father, an entrepreneur, sold first aid supplies, and offered CPR classes. During the summer, he, and I would drive to different organizations, such as US Gypsum Plant, Holly Sugar, fire stations, and geothermal plants in the Imperial Valley. Negotiations were simple because he communicated effectively to his cliental. I wanted to learn how to sell and my father spent time teaching me sales methods, techniques, and overcoming objections. Graduating from Southwest High, Mark Hooper, a friend of my father was a real estate developer in downtown San Diego. Mark took me to several open houses that summer, which inspired me to obtain my real estate license. After six months of studying and reading, I passed my examination and began my internship with Mark Hooper.

Mark Hooper Inspires Me

Outside of business, Mark is a nice person. I thought Mark was going to hand me deals, close them, and hand me a check. I guess I was young and ignorant! Mark became successful because he believed in a theory that I live by today. People who call themselves professionals but stop learning are not truly professionals. True professionals are those who never stop learning because they constantly look for ways to improve themselves. Mark would make me practice by role playing scenarios, overcoming objections, and learning different aspects of negotiations. Communication to Mark was very important and Mark focused time and effort on communication because I was not good enough in this category. My inability to communicate effectively derived from my mindset, which portrayed low confidence (Coltri, 2004). I was unhappy. Mark was always picking on me I want to sell already! I was tired of training and I was broke!

Eyes Wide Shut

This sunny day in San Diego, a very upset...