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Have you ever had an offer on the table, and only heard crickets?\n\nNegotiation can be compared to a game: you\u2019ve got to play it right to get the results you want!\n\nYou don\u2019t want to be the one to end the conversation...in fact, you want to be able to keep it moving forward so that you can serve people. \n\nMonths, or even years later, you may be shocked when people come to you. There have been instances where people sitting on the other side of the table come back to you because you were the one serving and making the process as easy as possible.\n\nWhen you seek to make that process easy for either the buyer or the seller, you get to be part of keeping that conversation going, and you never know when it\u2019s going to pick up again!\n\nDenise Brown has been in the real estate business for more than 20 years, and combines her background in law, marketing, and sales to help her be the best she can be! She lives in and serves a thriving market in Whistler, Canada, home to one of the most spectacular ski and bike resorts in the world. She\u2019s here with some of her best tips and tricks.\n\nSide note: have you created your free profile on the 2nd Home Agents website? Go over and get started: it\u2019s FREE to join. Click here to register, fill out your profile and get listed today.\n\nHighlights of this episode:\n\n\n\nTom introduces Denise and her business.\n\n\nDenise says that a key to her success is that she treats her business like a business. She has an office, and those people that she works with come to the office so they can work together.\n\n\nVirtual Assistants can be invaluable! Denise has one who gets website leads, calls them immediately and qualifies them, and then does a live transfer. \n\n\nDirect mail can be a good source of leads. It helps with name recognition and awareness, but it can take years to pay off.\n\n\nFake it \u2018till you make it - sometimes you have to show your lifestyle to show people that you are the one uniquely suited to meet their needs.\n\n\nOne of Denise\u2019s hallmarks of every transaction is kindness. She wants everyone to experience a pleasant and easy transaction, no matter the part they are playing.\n\n\nBe the kind of agent that others want to work with again and again - you will have a reputation in the industry.\n\n\nNever be the one to end the conversation. You may be surprised how just a little effort keeps it going and keeps people coming back to you.\n\n\nMake sure to keep a long-term view, especially when watching the closing schedule. \n\n\nFill the voids: find ways to meet needs.\n\n\nRemember what generates money in your business. If you\u2019re feeling distracted trying to do everything, take it to the basics.\n\n\nGet mentoring to fill in your knowledge gaps.