Nov. 6 constitutional-amendments electionTexas Association of REALTORS® recommendations on constitutional amendments
There are 16 proposed amendments on the ballot November 6. The Texas Association of REALTORS® recommends supporting the following propositions:
Proposition 3 - TAR recommendation of support"The constitutional amendment authorizing the legislature to provide that the maximum appraised value of a residence homestead for ad valorem taxation is limited to the lesser of the most recent market value of the residence homestead as determined by the appraisal entity or 110 percent, or a greater percentage, of the appraised value of the residence homestead for the preceding tax year."
Proposition 6 - TAR recommendation of support"The constitutional amendment authorizing the legislature to exempt from ad valorem taxation one motor vehicle owned by an individual and used in the course of the owner's occupation or profession and also for personal activities of the owner."
Proposition 7 - TAR recommendation of support"The constitutional amendment to allow governmental entities to sell property acquired through eminent domain back to the previous owners at the price the entities paid to acquire the property."
Proposition 8 - TAR recommendation of support"The constitutional amendment to clarify certain provisions relating to the making of a home equity loan and use of home equity loan proceeds."
Proposition 9 - TAR recommendation of support"The constitutional amendment authorizing the legislature to exempt all or part of the residence homesteads of certain totally disabled veterans from ad valorem taxation and authorizing a change in the manner of determining the amount of the existing exemption from ad valorem taxation to which a disabled veteran is entitled."
Proposition 12 - TAR recommendation of support"The constitutional amendment providing for the issuance of general obligation bonds by the Texas Transportation Commission in an amount not to exceed $5 billion to provide funding for highway improvement projects."
Wednesday, October 31, 2007
The Texas REALTOR® license plate is now available!
Let everyone know you are proud to be a Texas REALTOR®
Frequently asked questions
How much do they cost?The plates cost $30, plus the amount of your regular registration fee. Renewal each year will cost $30, and replacement plates will cost $5.30. Personalized "vanity" plates cost an additional $40. (TxDOT may change these prices in the future.)
Must I be an active REALTOR® to purchase a plate?Yes. The "I Am A Texas REALTOR®" license plate is only for use by active Texas REALTORS® .That means you must be a REALTOR® member of the Texas Association of REALTORS®. The plate is not available to other member classes of the association; nor is it available to real estate agents and brokers who are not REALTORS®.
How do I order my plate? Texas REALTORS® can download the TxDOT application (member login required).
Is there some type of pro-rated fee to synchronize my new plate with my current vehicle registration? Yes, assuming you’ve already renewed your vehicle registration and then decide you want the specialty plate. In this case, your vehicle registration expiration date will need to be adjusted to correspond with the expiration of the specialty license plate. If necessary, additional fees will be collected to make this adjustment. Usually it’s $5 to $6 per month for several months to get your vehicle and new plate “synchronized.” You may be required to exchange your current windshield validation sticker to your county tax assessor-collector for a new one. All this will be worked out when you pick up your new specialty plate.
Does the state get this money?$22 of the proceeds received from the sale of this plate will go into the Texas Association of REALTORS® Housing Opportunity Foundation established to promote affordable housing in Texas.
Can I get a personalized "vanity" plate with the "I Am A Texas REALTOR®" design?Yes, for an additional $40, you can get a personalized plate of up to five characters (subject to TxDOT requirements).
Let everyone know you are proud to be a Texas REALTOR®
Frequently asked questions
How much do they cost?The plates cost $30, plus the amount of your regular registration fee. Renewal each year will cost $30, and replacement plates will cost $5.30. Personalized "vanity" plates cost an additional $40. (TxDOT may change these prices in the future.)
Must I be an active REALTOR® to purchase a plate?Yes. The "I Am A Texas REALTOR®" license plate is only for use by active Texas REALTORS® .That means you must be a REALTOR® member of the Texas Association of REALTORS®. The plate is not available to other member classes of the association; nor is it available to real estate agents and brokers who are not REALTORS®.
How do I order my plate? Texas REALTORS® can download the TxDOT application (member login required).
Is there some type of pro-rated fee to synchronize my new plate with my current vehicle registration? Yes, assuming you’ve already renewed your vehicle registration and then decide you want the specialty plate. In this case, your vehicle registration expiration date will need to be adjusted to correspond with the expiration of the specialty license plate. If necessary, additional fees will be collected to make this adjustment. Usually it’s $5 to $6 per month for several months to get your vehicle and new plate “synchronized.” You may be required to exchange your current windshield validation sticker to your county tax assessor-collector for a new one. All this will be worked out when you pick up your new specialty plate.
Does the state get this money?$22 of the proceeds received from the sale of this plate will go into the Texas Association of REALTORS® Housing Opportunity Foundation established to promote affordable housing in Texas.
Can I get a personalized "vanity" plate with the "I Am A Texas REALTOR®" design?Yes, for an additional $40, you can get a personalized plate of up to five characters (subject to TxDOT requirements).
Monday, October 29, 2007
Please do not despair the current market
POINT OF VIEW: From the President of The National Association of REALTORS®
Stay PositiveWell, it has been quite a year to be president of the NATIONAL ASSOCIATION OF REALTORS®! The old saying “timing is everything” certainly plays out in today’s marketplace.The year 2007 has been full of surprises, both positive and negative, that have had a direct impact on your business and mine. Our business environment is more competitive than ever, and the media have risen to new heights in trying to discredit our industry. Yet, we carry on with our heads held high and our REALTOR® ideals intact.Meanwhile, we’ve all read the stories of doom and gloom in the housing markets. Our business (like everything in life) has cycles. But home buyers and sellers haven’t disappeared. In fact, NAR expects the volume of home sales this year to be comparable to that of 2002, the second year of the housing boom. Next year, we expect that continued low interest rates and reduced prices will bring even more buyers into the market. NAR is forecasting more than 6.2 million existing-home sales in 2008, up from an estimated 5.9 million this year.As REALTORS®, we need to make sure that consumers see more than the media’s picture of our industry. The great thing about being a REALTOR® is that we don’t have to do it alone.Every day, your association leadership and staff speak to reporters about a wide range of issues, including the housing markets. We emphasize that conditions in many markets are positive and suggest that consumers talk to a REALTOR® about opportunities in their market. Our Public Awareness Campaign is helping to get the word out, too, that now might be a great time to buy.An African proverb says, “Smooth seas do not make skillful sailors.” I believe today’s competitive environment presents us with a significant opportunity — a chance to improve our skills and to prove that we’re the first and best resource for anyone looking to buy or sell real estate. If we stay positive and use all of the resources available to us as NAR members, we’ll continue our great success — today, and for many, many years to come. This month’s magazine, in fact, talks with REALTORS® who are honing their skills to become even more effective and efficient in the current market. At REALTOR.org, you’ll find a huge range of business tools to help you do the same. Take the time to check it out!It has been my great privilege to serve you and to represent our industry during 2007. As we move into 2008, I ask you to take to heart this poem, published anonymously, that I think puts our challenges, as real estate professionals, in perspective.Take time to work. It is the price of success. Take time to think. It is the source of power.Take time to play. It is the secret of perpetual youth.Take time to read. It is the fountain of wisdom.Take time to be friendly. It is the road to happiness.Take time to love and be loved. It is nourishment for the soul. Take time to share. It is too short a life to be selfish.Take time to laugh. It is the music of the heart.Take time to dream. It is hitching your wagon to a star.
Stay PositiveWell, it has been quite a year to be president of the NATIONAL ASSOCIATION OF REALTORS®! The old saying “timing is everything” certainly plays out in today’s marketplace.The year 2007 has been full of surprises, both positive and negative, that have had a direct impact on your business and mine. Our business environment is more competitive than ever, and the media have risen to new heights in trying to discredit our industry. Yet, we carry on with our heads held high and our REALTOR® ideals intact.Meanwhile, we’ve all read the stories of doom and gloom in the housing markets. Our business (like everything in life) has cycles. But home buyers and sellers haven’t disappeared. In fact, NAR expects the volume of home sales this year to be comparable to that of 2002, the second year of the housing boom. Next year, we expect that continued low interest rates and reduced prices will bring even more buyers into the market. NAR is forecasting more than 6.2 million existing-home sales in 2008, up from an estimated 5.9 million this year.As REALTORS®, we need to make sure that consumers see more than the media’s picture of our industry. The great thing about being a REALTOR® is that we don’t have to do it alone.Every day, your association leadership and staff speak to reporters about a wide range of issues, including the housing markets. We emphasize that conditions in many markets are positive and suggest that consumers talk to a REALTOR® about opportunities in their market. Our Public Awareness Campaign is helping to get the word out, too, that now might be a great time to buy.An African proverb says, “Smooth seas do not make skillful sailors.” I believe today’s competitive environment presents us with a significant opportunity — a chance to improve our skills and to prove that we’re the first and best resource for anyone looking to buy or sell real estate. If we stay positive and use all of the resources available to us as NAR members, we’ll continue our great success — today, and for many, many years to come. This month’s magazine, in fact, talks with REALTORS® who are honing their skills to become even more effective and efficient in the current market. At REALTOR.org, you’ll find a huge range of business tools to help you do the same. Take the time to check it out!It has been my great privilege to serve you and to represent our industry during 2007. As we move into 2008, I ask you to take to heart this poem, published anonymously, that I think puts our challenges, as real estate professionals, in perspective.Take time to work. It is the price of success. Take time to think. It is the source of power.Take time to play. It is the secret of perpetual youth.Take time to read. It is the fountain of wisdom.Take time to be friendly. It is the road to happiness.Take time to love and be loved. It is nourishment for the soul. Take time to share. It is too short a life to be selfish.Take time to laugh. It is the music of the heart.Take time to dream. It is hitching your wagon to a star.
HEADS UP FOR RELOCATION ASSOCIATES
Pass It On: Online Relocation Certification Deadline
Please make sure that your relocation leaders are aware of an important upcoming certification deadline. Due to the steady increase in volume, all those handling inventory properties must be re-certified in that discipline by Dec. 31. In addition, anyone in your company accountable for relocation-including relocation-certified sales professionals who were previously certified by our written exam-must be re-certified via Prudential Relocation's online modules for Marketing and Destination Assistance by May 1, 2008.
Relocation directors/contacts must complete and pass all three modules: Marketing Assistance, Destination Services and Inventory Property. All sales professionals who receive Prudential Relocation Referrals must be certified in the area of the referral. Please note that the non-PREA Relocation Network backup brokers had to be re-certified by the end of 2007's first quarter.
If you need your relocation ID number and/or instructions on how to access the program via PREA Center, or have additional questions, contact your Broker Alliance Management specialist.
Please make sure that your relocation leaders are aware of an important upcoming certification deadline. Due to the steady increase in volume, all those handling inventory properties must be re-certified in that discipline by Dec. 31. In addition, anyone in your company accountable for relocation-including relocation-certified sales professionals who were previously certified by our written exam-must be re-certified via Prudential Relocation's online modules for Marketing and Destination Assistance by May 1, 2008.
Relocation directors/contacts must complete and pass all three modules: Marketing Assistance, Destination Services and Inventory Property. All sales professionals who receive Prudential Relocation Referrals must be certified in the area of the referral. Please note that the non-PREA Relocation Network backup brokers had to be re-certified by the end of 2007's first quarter.
If you need your relocation ID number and/or instructions on how to access the program via PREA Center, or have additional questions, contact your Broker Alliance Management specialist.
Thursday, October 18, 2007
Monday, October 15, 2007
Rotary Wild West Day
http://cid-38feea6b6da96b9e.skydrive.live.com/self.aspx/Prudential/wwd.pdf
Do You Want Great Family Entertainment This Saturday, October 20. Please click on the above link and come on out.
Do You Want Great Family Entertainment This Saturday, October 20. Please click on the above link and come on out.
Tuesday, October 9, 2007
Friday, October 5, 2007
Thursday, October 4, 2007
Justify Your Commission and Don't Make these mistakes
The link below will take you to two .pdf files with some very sage advice and good training for all of us.
Good Reading
Bob
http://cid-38feea6b6da96b9e.skydrive.live.com/browse.aspx/Prudential/
Good Reading
Bob
http://cid-38feea6b6da96b9e.skydrive.live.com/browse.aspx/Prudential/
Another Positive Report on SA Foreclosures
Tuesday, August 14, 2007
San Antonio foreclosure rate down, recent study reports
San Antonio Business Journal - by Tricia Lynn Silva
On a recent Top 100 list, San Antonio didn't even rank in the Top 20.
And that's a good thing.
Irvine, Calif.-based RealtyTrac Inc. has released its list of the Top 100 cities with the highest foreclosure rates.
Between Jan. 1 and June 30, 2007, San Antonio reported 6,409 foreclosure filings -- which equates to a rate of one filing for every 112 local households. The city's current foreclosure rate earned it the No. 43 spot on RealtyTrac's dubious Top 100 list.
The current foreclosure rate here marks a 15 percent decline from the rate posted just six months ago, according to RealtyTrac. On a year-over-year basis, San Antonio's foreclosure rate was down 1 percent as of June 30, 2007.
The cities that had the luck to be in the bottom three of RealtyTrac's Top 100 list were McAllen, Texas; Greenville, S.C.; and Richmond Va.
The McAllen/Edinburg/Pharr metro reported a foreclosure rate of one filing for every 1,494 households, according to RealtyTrac's mid-year report. Greenville and Richmond reported one foreclosure filing for every 1,721 and 2,319 households, respectively.
"This report clearly demonstrates that not all local housing markets are flooded with foreclosures," says RealtyTrac CEO James J. Saccacio. "... Foreclosure activity seems to be subsiding in parts of Texas, South Carolina and other states ... ."
The cities taking the top three spots: Stockton, Calif.; Detroit and Las Vegas. Stockton recorded a foreclosure rate of one filing for every 27 households. Detroit and Las Vegas recorded a rate of one filing for every 29 and 31 households, respectively.
RealtyTrac (www.realtytrac.com) operates a national online database of available properties for sale.
All contents of this site © American City Business Journals Inc. All rights reserved.
San Antonio foreclosure rate down, recent study reports
San Antonio Business Journal - by Tricia Lynn Silva
On a recent Top 100 list, San Antonio didn't even rank in the Top 20.
And that's a good thing.
Irvine, Calif.-based RealtyTrac Inc. has released its list of the Top 100 cities with the highest foreclosure rates.
Between Jan. 1 and June 30, 2007, San Antonio reported 6,409 foreclosure filings -- which equates to a rate of one filing for every 112 local households. The city's current foreclosure rate earned it the No. 43 spot on RealtyTrac's dubious Top 100 list.
The current foreclosure rate here marks a 15 percent decline from the rate posted just six months ago, according to RealtyTrac. On a year-over-year basis, San Antonio's foreclosure rate was down 1 percent as of June 30, 2007.
The cities that had the luck to be in the bottom three of RealtyTrac's Top 100 list were McAllen, Texas; Greenville, S.C.; and Richmond Va.
The McAllen/Edinburg/Pharr metro reported a foreclosure rate of one filing for every 1,494 households, according to RealtyTrac's mid-year report. Greenville and Richmond reported one foreclosure filing for every 1,721 and 2,319 households, respectively.
"This report clearly demonstrates that not all local housing markets are flooded with foreclosures," says RealtyTrac CEO James J. Saccacio. "... Foreclosure activity seems to be subsiding in parts of Texas, South Carolina and other states ... ."
The cities taking the top three spots: Stockton, Calif.; Detroit and Las Vegas. Stockton recorded a foreclosure rate of one filing for every 27 households. Detroit and Las Vegas recorded a rate of one filing for every 29 and 31 households, respectively.
RealtyTrac (www.realtytrac.com) operates a national online database of available properties for sale.
All contents of this site © American City Business Journals Inc. All rights reserved.
San Antonio Unemployment at 7 Year Low!!!
San Antonio's August 2007 unemployment rate report - 9/21/2007(San Antonio: Employment)
San Antonio's unemployment rate fell to a seven-year low during the month of August, according to figures released by Alamo WorkSource. Total nonagricultural employment in the San Antonio metropolitan area grew by 2,300 jobs during the month of August 2007. For the entire 12 months ended in August, San Antonio employers added 14,400 jobs for an annual growth rate of 1.8 percent. Education and health services added 1,200 jobs during the month, while government employers added 800 jobs. The leisure and hospitality sector lost 600 jobs while the information sector lost 100 jobs during the month of August. The trade (which includes retail), transportation and utilities sector added 900 jobs in August and the financial activities sector added 100 jobs in August. For August, the unadjusted unemployment rate of 4 percent is lower than the 4.6 percent recorded in July. State and national unemployment rates for August were 4.2 percent and 4.6 percent, respectively. [San Antonio Business Journal]
San Antonio's unemployment rate fell to a seven-year low during the month of August, according to figures released by Alamo WorkSource. Total nonagricultural employment in the San Antonio metropolitan area grew by 2,300 jobs during the month of August 2007. For the entire 12 months ended in August, San Antonio employers added 14,400 jobs for an annual growth rate of 1.8 percent. Education and health services added 1,200 jobs during the month, while government employers added 800 jobs. The leisure and hospitality sector lost 600 jobs while the information sector lost 100 jobs during the month of August. The trade (which includes retail), transportation and utilities sector added 900 jobs in August and the financial activities sector added 100 jobs in August. For August, the unadjusted unemployment rate of 4 percent is lower than the 4.6 percent recorded in July. State and national unemployment rates for August were 4.2 percent and 4.6 percent, respectively. [San Antonio Business Journal]
Wednesday, October 3, 2007
Monday, October 1, 2007
Foreclosure Increase Slightly for Year - October Foreclosures Decrease!
Delinquent mortgages have led to a total 7,525 foreclosure filings over the course of this year in Bexar County, according to the latest report released by Foreclosure Listing Service Inc. (FLS).
The data is based on filings for real estate properties that are to be auctioned off on the steps of the Bexar County Courthouse. The figures are current as of Sept. 11, which was the deadline for filing foreclosure notices for the Oct. 2 auction.
The year-to-date figure of 7,525 filings marks only a 4 percent increase from the 7,235 foreclosure filings posted over the same period last year, the FLS report states.
The foreclosure filings encompass all types of real estate assets, including residential and commercial properties, vacant land and vacant residential lots.
As for what is on the plate at the October Bexar County auction, a total of 726 foreclosures filings have been posted for the upcoming event -- a 2 percent drop from the 711 filings posted for the October 2006 auction.
In the metropolitan area, FLS reports that there were 796 foreclosure filings for the upcoming October auction. That figure marks a 2 percent decrease from the 809 postings for the October 2006 auction, FLS adds.
The San Antonio metropolitan figures include foreclosures in three counties -- Bexar, Comal and Guadalupe. October 2006 figures for the three-county region were not available.
Carving out figures for residential foreclosures for Bexar County, a total of 641 postings were filed for the upcoming October auction -- virtually unchanged from the 639 postings reported last year.
For the San Antnonio metropolitan area, a total of 697 residential postings were recorded for the October auction -- down 1 percent from the 701 filings last year, FLS reports.
While any sign of a slowdown in the foreclosure rate is welcome news, San Antonio may not be out of the woods yet, according to FLS President George Roddy Sr.
"In San Antonio, the foreclosure pace may be slowing for a moment, but the road is still very long," says Roddy, who points out that, on average, the mortgages being foreclosed on now date back to mid-2002.
"So without even considering the subprime factor in this equation, a tremendous amount of financing and refinancing has taken place during the last five years," Roddy continues. "That's a strong indicator that we will be dealing with this fall-out for at least four or five more years in San Antonio, if not longer."
The data is based on filings for real estate properties that are to be auctioned off on the steps of the Bexar County Courthouse. The figures are current as of Sept. 11, which was the deadline for filing foreclosure notices for the Oct. 2 auction.
The year-to-date figure of 7,525 filings marks only a 4 percent increase from the 7,235 foreclosure filings posted over the same period last year, the FLS report states.
The foreclosure filings encompass all types of real estate assets, including residential and commercial properties, vacant land and vacant residential lots.
As for what is on the plate at the October Bexar County auction, a total of 726 foreclosures filings have been posted for the upcoming event -- a 2 percent drop from the 711 filings posted for the October 2006 auction.
In the metropolitan area, FLS reports that there were 796 foreclosure filings for the upcoming October auction. That figure marks a 2 percent decrease from the 809 postings for the October 2006 auction, FLS adds.
The San Antonio metropolitan figures include foreclosures in three counties -- Bexar, Comal and Guadalupe. October 2006 figures for the three-county region were not available.
Carving out figures for residential foreclosures for Bexar County, a total of 641 postings were filed for the upcoming October auction -- virtually unchanged from the 639 postings reported last year.
For the San Antnonio metropolitan area, a total of 697 residential postings were recorded for the October auction -- down 1 percent from the 701 filings last year, FLS reports.
While any sign of a slowdown in the foreclosure rate is welcome news, San Antonio may not be out of the woods yet, according to FLS President George Roddy Sr.
"In San Antonio, the foreclosure pace may be slowing for a moment, but the road is still very long," says Roddy, who points out that, on average, the mortgages being foreclosed on now date back to mid-2002.
"So without even considering the subprime factor in this equation, a tremendous amount of financing and refinancing has taken place during the last five years," Roddy continues. "That's a strong indicator that we will be dealing with this fall-out for at least four or five more years in San Antonio, if not longer."
Three Nonverbal Keys to Negotiating
Three Nonverbal Keys to Negotiating
Pat Mayfield, for Yahoo! HotJobs
Whether settling a contract or nailing down salary terms, successful negotiators use nonverbal techniques to increase their power and enhance their impact on the outcome. Here are three focal points that will help build your negotiating power.
The Power of Body Language
Using body language is as important as reading body language. Practice these guidelines until comfortable. The power standing position is: feet slightly apart and planted to the floor; shoulders comfortably back; neck straight, not tilted; stomach in; and arms comfortably by your side. Also use this stance when entering a room, except walk with a comfortable stride -- not too slow and not too fast.
Posture and Stance:
Stand or sit up straight. Don't slouch or lean against anything.
When seated, place both feet flat on the floor, not crossed or tucked under the chair.
Lean forward to exude energy, or lean back to appear more relaxed.
Don't cross your arms across your chest as a defensive move.
Hands:
Don't touch your face or cover your mouth.
Don't touch the other party except for the handshake.
To increase trust, keep both hands out in the open, not in your pockets or under the table.
Do not grip your hands or clasp in the prayer position.
The Power of the Eyes
Most people show their true feelings through their eyes. To build confidence:
Do:
Make direct eye contact with everyone involved.
Smile comfortably with your eyes as well as your mouth.
If possible, watch the pupils of their eyes. Pupils dilate when they see something they like.
Don't:
Stare or glare.
Look away when someone is talking to you.
Roll or rapidly move your eyes.
Blink often. The more a person blinks, the less he or she is trusted.
External and Internal Power
External power is having a strong appearance. If the negotiation is on your turf, your work area is part of the external power. Internal power is having genuine confidence.
Why are these types of power so important? Because if your external appearance or internal attitude turns off the other party, you may never get them to agree with you.
To increase external power:
Keep the negotiating environment appropriate to the situation.
Be dressed and groomed appropriate to the situation.
Speak slowly and clearly, and project with a strong full voice. The other party must be able to hear and understand you before you can get what you want.
Lower your voice tone to avoid a weak, high-pitched tone.
Be courteous.
To increase internal power:
Practice a mock negotiation several times. Practice is the best-kept secret of great negotiators.
Be thoroughly prepared. Know what you want and what you will give. Predict what the other party will want and will be willing to give.
Have everything you need with you to keep from getting flustered.
Truly believe in yourself.
Pat Mayfield is the president of Pat Mayfield Consulting, LLC, based in San Francisco and Pleasanton, California. She specializes in sales and marketing solutions, working with companies of all sizes.
Pat Mayfield, for Yahoo! HotJobs
Whether settling a contract or nailing down salary terms, successful negotiators use nonverbal techniques to increase their power and enhance their impact on the outcome. Here are three focal points that will help build your negotiating power.
The Power of Body Language
Using body language is as important as reading body language. Practice these guidelines until comfortable. The power standing position is: feet slightly apart and planted to the floor; shoulders comfortably back; neck straight, not tilted; stomach in; and arms comfortably by your side. Also use this stance when entering a room, except walk with a comfortable stride -- not too slow and not too fast.
Posture and Stance:
Stand or sit up straight. Don't slouch or lean against anything.
When seated, place both feet flat on the floor, not crossed or tucked under the chair.
Lean forward to exude energy, or lean back to appear more relaxed.
Don't cross your arms across your chest as a defensive move.
Hands:
Don't touch your face or cover your mouth.
Don't touch the other party except for the handshake.
To increase trust, keep both hands out in the open, not in your pockets or under the table.
Do not grip your hands or clasp in the prayer position.
The Power of the Eyes
Most people show their true feelings through their eyes. To build confidence:
Do:
Make direct eye contact with everyone involved.
Smile comfortably with your eyes as well as your mouth.
If possible, watch the pupils of their eyes. Pupils dilate when they see something they like.
Don't:
Stare or glare.
Look away when someone is talking to you.
Roll or rapidly move your eyes.
Blink often. The more a person blinks, the less he or she is trusted.
External and Internal Power
External power is having a strong appearance. If the negotiation is on your turf, your work area is part of the external power. Internal power is having genuine confidence.
Why are these types of power so important? Because if your external appearance or internal attitude turns off the other party, you may never get them to agree with you.
To increase external power:
Keep the negotiating environment appropriate to the situation.
Be dressed and groomed appropriate to the situation.
Speak slowly and clearly, and project with a strong full voice. The other party must be able to hear and understand you before you can get what you want.
Lower your voice tone to avoid a weak, high-pitched tone.
Be courteous.
To increase internal power:
Practice a mock negotiation several times. Practice is the best-kept secret of great negotiators.
Be thoroughly prepared. Know what you want and what you will give. Predict what the other party will want and will be willing to give.
Have everything you need with you to keep from getting flustered.
Truly believe in yourself.
Pat Mayfield is the president of Pat Mayfield Consulting, LLC, based in San Francisco and Pleasanton, California. She specializes in sales and marketing solutions, working with companies of all sizes.
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