NEGOTIATION MASTERY TIP Self Care MANAGING YOUR EMOTIONS


Stress Chemical Epinephrine JULIE HUTTON COM

SELF-CARE: Managing Your Emotions

Negotiations deal with rapid-fire change, chaos and uncertainty.

Negotiating for your clients produces a sense of responsibility in most agents/brokers for a successful outcome for your clients.

You KNOW how much they want to buy or sell their home. You want to help them be successful in this process.

Buying and selling a home is one of the highest stressful events for people to deal with. And it often represents their largest personal investment. This is high-stakes for your clients even if it more routine for you.

This can easily produce, in yourself and in your clients, feelings of high anxiety, worry, doubt and outright fear and, with that, often comes anger.

These emotions (fight or flight) have been proven by scientists to cause ‘stress chemicals’ to be produced in your body.

‘Stress chemicals’ released by the adrenal gland, cortisol and epinephrine, can, over time, suppress your immune system and put you at higher-risk for:

  • cancer,
  • heart disease,
  • osteoporosis
  • and lower your defenses against opportunistic illnesses.

(Think about it, how many agent/brokers do you know that have been diagnosed with cancer?)

This economic downturn has added additional anxiety and worry around financial security for many people, agents included.

So what can we do to HELP our clients and ourselves?

1. Constant communication with your client

  1. Keep them apprised of every move. People get anxious when they don’t know what is going on.
  2. Advise and educate about the options and possible outcomes, BUT make sure they are making the decisions. After all, it is their money, their home.

2. Manage your emotions with a HIGH DEGREE of professional detachment

  1. You need to come from a place of emotional ‘neutrality’ to all outrageous demands from your counterpart *
  2. While simultaneously holding a sense of positive expectation for a successful outcome
  3. AND doing everything within your power to create a favorable outcome.

3. Your emotions and communications set the tone for your clients.

  1. If you’re angry, they’ll be angry.
  2. If you’re worried, they’ll be worried.
  3. If you’re relaxed, they’ll be relaxed.

*If you are experiencing high anxiety during negotiations, seek out training and or counseling on stress reduction and cognitive (thinking) flexibility. Your life depends on it.

Hope this has been helpful!

-Classes authored and taught by Full-Time Broker and

Continuing Education Instructor WA Real Estate, Julie Hutton

Warmest, Julie

Julie Hutton

‘I would love to get one of your friends or family into their dream home!
Please call me if you know of anyone who it thinking of buying or selling a home.
I PROMISE to make you proud!’ – Julie

Realtor (R)
Sales & Marketing Specialist
Coldwell Banker Bain
8525 120th Ave NE, Ste 100
Kirkland, WA 98033
425-260-4440

Julie@JulieHutton.com
www.JulieHutton.com

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