Last week I added more letters of the alphabet to my credentials as a Colorado Springs CO Realtor after attending a course taught by Oliver E. Frascona, Esq.  Essentially, I became a Certified Negotiation Expert.

I figured it was an opportunity to dust off some of my older negotiating routines (though these have been effective) and to brush up on my listening and negotiation skills.

One particular point tickled my ears during the symposium, which I have always ascribed to in my Colorado Springs Real Estate practice.  Oliver Frascona basically said (paraphrased), “People buy with their hearts first then they process things in their head…People can’t by with their heads first, then their hearts.”

Of course, this isn’t demeaning against the analytical buyer or the numbers-cruncher who purchases investment properties.  Simply, most buyers who are purchasing residential properties for their own primary residences have to connect with their home purchases first, then figuring out the financing usually follows.

I’ve found this to be true throughout my career.  In fact, a very dear family gave me a plaque after their closing that reads, “It’s a rare person who can take care of hearts while also taking care of business.” I love my clients!

Even in these times of short sales and foreclosures, I think it is still very important to fully connect with your buyers to empower them about prudent decision-making.

Feel free to contact our Realtors in Colorado Springs at Selley Group Real Estate, LLC:  2139 Chuckwagon Rd, Ste 210 – Colorado Springs, Colorado 80919 – 719. 598. 5101

Portions of this article are written by Gordon, as framed by the expressed opinions of Cherise, but not proofread.