Real Estate Negotiation Mastery: Tactical Influence & Behavioral Profiling

Read any client’s style, defuse objections with tactical empathy, and use proven phrases to negotiate with confidence.
About this Event

Great negotiators don’t win by pushing harder. They win by understanding people. Join Ed Aponte for a practical, script-driven class that combines three proven frameworks to help you read clients, lower resistance, and guide conversations toward a yes.

Drawing from Versatile Selling, Chris Voss’s Never Split the Difference, and Phil M. Jones’s Exactly What to Say, Ed will show you how to adapt your approach to every personality and handle the toughest moments in real estate, from commission objections to price reductions.

In this class, you’ll learn how to:

• Identify the four DISC styles (Dominant, Influential, Steady, Compliant) and adapt your pace, focus, and vocabulary to each one
• Use mirroring and labeling to uncover what clients really mean and calm emotional reactions
• Run an “Accusation Audit” to address objections before your client raises them
• Ask “No”-oriented questions that make clients feel safe and in control
• Use magic phrases that remove pressure, spark curiosity, and frame choices in your favor
• Match the right script to the right client in common scenarios, including commission objections, fear of a market shift, listing presentations, and price reductions

You’ll leave with ready-to-use scripts and at least one tactic you can apply the same day to negotiate with more confidence and win more business.