InsuranceNewsNet Magazine December 2011 : 15

NEGOTIATING WITH POWER | FEATURE the planning sessions about the buyers And in an instant, the negotiation FELDMAN: Do you have any strate-and the sellers. They know what each changes; you can see it in the buyer’s gies to build credibility quickly when side’s negotiating range is. So they know face. What was an outrageously low pro-you first meet somebody to set up your what the buyers are going to offer and posal a moment ago now becomes doable. negotiations? they know what they’re prepared to go They’re thinking, “Well, I don’t know. to as well. Maybe we’re not as far off as I thought DAWSON: Well, you’ve got to consider And they’ll see the buyers make the we were. Let’s hang in. Let’s be tough when you’re meeting for the first time proposal to the sellers, and they know negotiators.” that they’re going to expect you to say, these buyers think this is an outrageously So what I teach is that any time the “I’m the greatest thing that ever came low offer. They barely have the nerve to other side asks you for concession in the down the pike. You’re so lucky to be deal-present it. They think they’re going to negotiation, you flinch. You react with ing with me, I can’t believe it.” You know, get laughed out of but what their attitude the room the min-is, the buyer’s attitude “ I THINK OF NEGOTIATING AS THE ART OF ute they do. But, is, “Well, yeah, I know to their surprise, NOT HAVING TO MAKE REAL CONCESSIONS.” you believe that, but they make a pro-who else believes that? posal and the sellers don’t appear to be shock and surprise that they would have Give me some evidence that there are that shocked. the nerve to ask you for that. Because, other people out there that believe that.” They thought the sellers were going to very often, people in a negotiation will So I think that a presentation binder say, “Wait a minute—you want us to do ask you to do something and they really full of references from people—and the what? No. You’ve got to be out of your don’t expect you to do it. They’re throw-more famous they are, the better off you mind. We’re not going to do that.” But ing it out to see what your reaction will are—is a very critical part of building instead, the seller’s response is much be. And if you don’t appear to be too belief. more measured—they’re calmly saying, shocked or surprised by that, all of a sud-And I’m concerned that in the insur-“Well, no, I don’t think we’re prepared to den they start thinking, “Well, maybe I ance agency, people might think that’s go that low.” will get them to do that.” old hat—you know, laying this out in THE ULTIMATE TAX REVIEW KIT FOR ADVISORS Reveal Tax Savings and Income for Your Clients. Uncover New Sales Opportunities for Yourself. In Your Free Copy of “Reducing Your Tax Burden” You’ll Receive: • Point-of-Sale Guides • Tax Overlay Sheets pinpoint potential sales opportunities • “Are You Paying More in Taxes Than You Need” Client Guide • Dramatic Visual Tool that Shows the Power of Tax Deferral • Step-by-Step Appointment Setting Instructions • Sample scripts, direct mail lead samples, client letters • “How to Read a Tax Return to Uncover Sales Opportunities” – a Guide for Advisors This might be the most resourceful and lucrative sales tool you come across all year! To order your own free copy, visit www.ReduceTaxesToolkit.com complete the form and receive your free copy while supplies last. December 2011 InsuranceNewsNet Magazine 15

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