Holding a High Fee

Buying a house is an emotional decision, and never more so than now. What plans do you have in place to get your clients moving within the current guidelines around social distancing, and how do you intend to increase profits? In this session, Phil will show you how you can not only hold high fees but also look to increase them. Phil understands how people buy emotionally but justify logically and he will show you what you can do to ensure these two opposing drivers can be overcome in order to close the deal. Finally, he'll show you how your use of language can help you influence behaviour in the long-term, and in your favour.

In this session you'll look at

• The triangle of Efficacy, Time and Cost 
• The seven psychological R.E.A.S.O.N.S. people buy 
• Basic, Better, Best, the ‘endowment effect’ and the ‘compromise effect’ 
• Negotiation – and the real meanings of ‘Value’ and ‘WIN-WIN’
• Five proven techniques to save money and make money 
• The final ‘Killer Questions’ that allow you to negotiate more successfully
• How to discount less, charge more and hold a high price
• The percentage fallacy in buying and selling 
• How words like ‘typically’, ‘realistically’, ‘currently’, ‘given’ and ‘yet’ change what people think.

Celebrated the world over for his ability to entertain and inspire, Philip Hesketh reveals powerful, life-changing techniques to persuade, influence and succeed in the workplace and in our personal lives. A successful business man, best-selling author, and one of the world’s most sought-after speakers, he has inspired audiences and clients in over 20 countries to increase sales, establish value to hold higher prices and control conversations building stronger relationships.