NAR Education Matrix

Client Negotiations: Unlocking Hearts vs. Locking Horns!

In today’s customer-driven environment, successful REALTORS® must position themselves as trusted advisers who provide outstanding service geared towards clients’ individual needs. Interest-based negotiation is a strategy that can help you develop more effective client relationships, beginning with your first client contact, continuing through the transaction process, and extending into post-transaction follow up. Through interest-based negotiation, you can solve client problems, earn client trust, and encourage repeat and referral business through increased customer satisfaction.

This course will teach you skills for identifying and addressing clients’ underlying interests. Through real world scenarios and exercises, you will learn how to uncover client interests during buyer and seller intake, adapt to clients’ evolving interests during the transaction process, and use interests to maintain connections with past clients.

Residential Real Estate Council (RRC)
Course Length:   
2 hours
Available Online:   
Additional Information:   
This course counts as 2 credits toward the CRS Designation.

To take the online course go to Center for REALTOR® Development

Designation or    Certification:   
This course can be credited towards the following designations or certifications:

Contact Information:

Web Site:
Education Page:    
CRS Course Page