Negotiating Short Sales...Achieve Confidence with Competence!
Presented by: Tom Hayman and Greg Markov
Topic: Tom Hayman, Co-founder of the Real Estate Negotiation Institute and Greg Markov, Co-founder of AZ Short Sale Experts will provide you with negotiation techniques that can be used to negotiate wih the sellers, buyers as well as banks. The techniques you will hear about will dramatically improve your short sale outcome but also can be applied to other aspects of your business.
Date: April 20nd, 2010 Time: 10-11 AM Pacific Time
Cost: $9.95
Registration: By toll free telephone to OnlineEd (866) 519-9597 or click here to enroll online.
Credit Hours: This is a no credit hour Webinar
The negotiating skills acquired include:
How to ensure your Seller receives the expert advice necessary to determine that a short sale is the proper course of action
How to understand the short sale process from pre-qualifying the seller to closing the transaction with the banks and buyer
How to plan for the following negotiations in the short sale:
Listing Agent with Seller
Listing Agent with Buyer’s Agent / Buyer
Buyer’s Agent with Listing Agent / Seller
Listing Agent with Seller’s lien holders (e.g. banks, mortgage insurance, etc.)
How to properly utilize and complete all forms required in the short sale
Tom Hayman, Co-Founder of the Real Estate Negotiations Institute
Tom’s most satisfying accomplishment during his time with The Procter & Gamble Company led to his current passion. “Helping others succeed at P&G gave me the greatest sense of purpose. I chose a real estate career after I retired from P&G because of my negotiation training and being able to help my clients. After a couple of years in real estate, I realized I could help even more people by offering negotiation training to agents across the country.”
After 3 years and over 7,500 agents trained by Tom’s Negotiation Expertise company, Tom and his new partner John Wenner founded the Real Estate Negotiation Institute to better serve the real estate industry. “Our goal is to become the premier negotiation training company in real estate. We want to train agents in world-class negotiation approaches and techniques, thus helping thousands of people around the world.”
Tom received his B.S. degree from the United States Naval Academy in 1971 and his M.S. degree from the University of Southern California in 1976. After graduating from the U.S. Naval Academy, Tom served 5 years in the United States Marine Corps as a Radar Intercept Officer in F-4 Phantom Jets.
After leaving the Marines, Tom joined The Procter & Gamble Company in September 1976. As a trained negotiator, Tom negotiated national and international contracts for chemicals, packing materials, commodities, wood pulp, manufacturing services, engineering services, travel, computers, new plants, and other supply chain areas. Tom spent four years in Japan as the head of the Far East Purchases organization (1990-1994), and traveled the Far East extensively. He retired from P&G in July 2001 after nearly 25 years as a professional negotiator.
While at P&G, Tom received negotiation training from the Karrass Institute, Harvard University, and The Wharton School, while also receiving economics training at Oxford University in Oxford, England. During his time with P&G, Tom authored several negotiation training courses and was responsible for negotiation training for the Global Strategic Sourcing organization.
Tom has been in real estate for nearly 7 years and has earned the ABR, CNE, CSSN, GHS, GRI, SFR and e-Pro designations and/or certifications. Tom has been interviewed by U.S. News & World Report, REALTOR® Magazine and REBAC, and has also been published in various real estate and negotiation publications.
Greg Markov, Co-founder AZ Short Sale Experts
Greg is the co-founder of the Phoenix Heritage Real Estate Group and AZ Short Sale Experts, along with Randy Kutz. Born in Moscow, Russia, Greg spent most of his youth there while occasionally summering with his grandparents working in Helsinki, Finland. Living in one of the largest cities in the world provided him with a cosmopolitan perspective and a unique understanding of fast paced business. Over the past 18 years, Greg witnessed the transformation of Phoenix into one of the fastest-growing cities in the nation. Greg offers a keen knowledge of the area, a successful real estate track record, and a shrewd business acumen. While in college, Greg studied International Business Management. He then helped build an educational software startup company from a garage to a corporate acquisition. With this background in IT and business, Greg is passionate about using the latest IT trends to deliver superior service, allowing his clients to experience the best success with their real estate transactions. In his free time, Greg is an avid traveler and sailor, and an internationally published photographer and writer.
In this very dynamic pre-foreclosure market, Greg and Randy are on the front line helping homeowners navigate the difficult and challenging path of Short Sales. Negotiating for nearly 200 clients and with over 50 banks on any given day, their foresight and subsequent success has gained them a great reputation in the industry as the go-to team for Short Sale solutions. In 2008, Phoenix Heritage Real Estate Group was named the #1 Top Producing Team among 3,400 HomeSmart agents. In addition to their work in "the trenches,” Greg and Randy teach continuing education classes on the topic of Short Sale transactions, and speak at numerous industry events. In 2008-2009, they taught over 3,500 real estate agents. They currently offer three different classes, including a six hour Short Sale Negotiation class, co-written with Tom Hayman, the President of Negotiation Expertise, a national negotiation training company.