Negotiation Tactics: The Three Tools Every Entrepreneur Should Know with Dr. Shannon Wildman

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How does a former college professor with a doctorate in education navigate a sudden career change to become a successful real estate agent? Dr. Shannon Wildman joins Garrett Hammons and Nolan Clay Rogers to share her remarkable journey and the negotiation wisdom she's gathered along the way.
Shannon's path to real estate began with a serious medical crisis when her boyfriend needed emergency open heart surgery after a tooth infection spread to his heart. Facing mounting medical bills while teaching college, a colleague suggested real estate as a potential side income. Despite initial skepticism, Shannon discovered not only financial opportunity but genuine passion in helping clients navigate one of life's most significant transactions.
Drawing from her teaching background, Shannon breaks down three powerful negotiation tools that apply across industries: mirrors (repeating the last few words someone says with an upward inflection), labels (acknowledging emotions to encourage openness), and dynamic silence (the strategic use of quiet after making a proposal). This last technique proves particularly challenging for most people—Shannon shares how she once maintained silence for nearly five minutes during a negotiation before the other party finally agreed to move forward.
Perhaps Shannon's most valuable business lesson came from learning when to walk away. Early in her career, she felt personally responsible for ensuring every contract closed. Over time, she realized that not all deals should go through, particularly if they don't serve her clients' best interests. By understanding clients' true needs versus wants, Shannon can evaluate whether a transaction genuinely serves their goals or if letting go is the wiser choice.
For anyone considering a career pivot, Shannon offers living proof that professional reinvention remains possible at any life stage. Having started her real estate career in her forties, she emphasizes that finding work you love brings fulfillment that transcends age barriers. Connect with Shannon at 405-436-5642 or ninenorth.com for real estate guidance, especially if you're a first-time homebuyer or investor looking to enter the market.

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Podcast is produced by Hammonds Media. For assistance with you digital marketing needs, visit https://www.hammondsmedia.com

Chapters

1. Negotiation Tactics: The Three Tools Every Entrepreneur Should Know with Dr. Shannon Wildman (00:00:00)

2. Meet Your Hosts and Guest (00:00:12)

3. From Professor to Real Estate Agent (00:03:18)

4. Three Essential Negotiation Tools (00:08:20)

5. Learning to Let Deals Go (00:14:03)

6. Finding Passion in Real Estate (00:18:10)

7. Connect with Shannon Wildman (00:25:52)