By Michael Lee
Because of the becoming probability of discounted genuine property prone and on-line festival, the variety of actual property transactions accomplished by means of conventional execs is losing each year. as a result, genuine property execs at the present time are discovering that the fundamental companies of the earlier not are adequate to assuage the savvy buyer attracted to procuring or promoting a home.
The ordinary fee expense dropped sixteen% from 1991 to 2004 based on analyst actual developments. in simple terms these brokers who find out how to justify their commissions might be paid what theyвЂ™re worthy. In 111 how you can Justify Your fee , writer, genuine property dealer, and speaker Michael D. Lee hands genuine property execs with new tools of including worth to their providers with out compromising their livelihoods. utilizing advice, anecdotes, charts, and figures to stipulate a confirmed approach, this advisor offers functional, tangible, and easy-to-follow steps that upload large price to a true property company, permitting actual property pros to stick aggressive in an evolving undefined.
Read Online or Download 111 Ways to Justify Your Commission: Value-Adding Strategies for Real Estate Agents and Brokers PDF
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Extra info for 111 Ways to Justify Your Commission: Value-Adding Strategies for Real Estate Agents and Brokers
Why didn’t my house sell? • What will you do differently from my previous agent? • What price should I put on my house? • What can you do to assure me that my house will sell this time? • Haven’t all the buyers seen my house already? An FSBO who is considering listing with you will probably ask these questions: • What can you do that I haven’t already done myself? indd 43 4/27/07 11:28:05 AM 44 111 Ways to Justify Your Commission • Why hasn’t my house sold yet? • Will you bring a buyer for two percent?
Don’t work with sellers or buyers who don’t respect your boundaries. Having your boundaries violated over and over will wear you out. Don’t work with buyers who won’t sign a Buyer-Broker Agreement with you. Don’t stop adding to your to-don’t list. Just like a to-do list, your to-don’t list should be prioritized. Which things should you stop doing immediately that would have the most positive impact on your business? indd 22 4/27/07 11:28:03 AM Establish Value 23 14) RELATE YOUR VALUE TO SOMETHING CLIENTS CAN UNDERSTAND The only time people question the value of a service is when they really can’t see what it’s worth to them.
The fact is, the talker does not control the conversation. As most salespeople know, asking a question controls it because any time a question is asked, the other party must stop talking, think, and then respond. Asking a question has many other advantages. It brings the client into the process. When she answers it, she feels that she is making a contribution. And you are giving her the impression that you really care about what she has to say and that you want to meet her needs. All of this inspires faith and trust, and it builds considerable rapport.
111 Ways to Justify Your Commission: Value-Adding Strategies for Real Estate Agents and Brokers by Michael Lee