News

Use Your Expertise to Justify the Commission

In part one of a three-part series, learn how to explain to prospects and clients that your specific real estate knowledge is worth the money they’ll pay for your services.

Everyone wants to feel appreciated, and you’re no different. You want your clients to see the value you bring to the transaction, but many real estate professionals are timid about tooting their horn to prospects and clients. You don’t want to come off as self-important, but you do want to educate customers about what you do—and most importantly, why you’re worth a commission check. Particularly in this digital age, where face-to-face communication is becoming scarcer, you might hear some of these aggravating comments:

  • “You made what off the sale of that home? It must be nice to ride around all day and make money.”
  • “I can save a lot of money if I don’t use an agent. That’s 6 percent more cash in my pocket. How hard can it be?”
  • “You can show me some homes, but I’m not going to sign an exclusive agreement with you. I’ll work with whoever brings me the best deal.”
  • “I’ll consider using you to sell my home if you’ll cut me a break on the commission.”

You know all the reasons you’re valuable, but this list is a resource you can provide customers. It’s part one of a three-part series designed to help you bust common misconceptions about your profession, drawn from our book, 31 Reasons Your Real Estate Agent Is Worth Their Commission. We’ve grouped our points into three value-building categories, beginning with knowledge.

Read the full story @ http://realtormag.realtor.org

MAY 2018 | BY TONYA EBERHART AND MICHAEL CARR