When Clients (Sellers or Buyers) Want You to Negotiate YOUR Fee to Seal THEIR Deal!

I’ve talked about agents caving in when clients suggest that the agent cut their fees so that the deal can go forward.

However, I continue to get asked by agents how to best address this issue.

Let’s start with your listing agreement. I can’t speak to all listing agreements, but I do believe that most have specific terms for the role of the broker/agent regarding payment of the real estate fee.

The language indicating the terms under which the seller is willing to pay you is: Continue reading

When Callers Expect You To “Drop and Run”

I’ve gotten a few emails from people asking for a little more detail on how NOT to let buyers run their business.  So, here you go…

Opportunities for agents to teach buyers the difference between them and their competition are presented all of the time.  The problem is that most agents don’t recognize the opportunities nor do they know how to take advantage of them.

So, here’s one of the ideas that may help you take Continue reading

How Do You Structure Your Listing Presentation?

If your listing presentation is a “dog and pony show” you are so behind the times.  What do I mean by “dog and pony show?” If your presentation starts out with bragging about you and your company; that’s a dog and pony show presentation.

Keep the presentation focused on why they called.  Did they ask for someone to come over and talk about themselves or was it more like “I want someone to tell me what my house is worth.”

So, what are you to do?  Simple … Continue reading

Who is running your business?

The phone rings in a real estate office and before you know it the duty agent is running out the door to show a property.  Now, mind you the agent has never met the person on the other end of the call.  All the agent knows is that the person is breathing and wants to look at a specific house NOW!  Of course, when the agent arrives they learn that the house is priced beyond the potential price range of the so-called buyer.  Moreover, the buyer has not been pre-approved and they don’t want to schedule an appointment to look at other houses.  However, they do want the agent to send them listing updates.  What price range?  Oh, between $400,000.00 and $700,000.00 even though they have not been Continue reading