Download 111 Ways to Justify Your Commission: Value-Adding Strategies by Michael Lee PDF

By Michael Lee

ISBN-10: 1427754705

ISBN-13: 9781427754707

A result of growing to be possibility of discounted actual property providers and on-line festival, the variety of genuine property transactions accomplished through conventional pros is shedding each year. for that reason, actual property execs this day are discovering that the fundamental providers of the previous now not are adequate to assuage the savvy client attracted to paying for or promoting a home.

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The typical fee price dropped sixteen% from 1991 to 2004 in keeping with analyst genuine developments. purely these brokers who how to justify their commissions might be paid what they’re worthy. In 111 how one can Justify Your fee , writer, actual property dealer, and speaker Michael D. Lee palms genuine property pros with new equipment of including price to their prone with no compromising their livelihoods. utilizing information, anecdotes, charts, and figures to stipulate a confirmed procedure, this consultant offers sensible, tangible, and easy-to-follow steps that upload great worth to a true property company, permitting actual property pros to stick aggressive in an evolving undefined.

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Extra info for 111 Ways to Justify Your Commission: Value-Adding Strategies for Real Estate Agents and Brokers

Sample text

What costs will I incur in the sale of my house? • What are the tax consequences? • What can I do if my house is worth less than what I owe on it? An owner whose listing has expired and is considering relisting might ask the following questions: • Where were you when my house was on the market? • 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?

Safe alternatives: agreement, paperwork - Trigger word: payment (“Your monthly payment will be…”) Safe alternatives: investment, obligation - Trigger word: home (To seller: “When I sell your home…”) Safe alternatives: house, property On the other hand, you can make trigger words work for you to bring your clients to the decision they really ought to make. For example, sellers do not want to lose a qualified buyer. ” Sample trigger words to put a deal together could be forfeit or waste. In both of these cases, you can see how just a slight change in terminology alters the entire tone of a conversation.

Indd 39 4/27/07 11:28:05 AM 40 111 Ways to Justify Your Commission In all of these cases, take what was meant to be a delaying tactic and use it as motivator. 23) DO WHAT YOU DO BEST, HIRE OUT THE REST To maximize your value you must spend the majority of your time doing what you do best—talking face-to-face with clients. If you throw your real skills away by wasting time on paperwork, flyers, or office cleaning, you are not exactly maximizing your value. The only job that directly generates income is spending one-on-one time with clients.

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