By Michael Lee
As a result of the growing to be risk of discounted actual property providers and on-line pageant, the variety of actual property transactions accomplished by means of conventional execs is shedding each year. consequently, genuine property pros this day are discovering that the fundamental providers of the prior not are adequate to assuage the savvy buyer attracted to procuring or promoting a home.
The regular fee fee dropped sixteen% from 1991 to 2004 based on analyst genuine traits. basically these brokers who how to justify their commissions should be paid what theyвЂ™re worthy. In 111 how you can Justify Your fee , writer, actual property dealer, and speaker Michael D. Lee hands genuine property pros with new tools of including price to their providers with no compromising their livelihoods. utilizing counsel, anecdotes, charts, and figures to stipulate a confirmed method, this advisor presents sensible, tangible, and easy-to-follow steps that upload large worth to a true property company, permitting genuine 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
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.
Don’t work with sellers who think their two-bedroom, one-bath house is the Hearst Castle. Don’t work with sellers whose houses are infested by termites, yet they still want top dollar. Don’t let your business be limited by other agents’ limited thinking, especially if these are the people pulling down a whopping $12,000 a year. Don’t hang around with negative people who can brighten any room simply by leaving it. Don’t hang around with unsuccessful people. They will not pass on to you a winning mentality.
Problem: The personal property the seller leaves behind may not function properly. Solution: The agent for the buyer should negotiate a clause that covers repairs or have the seller provide a home warranty plan that would cover this issue. Recall all of the transactions you’ve had and what problems regularly occurred. You’ll find they tend to happen over and over again. indd 47 4/27/07 11:28:06 AM 48 111 Ways to Justify Your Commission occur, which can protect your client. If you have solutions for these issues before they come up, you will look like a genius, and it will make the transaction go a lot smoother.