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

By Michael Lee

Because of the turning out to be possibility of discounted genuine property prone and on-line pageant, the variety of actual property transactions accomplished through conventional execs is losing each year. as a result, actual property execs this present day are discovering that the elemental companies of the prior now not are adequate to assuage the savvy customer attracted to paying for or promoting a home.


The standard fee price dropped sixteen% from 1991 to 2004 in line with analyst genuine tendencies. purely these brokers who find out how to justify their commissions could be paid what they’re worthy. In 111 how you can Justify Your fee , writer, genuine property dealer, and speaker Michael D. Lee fingers actual property pros with new tools of including worth to their companies with out compromising their livelihoods. utilizing information, anecdotes, charts, and figures to stipulate a confirmed procedure, this consultant presents useful, tangible, and easy-to-follow steps that upload large worth to a true property enterprise, permitting actual property execs to stick aggressive in an evolving undefined.

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Ask other professionals about the kind of training available for operating all the equipment. Make sure your website is regularly updated and ranks high with the search engines. Hire an expert in search engine optimization to assist you in assuring that the prospects who need your services are able to find you easily. While you ought to appreciate the ways that technology can improve your productivity, you should never use it as a crutch or excuse to avoid talking to your clients face-to-face. Technology is only a tool; real estate is still about building relationships with people.

Don’t bother; clients know that you aren’t because no one is. ” Is that dumb or is that dumb? It put me under tremendous pressure to live up to the impossible standard I had set for myself. In less than a year I had developed an ulcer. The final straw came about when, in the front seat of my car, I told some new buyers that I would give them a perfect transaction. Then I pulled out of the driveway and promptly turned in the wrong direction! You are better off making promises you can deliver than making glittering promises that you can’t keep.

Next, ask questions such as who, what, when, where, how, and why. This gently encourages the client to give you as much information as possible. Follow his answers with clarifying questions that get him to expand on what he said, to go even deeper into his thinking. All of this greatly improves communication and cuts down on misunderstandings down the line. After this, reflect on what you think you heard the client say. You can then say things that reinforce and support his thinking, which makes him feel even more secure that he chose you as his agent.

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