● First thing would be focusing on the Client's needs. I have several options that I can present to a seller depending on what it is that they want to accomplish and what their time frame is for doing so. After that it would be Marketing then my success. ● Focusing on the sale's price, listing a home at a fair market value, along with professional photographs, great property description, accessible showing instructions, play a huge role into getting the listing sold. It all starts with listing it at a fair market value, everything else follows. ● Asking a lot of questions about what they like about their house, what they are worried about the house, how their past real estate experiences have been. Then marketing, then my track record then my team, then price. Q5: How do you overcome the “Will you lower your commission?” or “Another agent said they would lower their commission, so will you?” objection? ● I ask them if their boss asks them to work for less. I also explain the marketing we do in our office and its costliness. ● No. Sorry, I am more valuable. Again, I've demonstrated VALUE in every aspect of my interaction, presentation, demeanor. If I have done a good job, they should want to spend more to get my services. ● You can probably find another agent to lower it even further, but to me, that’s not effective negotiating. If they’re willing to lower their own personal income, what does that mean about what they’ll do with your potential income? ● If an agent is unable to negotiate his/her full commission, how are they going to negotiate the best price for the sale of your property? ● We don't negotiate our commission, and we will be just as determined when it comes to negotiating their sale. ● I suggest they be wary of weak agents who cannot justify their commission, as they will also be weak in justifying the owner's list price. ● I say as a professional real estate agent, we do not lower our professional fee. If there is something in our marketing plan they would like for us to not do, then I might consider reducing the price, but it will also reduce the likelihood of the house selling faster… ● The other agent has already demonstrated his negotiation skills by giving up his money. What do you think he’ll do when it comes to YOUR money?
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