Dear Friends,
I would like to share a conversation and experience that I recently had with a real estate Broker.
I was sitting in his office about to begin our weekly coaching / consulting session when one of his agents "Tara" walked in.
Tara said she had a great property that she had just finished a listing presentation on, and the home owner wanted her to drop the commission.
The Broker in no uncertain terms said NO.
I would like to share a conversation and experience that I recently had with a real estate Broker.
I was sitting in his office about to begin our weekly coaching / consulting session when one of his agents "Tara" walked in.
Tara said she had a great property that she had just finished a listing presentation on, and the home owner wanted her to drop the commission.
The Broker in no uncertain terms said NO.
Tara began to explain all the reasons why they should cut their commissions.
The market...
The competition...
The area...
The house...
We have all heard or given the reasons before.
The conversation between the Broker and Tara got heated, then the Broker looked at me and said "What do you think?"
This in my Tip for today and what I said to them.
Your sales force and your customers may scream that you need to lower your commission.
It's not true.
YOU DON'T NEED TO LOWER YOUR COMMISSION
YOU NEED TO INCREASE YOUR VALUE!
If people don't want to pay, it's because you're not delivering enough value for the money you're charging.
You're not selling a commodity unless you want to.
As we teach in our 5 Step Sales Process Workshop, If you have a customer or client that wants you to lower your commission, Stop and go back and establish the value for your solution to their problem.
It's that simple, increase the value of what you are offering and you can increase your rate of pay.
The market...
The competition...
The area...
The house...
We have all heard or given the reasons before.
The conversation between the Broker and Tara got heated, then the Broker looked at me and said "What do you think?"
This in my Tip for today and what I said to them.
Your sales force and your customers may scream that you need to lower your commission.
It's not true.
YOU DON'T NEED TO LOWER YOUR COMMISSION
YOU NEED TO INCREASE YOUR VALUE!
If people don't want to pay, it's because you're not delivering enough value for the money you're charging.
You're not selling a commodity unless you want to.
As we teach in our 5 Step Sales Process Workshop, If you have a customer or client that wants you to lower your commission, Stop and go back and establish the value for your solution to their problem.
It's that simple, increase the value of what you are offering and you can increase your rate of pay.
Thanks for spending 3 minutes with me.....
the best is yet to be!
On Your Team.
Jeffrey Stanton
Your Trusted Advisor For Life
One of the fastest ways to build a successful referral based business is by training. Now, with me, I like to invest significant time immersing myself in training, while some people prefer to take it in bite-size chunks. Whatever your preference is, now is the best time to contact me.
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