Thursday, July 10, 2008

Lowering your Commission?

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.
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.



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.

If you have found this tip useful, please share it with any friends, family, colleagues and associates who you think will be interested. Feel free to print it (with credit and subscription information) and continue to enjoy the tips. I am always grateful for any comments, criticisms or other feedback that you may have. Please send them to

No comments:

Legal Stuff

CNE is a registered tradmark of Negotiation Expertise,LLC Your Professional Development and the information contained in/om , www, is the sole property of Jeffrey Stanton. the information contained is opinion only and should not me taken as legal or profesional advice. This website may not be duplicated whole or in part with out written permission.
This Site is not affilated with any othe web site and my contain links to outside web sites and is not responsible for other web sites content.

Certain statements contained on this blog may be deemed to be forward-looking statements within the meaning of the federal securities laws. The words “anticipate,” “believe,” “estimate,” “expect,” “project,” “plan,” “forecast,” “intend,” “goal,” “target,” and similar expressions identify forward-looking statements that are inherently subject to risks and uncertainties, many of which cannot be predicted or quantified. Actual results and the timing of certain events could differ materially from those projected in or contemplated by the forward-looking statements due to a number of factors, including, the effect of economic and market conditions including industry volumes and margins; the level and volatility of interst rates; the Company’s hedging strategies, hedge effectiveness and asset and liability management; the accuracy of subjective estimates used in determining the fair value of financial assets ; the credit risks with respect to our loans and other financial assets; the actions undertaken by both current and potential new competitors; the availability of funds from lenders and from loan sales and securitizations to fund mortgage loan originations and portfolio investmetns; the execution of growth plans and ability to gain market share in a significant market transition; the impact of disruptions triggered by natural disasters; the impact of current, pending or future legislation, regulations or litigation. The statements here are not offeres to extend credit as defined by Regulation Z. Rates, Programs, & Availability of Credit is subject to change

Jeffrey S Stanton
DRE ID # 01865119