How To Defend Your Commission: Exact Questions For Buyers - Exact Answers To Validate Your Value

di Shelly Lanich (Autore)

William Walls (Autore)

Echelon Publishing, 2024

HOW TO DEFEND YOUR BUYING COMMISSION This has become the number one topic in real estate due to the outcome of legal cases challenging the fees real estate agents charge for their services. You need a method to show prospective clients why they need to hire you, and the value you bring to the transaction. You need to get paid for all the hard work do have done to become a real estate agent. You can defend your commission by demonstrating your knowledge that they need, is useful, and required to achieve their goal of homeownership. OUR APPROACH Let's get right to the point. Our approach to defending your commission is to pose questions to your prospective buyers on topics that demonstrate your knowledge and understanding of the buying process. Unless a potential buyer says "I didn't know that" or "I never thought of that," then don't include it as content that you think can help you get a buyer. You need to be original, and you need to demonstrate value. Knowing how to convince a potential buyer that your services are worth the commission you charge, is the key to getting business. THE QUESTIONS We have chosen the most critical questions that a buyer must know and will ask sooner or later. Your approach. Be proactive. Be proactive to who? How do you attract buyers? Easy. With knowledge. Remember this school yard rhyme: "I know something you don't know." This applies to nurses, lawyers, first responders, doctors, electricians, roofers, pilots, mechanics, and the list goes on and on. Each one of these occupations has value because what they do requires skills that most of us do not possess. A Realtor does not always show their value to a buyer. A buyer sees a Realtor show them a property and then pass them on to the title company to keep a contract alive. Perception is reality, and you have to make that change. THE SOLUTION Defend your commission by validating your value. What does that mean? Pose questions to prospective buyers as a way to show them there are things you need to know, and I can get you answers that are so valuable, you will see I am worth every bit that I am asking for in compensation. Don't give out information, pose questions instead. We have assembled an entire checklist of real topics that buyers must tackle but they don't know they even exist. In the new normal, the buyer may have to pay for your services as a buyer's rep on their own. You now have an entire checklist of vital, critical, essential questions that buyers need to know to be prepared for the buying process. This is the easiest way to stop objections before they ever start. If you give someone an entire checklist of topics they need to know, they will immediately think whoever gave me this list, is the person who knows things I need to know. That creates value. Your commission price only becomes an objection in the absence of value. The more you tell people about the buying process that they don't know, the easier it becomes to validate your cost. As you learn more about real estate or come up with things to know about your specific region, you can grow this list and keep using it to attract more and more buyers as time goes on. This 93 question checklist is unmatched. These are not questions you find on the Internet. These are actual questions real buyers will ask you, and you need to have the right answer. You now have a way to attract buyers, and best of all, you can successfully defend your commission when others are frantically trying to think of what to say when asked, "why should I pay you for your services?"

• Autore: Shelly Lanich, William Walls
• Anno edizione: 2024
• Editore: Echelon Publishing
• Formato: EPUB2 con DRMFREE
• Compatibilità: Tutti i dispositivi (eccetto Kindle)
• Layout: Reflowable
• EAN: 9798986096377

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