111 Ways to Justify Your Commission: Value-Adding Strategies - download pdf or read online

By Michael Lee

ISBN-10: 1427754705

ISBN-13: 9781427754707

A result of transforming into hazard of discounted genuine property providers and on-line pageant, the variety of actual property transactions accomplished through conventional pros is losing each year. consequently, genuine property pros this present day are discovering that the elemental providers of the earlier not are sufficient to assuage the savvy patron attracted to paying for or promoting a home.

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The ordinary fee fee dropped sixteen% from 1991 to 2004 in response to analyst actual tendencies. merely these brokers who the right way to justify their commissions can be paid what they’re worthy. In 111 how one can Justify Your fee , writer, actual property dealer, and speaker Michael D. Lee palms genuine property pros with new equipment of including worth to their providers with no compromising their livelihoods. utilizing counsel, anecdotes, charts, and figures to stipulate a confirmed procedure, this advisor presents useful, tangible, and easy-to-follow steps that upload super worth to a true property company, permitting genuine property execs to stick aggressive in an evolving undefined.

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Additional resources for 111 Ways to Justify Your Commission: Value-Adding Strategies for Real Estate Agents and Brokers

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Or at least a mind reader. Actually, it’s not really all that hard. ” Then prepare answers to the questions by asking more experienced agents how they would deal with them. For example, if you were a buyer, especially a first-time one, you’d probably want to know the following: • What’s the process of buying a home? • How does home financing work? • What’s in a purchase agreement? • Can I back out once I sign the purchase agreement? • How do I know the house is free from construction defects? • How do I know the house is free from pests?

This indicates that you are listening intently. Make good eye contact (unless there are indications that they are uncomfortable with it), sit upright and lean toward them, take notes as appropriate, and do not interrupt. All of this makes the other person feel that you are genuinely interested in what he has to say. People reveal a lot more to an interested party than to someone who is practically dozing off. Reinforce your listening with nonverbal communications such as smiling, gesturing, and nodding.

Indd 51 4/27/07 11:28:06 AM 52 111 Ways to Justify Your Commission But you earn that trust by who you are as much as by what you do. If you are a person of character who possesses qualities like honesty, scrupulousness, empathy, and backbone, then the client can comfortably rely on your overall integrity. Yes, of course you could fake it, but sooner or later people will see who you really are. Once this transaction is over, will they really come back to someone whose character they don’t respect?

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111 Ways to Justify Your Commission: Value-Adding Strategies for Real Estate Agents and Brokers by Michael Lee


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