Tony and Suzanne Marriott, Associate Brokers, Serving Scottsdale, Phoenix and Maricopa County AZ (BVO Luxury Group @ Keller Williams Arizona Realty)

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Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

Mr. Seller, my value is not based on what I can do, or what you authorize me to, but rather what--AND WHO--I KNOW.
This is actually a post that I have needed to write for a while.
(and i just did) 

Jan 02, 2018 11:07 AM
Kathleen Daniels
KD Realty - 408.972.1822 - San Jose, CA
San Jose Homes for Sale-Probate & Trust Specialist

How do you really know what your agent is saying to prospective buyers and other agents? The truth is ... you don't.  

There are plenty of discounters out there. The value I bring is in my knowledge and experience. What the experience tells me is that people get what they pay for. What I offer my clients is not a fast-food drive-through experience in listing a home for sale. My documented approach is proven to net sellers more money. The service I provide is priceless. My clients will attest to that. 

You are correct. Sellers do have the final say. What say you? Do you want cheap or do you want a seasoned professional to manage the sale of what may likely be your most valuable asset? 

Jan 02, 2018 11:29 AM
Mike Cooper
Cornerstone Business Group Inc - Winchester, VA
Your Winchester, VA Real Estate Sales Pro

I can't tell you what they would do, but I can tell you what I would do.

Jan 02, 2018 12:20 PM
Ken Jones Real Estate Advisor - Newark, NJ
Guidance & Training to Increase Productivity

Tony and Suzanne Marriott, Associate Brokers Agent Response: "While it's true that you (seller) have the last word, you also have to understand that if your agent doesn't fight for you in the sales contract negotiation and you refuse to sell, your agent is going to stop promoting your property using the excuse that you're unrealistic about the selling price."

The greatest concern a seller can have is that their listing agent isn't working to promote the sale of their property.

Another issue is the question: Are you buying experience or just shopping for an agent based on their fee? Because people usually get what they pay for.

Jan 02, 2018 11:06 AM
Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

When you work for less, the tendency is to do as little as possible.

Jan 02, 2018 11:02 AM
Nina Hollander
RE/MAX Executive | Charlotte, NC - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

What Candice A. Donofrio said. I don't discuss commissions until I've done my listing presentation. At the end of that, if they don't get why I'm worth what I ask for, I'd rather they go elsewhere. Interestingly enough, I'm virtually never asked to cut my commission once I've explained my value.

Jan 02, 2018 01:13 PM
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding and Marketing

"God go with you! We don't have the time."

Jan 02, 2018 12:42 PM
Gloria Valvasori, Accredited Senior Agent
REAL Experience | REAL Commitment | REAL Results!

Mr/Mrs. Seller, is about the value proposition I bring to the table, my extensive experience and knowledge, and my ability to negotiate the highest  price possible for your home.  What incentive would an agent have if they have to reduce their commission out of the gate?  Do you really think they are going to work hard for you?

Jan 02, 2018 11:48 AM
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

the seller is right on that one.... the agent can't give anyone's money away!!

a potential listing agent can say "NO" to a reduced commission...and if the listing presentation shows that it's worth the full fee, there's no discussion needed.... 

we have discount agents in our area, we never lose a listing to them.... you DO get what you pay for....

Jan 02, 2018 10:47 AM
Harry Norman, REALTORS® - Atlanta, GA
Associate Broker

You have many great answers here.

Jan 02, 2018 02:09 PM
Fred Griffin
Fred Griffin Real Estate - Tallahassee, FL
Licensed Florida Real Estate Broker

  This is my price; this is what I will do for you.  Sign here and let's get your house sold!

Jan 02, 2018 01:10 PM
Bob "RealMan" Timm
Alliance Real Estate - Minot - Minot, ND
Bob Timm, Broker Associate, Alliance Real Estate

Thanks for reposting a question that has been asked many times BECAUSE we all need to be reminded of our value. I think this question should be asked of us monthly.

Jan 02, 2018 01:31 PM
Bob Crane
Woodland Management Service / Woodland Real Estate, Keller Williams fox cities - Stevens Point, WI
Forestland Experts! 715-204-9671

You get what you pay for, and in 30 years of investing I would never work with an agent who was so desperate that they sold themselves out before the project even got started.

The Negotiations start long before the seller has the opportunity to make those decisions, with pricing, promotion, conversations with the other agents and many other ways.

Do you really want an amateur in charge of getting the best offer and the best deal on your property, or do you want someone with 30 years of negotiating great deals?

Jan 02, 2018 01:18 PM
Steve Penner
Royal LePage / Moneyledgers Software - Winnipeg, MB
REALTOR / Owner of Moneyledgers

... commission is "incentive"... so why make the "incentive" a "disincentive" by offering a low fee?

.. when the marketing, the price, and the incentives are in place the "money will flow" and agents will show up... and at the end of the day you have "more" net dollars not "less" ... fees are 1 of the 3 essential items.

... the last things you want is a bunch of grumpy agents showing your home.  We want them ALL in the property with bells on, showing the property enthusiastically.... it is a win win.

Jan 02, 2018 03:38 PM
Susie Kay
Ultima Real Estate - Plano, TX
North Dallas Specialist

Unfortunately in Dallas many people just look at the bottom line, which is the fee.  Only when they get into a situation and their realtor is not spending the time to assist them that they come to a realization how important a realtor service, time, and knowledge are.  I've had people calling me asking for suggestions but I'm not their agent and they complain their agent isn't there for them.

Jan 02, 2018 03:11 PM
Allie Angeloni
Long Realty - Oro Valley, AZ

Great replies below Tony and Suzanne Marriott, Associate Brokers, from Kathleen Daniels, Candice A. Donofrio, and Ken Jones, ASA, SCGREA.  I have heard of agents lowering their commission from sellers that we have talked to, as the sellers are very willing to share that information, when others do a Sales Presentation.      

Jan 02, 2018 10:15 PM
Debe Maxwell, CRS | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

What Candice A. Donofrio said. And, it's not even the 'price' that you're giving me to counter, it's the professional knowledge & data that I use in conjunction with your monetary counteroffer to make the negotiation POINT altogether.

Jan 02, 2018 09:46 PM
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

When human beings get into tight, unrehearsed spots, who & what they really are comes out along with all their considerations. I guarantee that if you squeeze someone going in, it will work against you when you need it not to. Pay someone well and they have to perform first to self and then others

Jan 02, 2018 02:50 PM
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

That question is like, 'Where do you point the hose ofter the house has burned down?"

The battle was lost when the agent implied 'won't fight for their commission therefore won't fight for you equity?" This is a LOSING strategy. And, to be blunt, is UNBELIEVABLE.

It is in essence an invalid question.

The agent knows 'What is the cost?" is one of the questions every owner has. The agent needs to establish their value during the presentation. A presentation that literally removes the question.

The presentation, encompassing the other four predictable questions, creates the trust needed so when the agent says, "Here are the questions I know you have, did I answer them completely?"

They say yes, and yes to the "Let's get started now." directive.

But, your question IS about the house burned down.

"I make the decisions!" declares the owner.

"You are right. So let's take a look at PPT #117. I'm sure you will understand then.'

Slide 117 shows the difference between FSBO sold price and MLS listed sold properties. "Ahhh, Hold on, I need to take this call!"

Jan 02, 2018 11:30 AM
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

There is a difference between dependency and reliance. I wouldn't take the listing because I have to depend on them on offers and no way I do that. If they are so smart then sell it themselves.

Jan 02, 2018 11:29 AM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker

Everyone knows what they are worth and what they bring to the table for that amount.

Jan 02, 2018 11:10 AM
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • Green • GRI • HAFA • PSC Los Angeles CA

haha, I like the question and visuals. Haha. That is the difference between a negotiator and someone who is just following instructions. 

Jan 02, 2018 10:19 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Tony and Suzanne Marriott, Associate Brokers - you are right, Candice A. Donofrio nailed it....

Jan 02, 2018 09:39 PM
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

You do make the ultimate decision but it takes partnering with an agent that has your best interests as their primary interest to get you to your goal. I don't compare my fees to other's fees nor my services to other's services. All I know is that I can get the job done. Period.  

Jan 02, 2018 03:21 PM
Jeanne Gregory
RE/MAX Southwest - Sugar Land, TX
The most important home I sell is YOURS!

Of course, Mr. Seller, the final decision is 100% yours in all negotiations.  However, having been in this business for a long time, I am able to see all the problems that might arise and you are paying for my expertise and past experience.  Agents run their businesses very differently, so I would just caution to you compare apples to apples before you decide on a Realtor. 

Jan 02, 2018 02:39 PM
Tammy Lankford,
Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668 - Eatonton, GA
Broker GA Lake Sinclair/Eatonton/Milledgeville

I tell people they get the service they pay for and that my marketing is unsurpassed. 

Jan 02, 2018 02:15 PM
Mike Kelly,CRS,CIPS
The MJKelly Team - Santa Rosa, CA
"One of Sonoma County's Natural Resources"

Read Bernice Ross book, "Waging War on Real Estate's Discounters". I expect the "discount" question and am prepared for it and deflect it DURING my listing presentation. Bernice has a terrific response to all of your questions in this regard. For years I replied, "I charge 3% for my services, marketing plan and professional guidance when I market your home. Now we just need to discuss what you are willing to pay to keep all of those buyer's agents motivated to sell your home!" 

Jan 02, 2018 01:52 PM
Richard Weeks
Dallas, TX
REALTOR®, Broker

So far 10 people nailed this one

Jan 02, 2018 12:42 PM
Raymond E. Camp
Howard Hanna Real Estate Services - Ontario, NY
Licensed Real Estate Salesperson Greater Rochester

As Arnold said after they signed with the discount; "I'll be back"!

Jan 03, 2018 06:15 AM
Richard Bazinet /MBA, CRS, ABR
AZuRE Team - Realty ONE Group - Scottsdale, AZ
Phoenix Scottsdale. Sellers, Buyers & Relocations

In order to make any decisions, your agent first has to bring a buyer with a robust offer to the negotiating table.

Then, I suggest you go that low-priced agent... you get what you pay for. So … you plan to own the home forever then?” If it's not sold in 45 days, call me and I'll get it done for you.

Have you read this other agents property marketing plan? Did you ever receive a copy? Does this agent have a marketing plan? 

Have you seen my property marketing plan? Here's a copy. 


“To begin with, I personally know I’m a better agent. But if you need a tangible example of what I’ll do better, here is everything I’m going to [do to] sell your house. Did your other agent do all these things, too?”

Sure, I can match that low commission. Lets go over my property marketing plan and remove all the activities that cost money and so I can match that rate...

Some people shop at Walmart, others at Nordstrom. Which one are you?

Managing your money and your asset is a bit like brain surgery. You may not want the cheapest surgeon to work on your brain.

There's a reason why this agent charges less. Find out why. Maybe it's the only way they can get any business. There's a reason why I don't have to.

What is your focus and desired expectations? Are you focused on paying less commission or focused on results such as the best price offer, terms, the least amount of time, and conditions?

If you were chosing a date to hire for the evening, you want the reduced rate cheaper one or the more expensive one? 

What do you do for a living? Why do you charge that rate?



Jan 03, 2018 06:06 AM
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Mr. Seller, you may make the decisions, but this agent is the one doing the actual negotiations and needs to be able to make a compelling case for your price and conditions.

Jan 03, 2018 06:03 AM
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

I don't use the first agent reply !!!!

I'm all about Maximum Exposure = TOP DOLLAR

Jan 03, 2018 04:48 AM
Ryan Huggins - Thousand Oaks, CA - Thousand Oaks, CA
Residential Real Estate and Investment Properties

True, but it's about how well they negotiate on your behalf.

Jan 02, 2018 09:06 PM
Dorie Dillard
Coldwell Banker United Realtors® ~ 512.346.1799 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Wow..great answers! Love Kathleen Daniels ..sounds like something I'd say.

Jan 02, 2018 07:25 PM
William Feela
Realtor, Whispering Pines Realty 651-674-5999 No.

I tell tell potential clients that there is more to being a Real Estate agent than just selling your you want Professional or do you want run of the mill.

Jan 02, 2018 03:36 PM
Alan May
Coldwell Banker Residential - Evanston, IL
Helping you find your way home.

One of the facets of why you hire me is for my expertise in negotiating.  I do this every day of the year, sometimes multiple times.  I have a wealth of negotiating experience to share, and I would hope that you would find my counsel valuable.

Jan 02, 2018 03:31 PM
Libby Cousins
Extraordinary Processing - Spokane, WA
Contract Mortgage Processor, licensed in WA

Really good answers! I love the think tank here!

Jan 03, 2018 07:56 PM
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Good answers

Jan 03, 2018 05:34 PM
Sandy Padula and Norm Padula, JD, GRI
Realty One Group - Carlsbad, CA
Presence, Persistence & Perseverance

There is so much more to the negotiations than the spoken or written word. I speak all the languages.

Jan 03, 2018 03:55 PM
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Tony and Suzanne Marriott, Associate Brokers This is a red flag. This seller is going to micro manage everything you do. They are only interested in the lowest fee agent. I would walk.

Jan 03, 2018 04:48 AM
Joan Cox
Metro Brokers - House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

I go into all I will do for the client, and usually after I share my list they don't have anything else to say.

Jan 05, 2018 11:19 AM