No one but us cares if the numbers make sense!

Well written post Ken. Thoughtful. Welcome to AR. We need to position ourselves when we are interviewing the seller for the listing. Here is the value I bring to the sale of your home. Then list them out. Know them! Know what your value is. The longer I am in this business (35 years) the more amazed I am about the terrible representation some Realtors give. The are not worth anything to their clients. Know your worth!

If I've shopped the market and decide your product is the best value, I'll be less inclined to ask for a big discount, or any at all, at the check-out counter. If I haven't, maybe I'll get a discount if I ask. But then, I still may pay more than I would have if I had shopped the market.

Knowledge is power. With our knowledge of the market, we can help our clients get the real "deal."

Ken - you're so right. When someone asks me to discount myself, because they are thinking it's just 1%, I remind them that is 16+% of my total commission. Then I ask them is that how they want me to negotiate when a buyer's agent brings me an offer and maybe I can discount their sales price 16%...Or would they prefer an agent who fights for their value? Do they want me to just 'roll over' on them? If I rolled over on my commission, what would make them think I wouldn't just do the same for them? How am I doing so far? They usually relent and I get the listing at the original agreed upon commission rate!

Ken congratulations on the feature post.  Good job and good feedback.  BTW, that Cynthia Larsen lady, she's a little tapped so you can't always pay her much mind:-}.

Congrats again.

It is what it is, all you can do is your best and try to keep the line of communication open.  Nothing ventured, noting gained!" as they say.

Patricia/Seacoast NH

Hi Ken ~ Love the post. You're absolutely right. We live in a society where we expect deep discounts every time we make a purchase. The question becomes, why would sellers not ask the question? No reason to get uptight about it.

I also tend to agree with Cynthia. Every transaction is different. Not every sale takes the same amount of work. Look at the bigger picture and see whether you can work with what's being asked of you. If not, it's up to convince the client of the value of your representation. If that's not possible, then move on.

You are absolutely right that everyone is looking for a deal.  Everywhere we go, we are bombarded with sales and discounts.  There is no reason to take it personally, it is just the process.  I agree with you 100%.  Great post!

I agree with Christianne.......if an agent is quick to give away their own money, don't you wonder how easily they will give away yours by not being a strong negotiator?

I agree with Scott, way up on the list here-you do not sound like a newbie with this thoughtful and well crafted post.  I think as we try our best to keep a good attitude in all we are doing, I started thinking of what a parallel this  is with our sellers having to keep the good attitude as we teach and sometimes hold their hand, (regarding what the market will bear, it doesn't matter what you "need" from the house, it's only business, etc.,)and what how we have to answer those discount questions calmly and clearly, often using he very words you just put down her on your post.  Thanks for this and welcome from another newbie who feels like I have been here for a lot longer in this amazing community of people on Activerain.

OK, I can see where I stand with you!! Congratulations on your feature ... you are officially stripped of your newbie status!  Oh, but don't mind me ... :)

Ken, I told you. Captial T, Capital A, Capital P, Capital P, Capital E, Capital D.  TAPPED.

Ken - since Charita is now calling you Craig, I think you can tell which one of us is a little cuckoo. So ... enough blog stalking for one day ... over and out!

Okaaay.

Ken - Personally speaking, I'm not prone to ask for discounts but that's not to say I don't look for discounts.  I'm a really savvy buyer so I know when I'm getting a good deal.  Have I ever asked for a discount?  Sure, usually in those transaction where I feel I'm not getting a good deal and the item is probably overpriced to begin with but I really want it.

Having said that, I carry that same attitude and philosophy over to my business.  As a mortgage gal, I too get asked to discount my fee but because I don't overcharge for my fee, I almost always say "NO".  Unlike some MLO's who charge more because they feel they can, I don't operate that way.  My fee has been pretty much the same percentage for most of my mortgage career because that is what I feel my services are worth.

However, if we're talking about making offers on properties (that is what we're talking about - right) not being a Realtor, I'm often not in a position to tell buyers what to offer.  On the other hand, if my buyers specifically ask me about what to offer on a particular property, I always tell them to ask their Realtor or agent what the recent comps are and for all of them to come to an agreement as to what a fair market price would be.

In my market (Los Angeles & Ventura counties), decent looking properties that are priced right will go fast with multiple offers and quite often, over list price (that's a whole other post).  So, I tell my borrowers that if they love the property and they really want the house, then they need to show the listing agent and sellers how serious they are and they need to make their best & highest from the get-go.  No screwing around with counter offers (some sellers don't counter) or low-ball offers - MAKE A SERIOUS FAIR MARKET OFFER!

Way to go Ken!  Congrats on the feature!  I agree - leave the emotions at the door and make a serious fair market offer-noone likes to write several offers, even in this market :)