"RE Consulting- Sounds Interesting But My Broker Will Never Go For It"

Education & Training with Sell with Soul

ACRELast week I posted a blog promising a series of subsequent blogs on the subject of "Real Estate Consulting, Sounds Interesting But It Will Never Catch On..."

In that blog, I listed 7 common objections agents have toward the concept of consulting - here they are:

…my broker will never go for it.

it will never work in my market.

why would someone pay me to do what everyone else does for free?

…why would I want to make less money?

…charging upfront fees is illegal in my state.

…prices are too low in my market to make charging fees viable.

…I like working on commission.

Let's hit the first... "my broker will never go for it..."

You know what? You may be right! Your broker may have absolutely zero interest in allowing his agents to offer alternative services and compensation options. But here's the problem I often see when agents tell me "my broker said no." 

Imagine the scene: an agent trots into her broker's office all revved up about real estate consulting and announces that she wants to start charging upfront fees and offering alternative services. The broker, probably up to his own elbows in office crises, politely asks the agent a few questions about how it works, but the agent really doesn't know. She just knows she's "tired of working for free" and has heard that if she becomes a real estate consultant, she can charge for her time and expertise.

If I were the broker, I'd probably respond negatively myself. I'm guessing I wouldn't have the time or energy to explore some new-fangled approach to business just because one of my agents suggests that I do. I might tell her I'll look into it, but I'm pretty sure it would never happen.

But what if the agent schedules a meeting with the broker and comes in prepared to have an intelligent conversation about the benefits of consulting, how she envisions it working in her own business, complete with a business plan that includes the services she'd offer, the client-types she'd focus on and how and how much she'd charge? What if she makes a professional proposal to the broker that is clearly well-thunked out instead of simply saying "I wanna consult, can I do it?"

Okay, so maybe our agent takes this approach and the broker still sez "no way."

Well... honestly... I got into real estate because I wanted to be my own boss and create a business I could be proud of and excited about, so if my broker doesn't "let" me do that, I'd probably be looking for another place to hang my license. Once I worked for a franchise (RE/MAX) who let me run my business my own way and later owned my own company, I can't imagine going back to a company who wanted a say in how I served my clients and what I charged them for my service (as long as I stay within the limits of the law of course!).

There ARE consulting-friendly brokers throughout the country and if you want to see if there are any in your area, you can visit the Accredited Consultant in Real Estate (ACRE) website and check out the ACRE Locator (look for the green markers). There are also plenty of practicing ACREs who might have some insight into getting their broker's blessing - look for the red markers on the map.  

Just something to think about...

Next time... "It will never work in my market."


Upcoming SWS Teleseminar
"Real Estate Consulting in the Real World: The First Steps," Thursday, September 27th. Details and registration here.





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John & Irma Nelson
San Antonio Real Estate Broker/Agent with Get It Sold Realty - San Antonio, TX
San Antonio Real Estate Agents - San Antonio Homes

that is an interesting idea and I might have to do some exploration on the topic.   Thanks for sharing about Real Estate Consulting Jennifer

Sep 17, 2012 11:08 PM #1
Dan Hopper
Dan Hopper - Gold Way RE - Westminster, CO
Denver Realtor / Author / Advocate/Short Sale

Having the right business plan and asking for fees up front should never be frowned upon.  Unless it is dictated by certain laws as in workind with short salles.  An licensee in most states, should be able to work on a fee basis, per hour fee, while assisting buyers and sellers, then adjust the final commission based of those fees collected up front.

Sep 17, 2012 11:10 PM #2
Sally Lawrence
Advantage Real Estate - Tehachapi, CA
Broker, CHS, e-Pro, SFR, REALTOR®

I think the consulting model is interesting.  In fact, although I collect fees on the conventional commission basis, I refer to myself as a real estate consultant since that's really what I do.

I also believe that if one has a cogent business plan in which they believe and their broker is not willing to allow it then another alternative is to get a broker's license.  Holding a broker's license gives one much greater control over business choices.

Sep 19, 2012 01:22 AM #3
Sally Lawrence
Advantage Real Estate - Tehachapi, CA
Broker, CHS, e-Pro, SFR, REALTOR®

Thanks, Erica...I love it when people agree with me! I'm working on my broker's license now.  In fact I just finished the educational requirements last week and am waiting for the go ahead from the State to schedule my exam.

Sep 25, 2012 12:33 AM #5
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Here's the next installment in the series... "It will never work in my market!" http://activerain.com/blogsview/3457212/-re-consulting-sounds-interesting-but-it-will-never-work-in-my-market-

Sep 25, 2012 11:07 PM #6
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