But Two Other Agents Will Do It For Less..
I have been protecting my commission since my very first listing. There is a Floyd Wickman audio tape that I was part of way back in 1996. My position has not changed.
I choose not to negotiate. I follow my own standards and list at one of the highest, if not the highest, rates in the area.
Let me tell you about one of my early transactions many years ago.
A friend of mine had a small home to sell and tried it for a while without an agent...a FSBO as we call it...meaning for sale by owner. This friend ran an ad in the paper and put a flyer in the local business areas but no one had been to look at her home.
This was back in the dark ages before the internet, websites and blogging changed the world of real estate.
My friend really wanted to use me but said there was no room for a commission. Every penny was needed to pay off the mortgage.
"You can't afford NOT to use me"
It took some convincing before I was able to show the amount "in the pocket" that would be her net. She trusted me and agreed.
Pricing the property above what she was asking, knowing her bottom line, I added the fees and closing costs. I did a flyer, print advertising and of course the MLS. And after only a couple of showings, we negotiated a full-price contract!
And today it still works.
When talking with a seller, I always ask one important question. "You tell me what you need from the sale, your bottom line and IF I can get that for you, what difference does my commission make?"
What matters is that the seller and I know what that bottom line is.
One of the nicest results is that sellers - who were skeptical to begin with, want their friends and family to use me.
Today I heard...
But Two Other Agents Will Do It For Less.