It Isn't Your Fee, Or What You Do-It's WHAT-AND WHO-you KNOW

Real Estate Broker/Owner with Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker AZ BR 528507000

"It Isn't Your Fee, Or What You Do-It's WHAT-AND WHO you KNOW"

Truth be told, I don't go out on many listing appointments where whether I will secure the listing is in question, thanks to years of networking and connections reverberating out into space.

When a seller prospect asks, "What will you DO for me to earn your fee?", of course we discuss a customized marketing plan for that client and property, and all the essentials.


It never was, isn't and never will be about WHAT WE DO.

This is a 'Me Too' biz, and although our approach is somewhat different than many, all of the obligatory and required elements for marketing, representation, negotiation, transaction management are all present . . .

Our value was, is and always will be in WHAT-AND WHO-we KNOW.

Example: I am STILL WAITING since before Christmas for an agent to get back to me with an asking price on a property - we have LOI ready to go but we don't know what they are offering it for (it's listed in MLS with different prices and makes no sense). Sad! That client initially came to me (via referral) and insisted on a bargain-basement deal on fees. I declined.  Here's your result, dude.

(tap tap tap - is this thing on?)

We know who sucks at inspections, surveying, soil testing, well and septic and roof certs - and who is fabulous.
We know who can fix a leak, not charge a fortune and do a great job quickly.

We know the right people at City and County, Fire and Environmental Health and direct numbers to the local utility company angels, to bypass bureaucracy and get approvals on occupancy and other permits in a hurry. Others will suffer a CSR at a call center who knows NOTHING about what needs to be discovered. 

AND . . . we probably already know who would be interested in your property.

Another example: a client came to me for help. A local politician friend of his REALLY REALLY wanted a property that was in multiple offers. I knew the listing agent really well - convinced her to influence seller to take our (excellent) deal and we would make their life easy - and she knew I would. We got it, and a good time was had by all.

You don't get to do that without connections. Is it fair? NOPE. Is life? Deal with that!

So before you hire the discounter whose only skill is in racing to the bottom, consider this.

It truly IS who you know!


"Baby you look like somebody . . . who to know!" 


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Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

I like this take on explaining your fee.

Jan 02, 2018 04:14 PM #1
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

Totally Agree , the knowledge and contacts we amass over a Real Estate Lifetime are money making(and saving) differences ! You don't know what your not getting , until you don't get it .

Jan 03, 2018 04:56 AM #2
Tammy Lankford,
Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668 - Eatonton, GA
Broker GA Lake Sinclair/Eatonton/Milledgeville

I work in the town where I was born and have lived more than half a century... I'll be the first to admit I have an advantage over transplants that works out great for my clients. Like you said, it's life.

Jan 09, 2018 01:30 PM #3
Mary Yonkers
Alan Kells School of Real Estate/Howard Hanna Real Estate - Erie, PA
Erie/PA Real Estate Instructor

Candice A. Donofrio Thanks for sharing your, one-of-a-kind way of saying ... work with me. 

BTW Love your comments in the Q&A section.

Jan 10, 2018 02:38 PM #4
Margaret Rome, Baltimore Maryland
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

"It Isn't Your Fee, Or What You Do-It's WHAT-AND WHO you KNOW"

I would also add:  It's not who you know, it's who knows you!

Jan 12, 2018 08:17 PM #5
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

You have such an easy and refreshingly candid style, Candice. And you are so right, your value is in who you know, and who knows you. 

Jan 22, 2018 09:19 AM #6
Hella M. Rothwell, Broker/Realtor®
Carmel by the Sea, CA
Rothwell Realty Inc. CA#01968433 Carmel-by-the-Sea

Not all listing agents are the same, that's for sure. I saw a yard sign go up 4 days ago but I haven't seen anything on the MLS yet.

Jan 30, 2018 06:20 PM #7
Silvia Dukes PA, Broker Associate, CRS, CIPS, SRES
Tropic Shores Realty - Ich spreche Deutsch! - Spring Hill, FL
Florida Waterfront and Country Club Living

Great points. When there is only so much you can do and many do the same things, HOW you do it will make the difference in getting results! 

Feb 01, 2018 05:44 PM #8
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Candice A. Donofrio

928-201-4BHC (4242) call/text
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