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What do you charge? Easy Scripts for Commission Conversations

 

What do you charge? 

You will hear this question hundreds of times during your real estate career. How you respond can determine if you actually take the listing, your earnings per hour, and how much you value your time as a real estate professional. 

When you fumble or fold by offering a discounted commission you not only do a disservice to yourself, you do a disservice to the industry, and your colleagues. Why? Because it signals to potential clients that fees aren't based on actual costs of doing business but on an arbitrary number that is negotiable. 

Professionals set their fees based on the value of the time, the cost and structure of their business operations, and their expenses associated with each client. As a real estate professional you should be doing the same. Check out these easy scripts for making those conversations easier:

What do you charge?

It’s a success fee. I don’t charge anything unless I bring you an offer and we bring it all the way to closing. At that point …

I charge X% for my services we just need to decide what you would like to pay the buyers agent…

I charge between X-X% and you get to choose, it’s really how aggressive you want to be incentivizing buyers agents.

But X company will do it for less...

I understand, but ultimately it’s about what you net. Discount brokerages charge less because they do less. Our marketing engine sold <x> homes last year... let’s look at your neighborhood and see how many we sold vs the discount company...

I hear you but the first thing I think about when someone tells me they are trusting a discount brokerage with their largest financial asset is if the company can’t negotiate it’s own commission structure how will they do negotiating your price with a buyer. 

Watch the video to see Jim handle these conversations and begin earning what you are worth in the real estate industry! 


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About Jim Remley

Jim Remley is a nationally recognized expert in the field of residential real estate. Entering the real estate industry at the age of 19 he began an unlikely rise from college drop out to real estate Rock Star by becoming ranked in the top 1% of REALTORS® nationwide. Implementing game-changing strategies and deploying the latest technology advances Jim shattered sales records by listing over 150 properties in one twelve month period. At 24 he opened his first Real Estate Company and grew the company to 17 offices becoming the largest independent real estate company in the State of Oregon.

Today Jim leads one of the largest real estate firms in the state of Oregon with over $800 million dollars in sales volume a year with just over 160 active Brokers. As a consultant, author, speaker, and trainer Jim has one mission – to create abundance through simplicity of action. In 2018 Jim launched www.erealestatecoach.com an On-Demand Video Coaching platform designed for REALTORS to tap into highly focused information and actionable ideas based on thousands of interviews with top producers from across the country. 

 

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