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Thursday, August 27, 2009

Justify Your Value to Every Client

Michael Soon Lee by GRI Instructor Michael Soon Lee, MBA, CSP, CRS, GRI

Author: "111 Ways to Justify Your Commission" and "Black Belt Negotiating"

Very few professionals have to justify their fee to their clients but in real estate, it’s essential. For some reason, both buyers and sellers believe that we do little to earn our money so you’ve got to show them your value if you want to get paid what you’re worth. I give every buyer, seller, FSBO and expired listing a separate list of over 100 things I do to earn my commission. It always amazes them to see how much work actually goes into selling or buying a home and after they see my list my fee is rarely an issue.

So start today to make your own list of what you do to earn your money. Every time you perform a service for a buyer or seller jot it down and add it to your list. You might even be surprised about how little you’re paid for all of the work you do!

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