In this episode Michael Fanning talks about creating a value wedge so you work with the 80% of the clients that will pay you what you are worth and not look for a discount.
Key ideas.
1. This is the biggest purchase and or sale in many people's lives.
2. Every transaction is unique.
3. There is always someone willing to do it for less.
4. The old saying is still true. " You get what you pay for."
5. 80% of clients are willing to pay if they perceive quality and value.
Do you have a process?
Can you articulate your value wedge?
Do you have this dialogue down?
Do you believe there is a fixed price, or a range of value based on the marketing and negotiation skills of your realtor? Would it be helpful if I showed my five points of value?
What are the real numbers on fee pressure?
According to the 2021 Buyer Seller Profile from NAR
Twenty-eight percent of Sellers either did not know commissions were negotiable or knew but did not bring it up.
Five percent of Sellers asked for a discount on commissions, but Agents said they could not do it.
Twenty percent of Sellers asked for a discount and agents said they would discount.
Forty-seven percent of Agents mentioned the discussion without being asked by the sellers.
--- Support this podcast: https://podcasters.spotify.com/pod/show/askacoach/supportSeason 7 Episode #4 "The Lender Insider: Cracking the Code on Today's Mortgage Landscape"
Season 7 Episode #3. "Navigating the Rental Landscape: Insider Insights from Windermere Property Management"
Season 7 Episode #2 "Burned by Skyrocketing Home Insurance? Moreland CEO Shares Must-Know Tips"
Season 7 Episode #1. How to Get Referrals Without Asking: A Blueprint from Expert Stacey Brown Randall
Season 6 Episode #5. The Social Media Playbook: 10 Game-Changing Tips from Marketing Pro Katie Lance
Season 6 Episode #4. Navigating Change with Competence: Mastering Buyer Broker Agreements
Season 6 Episode #3. "Getting Your Home Ready to Sell with Ease: How Windermere's Ready Program Takes the Stress Out of Preparing Your Listing"
Season 6 Episode#2 "Realtor Safety: An Agent's Terrifying Attack Story & Tips to Stay Prepared"
Season 6 episode #1. "10 Ways to Turn Anxiety into Optimism - Actionable Tips from Matthew Ferrara"
Season 5 Episode #10 The Referral Goldmine - How to Maximize Referrals in Real Estate.
Season 5 Episode #9. Transform Your Relationships With These 4 Powerful Principles.
Season 5 Episode #8. Delivering 5-Star Service in Real Estate with video and much more.
Season 5 Episode #7 "Excellence in Action: How Windermere Sets the Bar for Real Estate"
Season 5 Episode #6. Show up, be giving, and be consistent, and most importantly be Iconic. With Sara Monzo
Season 5 Episode#3. Upping your game when it comes to taking care of the people who refer you.
Season 5 Episode #2 Upping your game when it comes to open houses.
Season 5 Episode #1. To create a standard operating procedure it begins with using checklists in all aspects of your real estate business.
Season 4 Episode #10. Matthew Gardner talks about the National Economic climate for Buyers and Sellers for the remainder of 2023.
Season 4 Episode #9 Why should any level of Realtor experienced or new consider coaching to help them navigate any real estate market?
Season 4 Episode #8. DEI with Windermere Real estate. The 4 pillars inside the Windermere world as it pertains to DEI.
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