Commercial Property Agency - Getting Your Fair Commission for the Listing

Enter your text here...As a commercial real estate agent, the commission you earn is critical to your survival and the future of your business. As a general rule in any market, the commission you charge should not be discounted at all to achieve a listing. Now I know some agents will have a problem with that, however consider the comments below. ev alqi satqisi

When you start a commission discounting mindset, you are accepting that you really do deserve less as a real estate agent because your service to the client is nothing special. You are not really the best in the market and in reality are just like everyone else.

This is all wrong; a quality real estate service demands a quality fee. The client deserves a quality and creative real estate service. You should be the best agent to provide that, and in doing so give the client the clear reasons why you are the best in your market.

After you have given the client your proposal and presentation, and if they still want a commission discount, then you have not sold yourself and your business to the highest levels of relevance to the client. You are still seen to be just like everyone else and the client has no real reason to think that you really can offer any better alternative to them.

There is nothing worse than being ordinary as a real estate agent; that is the start of struggling to win business. Struggle is not something that you should encourage in your business, excellence and service is far better.

Know why you are the best at what you do and feed that into the marketing proposals you create. Find that point of difference that clients need and will select you for. Build your credibility around that point of difference. Ensure that the selected point of difference really is unique and outstanding.

The reality of commission discounting is this. Lower commission will mean lower focus on the part of the agent. Just why should an agent spend significant time on a real estate listing where they are being paid less for a successful outcome?

Property owners that are genuine in taking the property to the market have to get the message that the commission they pay is nothing compared to the benefits of a faster sale at a higher price or a lease at a higher rent. Agents should be able to sell their services on that basis; they should have the tools to show the client that they really do have the right answers to shift that property faster and solve the owner's property problem.

Most vendors and landlords will look for a good deal in the first instance and may look for a commission discount to justify their choice of using you as their real estate agent to market the property. Your challenge is to sell unique services and marketing tools that overcome any price or commission objection that the vendor provides. You know the market better than anyone else and it is from that base that the listing opportunity should be driven.

John Highman is an expert real estate author, conference speaker, and coach. He helps Real Estate Agents globally to improve their property business, market share, listings, and commissions. John is a successful real estate agent himself and has been so for over 30+ years.