One company I am working with has an agent average of $7.6 million in sales with an average commission of 2.3%. That’s $54,822 short of a full 3% per side.

Make a goal to get back $20,000 of that next year. That means your commission will increase from 2.3% to 2.55%. Not an insurmountable goal.

Develop a script – that fits your own personality and way of speaking around the following points:

Here’s how:

1. Assume that ALL sellers will asked for a reduced commission. They feel stupid if they don’t ask. But if they don’t ask…don’t bring it up!

1. When they ask (not before) tell them your reputation is not in just getting houses sold – you get them CLOSED. And they way you do that with all your clients is to ask them “not to tie your hands up front.”

1. The reason is that EVERY closing ALWAYS has a Last Minute Money Problem. This problem -sometimes last minute required repairs, an unanticipated increase in closing costs, a buyer a little short on closing funds – BUT whatever the dollar problem – it ALWAYS causes the seller last minute anxiety, less money than they thought they were getting and it almost always causes a delay in closes which has it’s own problems that people hate.

1. That’s where you “come to the table”.  You look the seller in the eye -firmly and say- That’s where I come in – and I can solve it in minutes by solving the problem out of my own pocket.  I do it as a practice and as a cost of business…and I guarantee I’ll be there when you need me most.”

1. Most importantly- When the time comes to close – Make sure you do. Buy that water heater, or broken this or that. Keep in mind that by not cutting a ONE PERCENT off the commission you saved about $5,000 or more. So find a way to kick in up to $1,000 at the end. They will forget the 1% immediately if you give it up front -but they will remember you very fondly if you buy a $750 water heater at the end. You can bet on that and you just saved $4,250!

Carpe diem,

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Move from just customer service to the notion of creating community. People are hungering to feel connected and when you offer this type of thing, customer will respond.

Here are two key points to remember:

1. Profitability is usually conditional on current customer loyalty and new customers. The way to increase loyalty and attraction are:
   • Continually add value without being asked to and at a similar price. This builds a reputation.
   • Create a community of people and help them “get to know” each other.
   • Be known for something…a philosophy, feat, and result, compelling vision.
   • Be known as someone. Have a personality, a personal style, personal qualities, and abilities to listen.
2. People prefer to buy from an individual or firm that they know and feel a part of. Create this with your company. It’s more than just customer service.

Carpe diem,