Commission Objections Scott Einbinder

1. Commission Objections Scott Einbinder

2. The Relationship • List Price and Commission • It is much harder to acquire properly priced inventory that see you value than acquire a listing that is overpriced and not profitable

3. True or Untrue? The substantiation of your services are measured in your listing fee. The detail of your value add, your personality and the confidence level sensed by the client is the justification.

4. Selling It is our responsibility to articulate the value to the consumer. We are entitled to nothing. We must earn everything and if the consumer decides not to pay it, we have failed.

5. Realtor or Salesperson People decide quickly if they want your services then spend the next hour justifying it. Do you deliver it with confidence or do you get defensive?

6. Competition • FSBO • Flat Fee • Listing Aggregator • Discount Brokers * • Full Service *

7. Mistakes DONTS We charge 6% We work for 6% Our commission is 6% We like to get 6% but will do it for 5% I normally charge 6% bit for your will only charge 5% If an agent cant negotiate their commission how can they negotiate your sale (putting the seller down). I am worth it You get what you pay for

8. CLARITY Is your commission discussion? • Clear • Understood • Show real and tangible value • Show added value • How does it make them feel? • Does it address the competition?

9. New Approach DO’S I require an investment of x%, we then decide together how much we would like to compensate a buyers agent to assist in managing the transaction I work only on performance based compensation. This means that I earn my fee upon the successful negotiation and closing of your transaction. In other words I am only compensated if you are happy and we succeed. While others work for what appears to be less, the measurement of your Realtor commission expense is based upon three things, the cash you net at closing, the ease and happiness you throughout the entire transaction and three, did you end up with any issues that could follow you after closing like litigation or other buyer demands. There is no such thing as a lower or higher commission since they both are impossible to measure until the day of closing. If you net more cash at closing with my services and strategies, then my commission is actually the lower cost. FSBO is the ultimate low cost solution. This channel nets far less than represented transactions.

10. When is Commission Real? Value can only be measured at settlement There is no saving a commission

11. Two Step Process Sell your fee as a listing agent Agree on a fee for buyer agent compensation

12. The Flow • Talk about yourself • Talk about your company • Talk about your marketing, merchandising, value add approach and services • Talk about your Pricing Strategy • Talk about the Investment to Retain

13. Perspective • The value add of your listing fee • Discount Mentality- Cheap Philosophy • Motivation to sell is diminished • They make you focus on commission rather than your net • Motivation to use your home not sell it • I can always hire someone else for less

14. Worth? Satisfaction Guarantee The 4/2 Split = 25% increase in income