Lets circle back to the convo I started on Friday... how to get paid what you're worth. Continuing with my thoughts around that...
Next up is you have to be able to convey proof of performance. The goal here is to help clients understand how it benefits them to work with you, even if you cost more. Show evidence of actual results you've accomplished for your people, reviews, etc that back up why someone should WANT to pay you more than the discounter.
Next, you must get good at handling objections, specifically around the commissions. This is often times the area where agents fall flat because they are in fear of losing the deal so they give in when immediately asked. (Ps get to the Summit so I can help you with this one).
Which brings me to my next point, you absolutely can not be attached to the outcome. You have to understand you're going to win some and you're going to lose some and by not being attached you show the prospect that you're willing to walk away from the deal, which in turn, actually shows them that you are worth it, otherwise you'd give in like everyone else they are used to.
Next, look at everything single value add on your plan of action for both buyers and sellers and add all the new stuff you've done over the last few years.. think of the way you promote on social media, the door knocking you do, the stuff you are willing to do to help buyers secure homes, your buying power checklist, photo/video, etc.. get it all in there and be prepared to present each in detail and how it'll benefit the client.
Next, when do are in a situation where it makes sense to give a concession, don't immediately go to giving a full point and instead talk in "half points" instead. In otherwords, ONLY IF it makes sense to, if you have to discount, you talk in terms of .5% at a time. Sometimes people just need to feel like they've won something and this little break may do the trick.
Okay let's get to getting a strong, updated value prop going so you can justify getting paid what your worth on both sides of the game and until then, let's have an unreal Tuesday!
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