(Video lesson excerpt from my flagship program: World Class Agent Academy)
How do you handle that delicate situation ... when the seller prospects like your presentation, but the agent they interviewed last night offered a lower commission for seemingly the "same type of service"?
Here’s a story on how I handled a high D style who was trying to beat me down on my commission because he had "4 other agents banging down his doors, offering him a lower commission".
Here’s the deal:
If you don't 100% believe - beyond a shadow of a doubt - that your service is the very best on the market, that will deliver results faster, better, and more effectively …. you shouldn’t be in business.
=> If you’re just another average agent, you have no choice but to compete on cost.
But that’s not gonna get you to the top 2%. You won’t ever see a true top producer sharpen their pencil to get the listing.
If you truly are focused on value however, then what you bring to the table is worth every penny you charge and then some. Because at the end of the day it's about results. And even though your prospects may not have that awareness yet (most people shop based on cost vs of value), it’s up to you to educate them.
Therefore, never compete on cost .... only on value!
The good news is, you control your value just as much as you control what you charge ....and you get to decide what ultimately defines your business.
I hope you find this helpful!