Michael Lee's 111 Ways to Justify Your Commission: Value-Adding Strategies PDF

By Michael Lee

ISBN-10: 1427754705

ISBN-13: 9781427754707

As a result of growing to be hazard of discounted genuine property companies and on-line festival, the variety of actual property transactions accomplished through conventional pros is shedding each year. accordingly, genuine property execs this day are discovering that the elemental companies of the prior now not are adequate to assuage the savvy purchaser attracted to procuring or promoting a home.

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The standard fee fee dropped sixteen% from 1991 to 2004 in accordance with analyst actual developments. purely these brokers who how you can justify their commissions could be paid what they’re worthy. In 111 how you can Justify Your fee , writer, genuine property dealer, and speaker Michael D. Lee fingers genuine property pros with new tools of including worth to their providers with out compromising their livelihoods. utilizing assistance, anecdotes, charts, and figures to stipulate a confirmed approach, this advisor presents functional, tangible, and easy-to-follow steps that upload large worth to a true property company, permitting actual property pros to stick aggressive in an evolving undefined.

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Extra resources for 111 Ways to Justify Your Commission: Value-Adding Strategies for Real Estate Agents and Brokers

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Pay attention to how they talk and move, to their mannerisms, their energy, body language, and in general how they express themselves, and then mirror the same back. This makes them instantly feel as if you are their kind of people, as if they’ve known you all their lives and you are someone they can invite into their living room. Be careful, however, not to let it look as if you are mimicking them; you have to be subtle. Start by noting and matching how loud a person’s voice is when he talks. Someone who speaks softly will relate better to another person who also speaks softly.

Recall all of the transactions you’ve had and what problems regularly occurred. You’ll find they tend to happen over and over again. indd 47 4/27/07 11:28:06 AM 48 111 Ways to Justify Your Commission occur, which can protect your client. If you have solutions for these issues before they come up, you will look like a genius, and it will make the transaction go a lot smoother. 26) PRACTICE ACTIVE LISTENING SKILLS More than anything, clients want to feel heard and understood. This is especially important to them on a major transaction like real estate.

The Internal Revenue Service does not allow you to deduct your own time from your taxable income, even though it is spent on your business, because it’s very hard to establish a value for it. We all think our time is worth a great deal of money, but the IRS would beg to differ, so to avoid any disputes, they just don’t permit an allowance for what you yourself do. On the other hand, if you hire someone to do the work for you, the time immediately becomes tax deductible. If you find menial tasks eating away too much of your time (and you know this is happening because you haven’t seen a client for a week), consider hiring an assistant.

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111 Ways to Justify Your Commission: Value-Adding Strategies for Real Estate Agents and Brokers by Michael Lee


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