Negotiations are sometimes difficult when asking for our commissions.

Negotiations have to be handled calmly and efficiently in order to achieve an agreement. First, we need to understand the opponent’s position and what their needs are. Second, we have to address those needs and express our needs to reach a mutual agreement.

Those of you who know me, know that I enjoy old movies and TV shows. I was watching an old episode of “Perry Mason” and his investigator, Paul Drake, was negotiating his fee with a client. Watch how Paul handles the situation.

Now, I am not saying that you must be as abrupt as Paul, but you must learn to say no sometimes. I do believe that you can get your customer to do whatever you want, as long as you show them how it benefits them! To get the commission you deserve, show how your marketing efforts will benefit them. I’m sure that you have an extensive, proven marketing plan, in writing, to show your customer. Have them agree that if you do everything in your plan, it will sell the home. Explain that marketing costs money and your fee is the only way that you can provide the marketing needed to sell their home!

But remember, sometimes you just have to say “NO”!

If you would like more information contact me.