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A 24-year real estate veteran tells agents to stop undervaluing themselves. Set your fees, walk away from disrespectful clients, and explain to buyers what you actually do, the same way you justify your commission to sellers.
A 24-year real estate veteran tells agents to stop undervaluing themselves. Set your fees, walk away from disrespectful clients, and explain to buyers what you actually do, the same way you justify your commission to sellers.
There is this belief that agents have strolled around driving a wedge into the ground demanding dollars and the poor consumer has had to pay it. That's really not true because even in my 24 years, I have seen and done a lot of flexing based on situations. It's been going on forever. But you as a professional REALTOR®, listen to me. If a consumer is unwilling to compensate you, you don't have to work with them. You know that, right? You don't have to work with people that are ugly to you and who cuss you out and would drag you into court. You have the right as a business owner to determine who is a good fit for your business. Now, put a big asterisk on this. That doesn't mean you violate fair housing, and I'm not talking protected classes. But the last time I checked, jacklegs are not a protected class. And so why would you say yes to somebody that's ugly to you? You're going to have to have a conversation though. Now, the job you have is to show why you're worth what you're charging. It's the same thing you've been doing with a seller client for years, where you explain all the market data and you explain what you bring to them in a way that's going to maximize their position in the marketplace. You've been doing it on one side, do it on the other side now.
