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Leigh Thomas Brown tells sales professionals to stop apologizing for commissions. Pick your positioning, Walmart or Neiman Marcus, then stick to your price without guilt. Ignore online critics and clients who say your fee is too high.
Leigh Thomas Brown tells sales professionals to stop apologizing for commissions. Pick your positioning, Walmart or Neiman Marcus, then stick to your price without guilt. Ignore online critics and clients who say your fee is too high.
Stop apologizing for charging a commission. What are y'all doing? I've never in my years seen so many salespeople that are panicked about charging a professional fee. What are you panicked about? Just because somebody in a comment thread somewhere said that you weren't worth what you charge? Well, do they know you? Do they know your business? Have they interviewed you? If yes, then you do have to go back and ask yourself why they don't feel you're worth it. But if you never met them or they're a bot or some kind of a troll, then we need to ignore them altogether. Now, what if you went on an appointment with a potential client and they said, no, that's too expensive? Well, when somebody says you're too expensive, you have to ask yourself, am I Walmart or am I Neiman Marcus? Because you can't really be both. The world tells you you can be both. And in real estate for years, there was a common perception that the Walmarts and the Neiman Marcuses were all the same. But you're not the same, are you? What does the public get when they hire you? Pick a business model, pick a rate, pick a plan, pick a niche in your area where you'd like to serve. And then you got to build your confidence up. Your confidence will allow you to say yes sometimes and no sometimes and sleep well at night either way. You can do this.
