"Money is only an issue in the absence of value"
This is one of my favorite sayings in real estate and in life. In Real Estate most of the time we are dealing with people with a little bit of money. I go by the 10/20/70 rule here, 10% of the people are cheap and see no value in us at all, 20% of the people understand our profession and see our value and the final and most important 70% understand our profession but need to see our value.
To break it down a little further, the 10% group includes FSBO's and the clients who only want to talk about cutting your commission, you need to decide if you want to work with them or not. The 20% group is the best, people who understand our industry, know our value and are just looking for the right professional to get the job done. The 70% group is where this saying really comes into play, they are the mainstream of who we deal with. They are good with paying our fees but need to see the value in us "individually" as a Real Estate professional not just as an industry in order to justify paying our fee. So my question to you is how do you create value in yourself in the eyes of your clients? Every moment we are in front of our clients we are being judged on our value to them. If we focus our approach in listing presentations, buyer pretensions, open houses, everything we do... on building and creating value in ourselves getting paid will never be an issue.
Enjoy the coffee,