presentation and the seller is trying to negotiate your commission, instead of getting defensive and aggressive, you could get them to empathize with you. You could say: “Mr. Seller, I completely respect and understand why you would ask that. Let's think about this for a second. If you were a real estate agent and you were listing multiple homes, which of those homes would you be the most motivated to sell? Wouldn’t you be more likely to market the home owned by a seller who paid you a fair commission to work hard for everyone involved? The commission motivates the agent to sell the home quickly and efficiently. Investing in your agent guarantees you better results.” Wait for the response and get them to come to their own conclusion. Obviously, how you word the question is going to make a difference, so make sure you practice and say something you can confidently stand behind. If you're competing with an aggressive top producer for a listing, you could say something like this: “Mr. Seller, would you rather work with a Realtor who is going to drop your listing price because they don’t have enough time to properly market your home? Or would you rather work with one who is going to put actual effort into marketing your home so it sells for top dollar?” Now, let's say you’ve just listed a home and you're trying to convince the homeowner to stage it. Instead of telling them their place is cluttered and they need to put all their stuff
The likelihood of the poster actually reaching out to those self-serving agents is little to none. A better approach in that situation is to provide value. If you can offer information and solve a dilemma, you can build trust. Think about it this way: If you were having car trouble and posted online for help, who would you be more likely to contact to solve your problem: The mechanic who simply answered, “Message me! I’ll check it out.” 1
Or the mechanic who gave you specific details directly on the post about what could be wrong with your car and how it could be fixed.
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The law of reciprocity kicks in when you give somebody something first; they feel obligated to give you something in return. So show up with information and value before you attempt to sell yourself. This is another strategic opportunity to work your book into a conversation. If you see a post seeking real estate advice online, post your digital book link to direct people to read your book and tell them where they can find the answer to their question.
Lesson #3: Gently Lead Prospects or Clients to the Sale.
The next step is mastering how to lead prospects down the right path without being pushy. For example, if you're on a listing
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