Question: How do you TALK someone into doing something…?

QUESTION:I’ve been to enough of your learning sessions to know that I thoroughly enjoy your style of teaching and yet I’m still having a hard time committing to registering for the FSBO Success Workshop. Can you talk me into committing without talking me into it? (Sent in by Maryann J. of Houston Texas)
ANSWER: Maryann, I [...]

Question: How Much Do You Charge?

QUESTION: It seems that no matter what answer I give when asked “How much do you Charge?” that it ends up turning into nothing more than a feeling of frustration and defeat. What should I be saying to get the sit down when they ask that question? (Sent in by Richard D. in Brooklyn NY)
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Question: What do I say when the seller wants me to CUT my Commission?

Answer: I’d recommend that instead of becoming defensive and telling them how much you DESERVE what you charge, understand that homeowners care more about their finances than yours. The only reason they’d ever ask you to CUT your commission is because the BELIEVE by doing so they’ll come out better off financially. However, if they [...]

Question: How do I respond when a FSBO tells me that they’re willing to pay a commission if I have a buyer?

Answer: Thank them for the offer and let them know in NO uncertain terms that that’s NOT the reason you were calling. And don’t even think of teasing them with the idea that you MIGHT have somebody interested in their house; that’s an all too common gesture used by other, less confident agents. The [...]