I can’t begin to tell you how many clients (and referrals) I have gotten over the years simply based on my “in a nutshell” presentation. It has so many benefits, the main one being it lowers a client’s anxiety. You are giving away something of extreme value—knowledge of the process & what’s to come–and people appreciate this. Clients always fear a surprise down the road—you help alleviate that fear.

When you give this presentation it appeals to a client’s need to know & it’s not perceived as selling,, although you are selling—yourself as a knowledgeable & caring professional. I always preface my presentation with a statement to the effect that “whether you hire me or not, I want to help you understand the process”. Ending the presentation I offer to answer any questions. Hopefully they open up and tell you their needs and you establish a rapport.

Yes, it takes time & the fact you spend alot conveys to me that you REALLY care about serving your clients. That shines through to people, believe me. Invest the time and you will reap the rewards of many more happy clients. And doesn’t a happy client make us feel happy? you betcha

-jf

The key is that open line of comunication.

I just lowered my commission fee on a seller that has had to dramatically lower their offering price. I never thought I’d have the tough time I’ve had with this particular listing. I will end up losing money on this transaction, but I want to assure the client that I’m doing everything I possibly can… and am willing to share in whatever pain they may be having. They must move and relocate to another state. The husband basically already did and the wife has stayed behind. They want to be together so bad and I want to see them happy together.

Note — I did not lower the buyer side commission in the MLS.

-jf

Like I always say, it’s all about negotiation. Sellers should negotiate with their representative all through the listing period. A good level of negotiation equals a great channel of communication.