How Do Realtors Get Paid — Seller Edition

Last week we talked to buyers. This week we talk to sellers. And honestly, it should be this simple.

Episode 232 was all about the buyer brokerage agreement and how to present it. But a big question came up in that episode: how does all of this change your listing appointment? What do you say to sellers now? How do you handle the questions they're hearing in the news? And what if the rules change entirely?

This episode is the companion. Listen to 232 first if you haven't.

Also: if you're not listing, you're losing. We'll get to why.

Here's what we cover in this episode:

- Why the listing appointment should always have been this transparent — and why it's a little embarrassing that some sellers didn't understand they were paying the buyer's agent - The seller affirmations you need going into every listing appointment: "I am not afraid to talk about money. I am not afraid to ask to be paid." - Do a net sheet. For the love of everything, do a net sheet. It is not optional. If you're not doing one, you are failing your seller. - How to handle the seller who has heard the news and asks: "I've been hearing sellers don't have to pay buyer's agents anymore — what can you tell me about that?" - The current answer: you're right, you have no obligation, but here's why it would be to your advantage right now — and what the market in your area is actually offering - Why Alissa never offered a bonus on a listing — and then one seller made her do it, and what happened - The MLS, what's in that blank, why putting $0 or $1 is the new trend, and what might change next - The deeper problem with the current system: sellers are blanketly paying whatever buyer's agent shows up, regardless of whether that agent is their first week or has 30 years of experience - Why Katy sees that as a flaw — and why Alissa sees the counterargument (the agent doesn't get paid if it doesn't close) - The builder's design appointment story — and how the sales rep's phrase "I don't get paid for this" was a lightbulb moment about our mindset around money - Why keeping everything in writing, including a follow-up email after the listing appointment, is going to matter more than ever - How buyers and sellers still don't blanketly trust the real estate industry — and why what's happening is just bringing that to light - If you're not a listing agent: it's time to become one. Here are the Hustle Humbly episodes to get you there: - Episode 45: The Listing Interview - Episode 62: Transitioning from Buyer's Agent to Listing Agent - Episode 148: The Listing Process — Listing to Closing - Episode 154: Speaking to Your Value (FSBO episode) - Episode 183: How to Sell Your Home (Consumer Edition) - All seller episodes: hustlehumblypodcast.com/sellers - Dodd Frank, TRID, and why every industry change that felt like the end of the world eventually became normal - Disclosure requirements with builders: if a builder gives you a cash bonus or a cruise for selling five houses, your buyer must know - I work hard and I want to be compensated accordingly — that's not a bad reason to be in real estate

Toast of the week from Jordan Maxwell in Amarillo, Texas, toasting Annie Miller — also in Amarillo — for introducing Jordan to the podcast and for an inspiring new endeavor. Cheers to Annie!

Referenced episodes: - Episode 232: How to Use a Buyer Brokerage Agreement - Episode 214: Buyer Brokerage — Preparing for Changes in Real Estate - Episode 45: The Listing Interview - Episode 62: Transitioning from Buyers to Sellers - Episode 148: The Listing Process - Episode 154: Speaking to Your Value - Episode 183: How to Sell Your Home (Consumer)

All seller episodes: hustlehumblypodcast.com/sellers

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