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Episode #1. By having a value wedge with your services you will work with 80% of the clients that will pay you what you are worth and not look for a discount.
In this episode Michael Fanning talks about creating a value wedge so you work with the 80% of the clients that will pay you what you are worth and not look for a discount.
Key ideas.
1. This is the biggest purchase and or sale in many people's lives.
2. Every transaction is unique.
3. There is always someone willing to do it for less.
4. The old saying is still true. " You get what you pay for."
5. 80% of clients are willing to pay if they perceive quality and value.
Do you have a process?
Can you articulate your value wedge?
Do you have this dialogue down?
Do you believe there is a fixed price, or a range of value based on the marketing and negotiation skills of your realtor? Would it be helpful if I showed my five points of value?
What are the real numbers on fee pressure?
According to the 2021 Buyer Seller Profile from NAR
Twenty-eight percent of Sellers either did not know commissions were negotiable or knew but did not bring it up.
Five percent of Sellers asked for a discount on commissions, but Agents said they could not do it.
Twenty percent of Sellers asked for a discount and agents said they would discount.
Forty-seven percent of Agents mentioned the discussion without being asked by the sellers.
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By Michael Fanning "Windermere Coaching"
5
88 ratings
In this episode Michael Fanning talks about creating a value wedge so you work with the 80% of the clients that will pay you what you are worth and not look for a discount.
Key ideas.
1. This is the biggest purchase and or sale in many people's lives.
2. Every transaction is unique.
3. There is always someone willing to do it for less.
4. The old saying is still true. " You get what you pay for."
5. 80% of clients are willing to pay if they perceive quality and value.
Do you have a process?
Can you articulate your value wedge?
Do you have this dialogue down?
Do you believe there is a fixed price, or a range of value based on the marketing and negotiation skills of your realtor? Would it be helpful if I showed my five points of value?
What are the real numbers on fee pressure?
According to the 2021 Buyer Seller Profile from NAR
Twenty-eight percent of Sellers either did not know commissions were negotiable or knew but did not bring it up.
Five percent of Sellers asked for a discount on commissions, but Agents said they could not do it.
Twenty percent of Sellers asked for a discount and agents said they would discount.
Forty-seven percent of Agents mentioned the discussion without being asked by the sellers.
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