Don’t Count Your Income Early
Enter your listing appointment without the expecta-
tions of getting the listing. If you go to a listing appoint-
ment with money on your mind you will be out of touch
with what your real goal should be: to offer quality and
professional service to the seller. Also keep in mind that
thinking about the brokerage fee will influence your
thought process, and the seller will know what’s on your
mind. You’ll know when you’re operating at your highest
potential when you can’t find the time to count your
income.
Explain the Brokerage Fee
When you bring up the brokerage fee to the seller, be
certain they know what the brokerage fee includes. Stay
true to the average brokerage fee for the area of your list-
ing. Mention that you offer the co-op broker whatever the
average is for the area. For example, if you were to tell the
seller that the brokerage fee would be 5 percent, also let
them know that you are giving the other broker (the co-op)
2.5 percent. Point out that when many agents give lower
than average quotes, they usually cut the co-op brokerage
fee to compensate for their loss. This ultimately leads to
fewer showings and risks the property not selling.
Leave Them with Something
Always leave something with the sellers if you have to
leave without getting the listing. By “something” I mean a
folder with all of your information inside, including your
resume, the preliminary CMA, a list of homes you or your
The Real Estate Agent’s Guide to FSBOs