The Marketing PlanHow Much Is It?
How much do you charge? You should already know
how much you charge. But how do you convince a seller
that you’re worth what you’re asking? That’s why we dis-
cuss the price of your services at the end of the presentation.
You should have enough to offer them to justify what you’re
asking for your brokerage fee. Keep in mind that intangible
characteristics also count, such as your character, experi-
ence, honesty, or aggressiveness. These are valuable assets,
so be sure to put weight on the intangibles you possess.
Your Resume
Every time you are face to face (or ear to ear) with a
potential prospect you are essentially in a job interview.
The seller is your employer and you are the employee. Em-
ployers (sellers) interview many employment applicants
(agents) for the job but will only settle for the one who
sets him- or herself apart from the rest. Your resume
should do exactly that. It should tell your seller how much
experience you have, any awards you have, and what
exactly you can offer them if you were to take on the job.
A resume should be concise but pack a punch. You can
use a Microsoft Word resume template to give you some
help with your layout. A sample resume is included in
Appendix C.
Keep copies of your resume in your car, and make sure
that every envelope you mail has one in it. You can print
these on fancy linen paper and really give it a professional
quality. If you print on linen paper, try to use a laser