Today’s High-Performance Podcast for Real Estate Agents features Josh Phegan and Alexander Phillips on the case for lifting fees. Josh questions how much time agents spend each year really thinking about fee proposition and Alex states his belief that vendors are more interested in an agent’s negotiation skills and ability to get the job done for them than the fee. Josh illustrates some aspects of the science and psychology of selling, specifically around setting expectations for fees, options, and results. Alex then looks at fee structures that offer options based on services provided.
Josh describes a negotiation with a developer for an open agency agreement vs. an exclusive to explain why the way you present your information and putting options on the table is critically important.