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The market has changed.  Your job of pricing and getting price reductions is more difficult than it has been for five or ten years.  Many Agents are experiencing a buyer’s market for the first time.

Keith, a Client in South Carolina speaking to a seller prospect over the phone was asked, “What is your commission?” 

His answer worked very well.  He laughed softly and said, “That’s like calling Macy’s and asking, ‘What is the price of your suits?’  Particularly in this market there are a variety of commission programs.  One that will work better for you, once I have seen your house and understand your situation I’ll go over all of your costs including the commission programs.  Could we get together some afternoon this week, would Tuesday or Wednesday be best?”

Keith did a lot right here.  He did not discuss his commission over the phone.  Consider that a cardinal rule.  Do not discuss your commission over the phone.  He made an appointment to do a full listing presentation.  He relaxed and laughed respectfully to slightly disarm the seller.  He made reference to the current market that is in the news every day.