Establishing Respect with your Prospects!

When you go on a listing appointment is your mind already made up as to how much your real estate fee is or are you letting the prospect control the appointment and tell you how much they are willing to pay you?

The first thing you need to do is establish respect. This is first done in your mind.

Whatever you believe on your subconscious level is what you will make happen in your life and business. Most people today suffer from feelings of unworthiness. Like attracts like. You will attract to you that which you are. You are like a magnet.

So the first thing you will need to ask yourself is; are you worth your real estate fee and do you believe you are worth your fee?

When you go into a listing presentation are you nervous, unprepared and unsure if you are going to get the listing? Are you sending off signals that you are desperate, that you need the money or that you are struggling with your bills? Are you concerned about what they may be thinking about you? All of the above are signals to alert the prospect the prospect to not respect you and your value. People run away or trample on people that send signals of desperation in any form.

If you are getting a lot of sellers telling you they do not want to pay you 6% real estate fee but instead will pay you 5% or 4% ; that is not the market, that is a response to what you are saying, doing and the energy you are sending.

This rarely comes up for me. When it does, I tell the prospect that I am worth my fee and that it is the fee that my business deserves. I explain how the fee is broken down so they understand more of how the real estate business works and they are then glad to pay my fee, especially when they see the results they get by using our services.

There are exercises that you can do to raise your level of your worth which I will discuss in another post.

For now, think about:

1. What your real estate fee is.
2. Do you believe your deserve this fee?
3. Are you prepared when you arrive at the listing presentation?
4. What is your belief system regarding commissions?
5. How do you respond when someone puts you down for earning commissions?
6. Evaluate the signals you are sending off as you speak and walk and present.
7. Do you feel valuable as a person, wife, husband, parent, community member, agent?
8. Do you feel you have what it takes to earn your real estate fee without it being discounted?
9. Who is in control of the presentation, you or your prospect?
10. Can you walk away from a listing if the prospect is determined to lower your fee?

You can email me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate, Katerina