Commission savings

D - Seller Help: What functions could lower the commission?

As previously noted, sellers who want to pick and choose only the services they need use agents who engage in fee-for-service consultation. Many traditional and discount brokers will also negotiate a lower rate if the sellers agrees to help out in the selling function.

Agents value their own time:

During a CMA presentation and after the commission is agreed upon, bring up the possibility of a further discount inducement if you offer to take over the open house function. Some agents put such a premium on their own time that they will do anything to avoid spending an afternoon doing an open house. In addition to spending two to three hours at their client’s home, time is taken by dressing up, creating brochures, driving to the open house, erecting signs, arriving early to turn on lights, staying to close down the premises, removing the open house signs plus the drive back home.

More free time on a weekend can be very appealing to agents. Or they may be pressured by several sellers who want an open house on the same day. This could work to your advantage.

Lower commission, happy agent:

Offer to do all your own open houses for a commission reduction of a half percent. If the agent resists, sweeten the proposal by committing to submit the prospects’ sign-in sheets to your agent along with your comments about the attendees. This will give the agent great leads for potential buyers.

Your arrangement could include a further incentive. If your agent can turn one of these buyer leads into buying your home, then the commission should be reduced even more–substantially.

This has the potential for a nice commission savings and the agents can get more hot leads, including having the buyer of your home handed to them. Who would dismiss this incentive?