Let’s rip the band aid off the wound…

Let’s discuss what no one wants to talk about…

Let’s talk about the big white elephant in the room of real estate…

YOUR COMMISSION!!

If there is one topic real estate agents hate to address…

IT IS THE FEE THEY CHARGE!!

I like to joke at my programs….

I can line up 100 agents and get a discounted fee from 99 of them by asking one question…

WHAT IS YOUR FEE?

Sad, but true.

Last week I sent out an email detailing the math behind your commission.

Over a ten-year period where you are doing 10 deals a year…

The average agent is going to discount their commission to the tune of $775,000+.

That is a lot of money to be giving away.

Again, on any single deal the $500 to $5000+ you give away doesn’t seem so horrific.

It is only when you start adding it up deal by deal, year by year that you see the devastating effect of giving your money away.

You know how hard you work…

You know the brain damage you have to endure…

Why then do so many agents give their money away so freely?

The big challenge when it comes to your commission dollars is this…

In every deal…

And I mean every deal…

There is a legitimate reason to give your commission away.

ALWAYS!!

It is so easy to justify and rationalize why you must give your money away to do business.

“I will lose the business if I don’t.”…

“I know my competition will work for less.”…

“$20,000 is better then nothing.”….

“ I am double ending it.”…

“The deal won’t go together if I don’t kick in.”…

“The people are under financial duress and need every penny and I feel bad for them.”…

“I want to keep my referral source happy.”…

“I can use this listing to get more business.”…

“They are going to sell and buy from me.”….

“I don’t want people to think I am greedy.”…

“It is a lot of money.”….

“I really need the money.”….

“It’s a really high price point.”….

“I have done multiple deals with these people.”…

“I want this person as a future referral source.”…

I could literally keep writing for an hour and not cover every “legitimate” reason agents discount their fee.

When it comes to you and your commission…

Have you completely given up on the idea of charging 6% and keeping 3.5%?

Do you want to be a 6% Agent or not?

This is the all important question.

This needs to be a very conscious decision.

Being a 6% agent means…

Having the right mindset…

Being a disciplined prospector…

Following up diligently with all your leads and staying in touch with your database…

Understanding your value…

Mastering your listing presentation…

Knowing your commission dialog backwards and forwards.

And if you don’t make a conscious decision to be a 6% agent…

You unconsciously default into the waiting, hoping, praying, chasing paradigm of doing business where people will continually be reaching into your pocket for money and you will feel defenseless in stopping them.

Is this how you want to show up for business every day?

So again…

Back to this question…

Have you completely given up on the idea of being a 6% Agent?