Consistent Clients – Real Estate Marketing

What kind of options do you give your clients?

Is it A or B? Work with me or not?

If you have experienced a rash of clients fighting with you to reduce your commission, or to submit an unreasonably low offer, or list their home so high it won’t sell, you may have found yourself at the point of saying “This is the way I do business, you can work with me, or not.”

Unfortunately, that attitude creates a lose/lose/lose situation – You could lose out on a client, the client could lose out on selling/buying their home, and the real estate industry as a whole could lose a bit of respect or credibility.

Your focus should be on using your experience and knowledge to find ways to give them choices beyond work with me or don’t. Instead of letting them focus on how much your commission will be, or why they feel they must stick with the price that’s in their head for a home, give them realistic choices that can still create a positive end result.

Let them know about creative financing options, suggest Lease to Own or Rent to Own, Home Buyer incentives that will save them money without reducing your commission, etc. More choices means more control for them. It gives them more things to consider than just the number in their head.

Or, create different marketing options for them to pick from. This shows them that you have lots of tricks up your sleeve, besides the usual “throw a sign in the yard, post it on MLS and call it a day”. List out all the things you’ll do to sell their home. (All of them).  Then you can think about creating a reduce package with a reduced commission. Take out some of the more time consuming tasks you do, and offer a slightly reduced commission percentage. Once they see that you have lots planned for selling their home, they’ll usually go with the full package without questioning the price. You’ve established value, and honestly, they want the home sold. They want you to do it all. If not, you’ve still gotten a listing, taken a small cut off the percentage, and saved yourself some time that can now be used to help another client.

Get creative and offer your clients more choices – just make sure that every choice ends with you as their Realtor®.

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