What do you do when a potential listing contact tells you, “I have a friend in real estate who is giving me a discount to work with him.” This is a great opening. Let the seller know why this situation may not be in their best interest. “Having an agent, even a friend, discount their fees before accounting for any of the cost of selling a home should be a red flag. If your agent will discount their fees so easily, how much of a discount will they be willing to accept on the selling price? Agents who reduce fees also reduce final sales prices. You’re hiring an agent who will negotiate the highest possible sales price for you, not take a bargain to get a quick sale.” Give the seller the confidence that the money spent on your fees will result in a higher sales price for their property.
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