Here is a simple Value Equation that will show you how to get paid a full commission…
PV = PB – DC (Perceived Value = Perceived Benefit Minus Direct Cost)
The question of value typically comes up when you’re making a listing presentation or just before your Seller decides to accept an offer. The above equation is how everyone decides how much they’re going to pay for something.
“As long as the benefits outweigh the cost then of course I don’t mind paying for it.”
Getting paid a full commission simply becomes a case of providing more benefits than the cost you charge. So where does all this start? It’s in the Marketing Plan you offer. No need to complicate this issue… make sure that your Marketing Plan has two main components:
1. Significant activities & features that demonstrates, “I am different”
2. A powerful “selling” aspect that helps your prospect understand why they need what you offer
Item #1 is your Secret Sauce and should have 12 – 18 solid points. Item #2 is the skill you develop to “sell” the value/significance of these points.
Item #2 is where the “perceived benefit” component of the equation comes in. Spend time practicing Item #2. That’s where you will really stand out from the competition! NO Excuses.