Ashtara Smiles, Student (FreedomRealty)

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Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

What? Are you working for a hobby or to make money? Do you not believe you earn every penny that comes your way?

Nov 05, 2015 09:04 PM
Ryan Huggins - Thousand Oaks, CA - Thousand Oaks, CA
Residential Real Estate and Investment Properties

Work for free for a few months and wait until those bills come in, that'll cure you! 


But seriously, I charge the customary area rate and have seldom had anyone balk at it because I show the client what I do to earn that commission before the number gets mentioned.  The general public doesn't think you do anything once the house is listed, which is why they hate to pay it.  Show them that you work hard for that money.  My favorite counter to the objection is "would you like to work for less money at your job?  Right, no one does."  Get them to agree with you that you are worth the money before the money is discussed and it won't be an objection.


If that doesn't work, I saw a great visual in a class for if the client balks because they think you get the full amount.  Take a dollar bill out and start folding it in half to show how much goes to the buyer's agent, then fold it again to show your commission split (usually 50/50 or worse for new agents), then again for agency fees, paying a transaction coordinator, marketing, yada yada yada.  By the end, you have a sliver left and in theory they get it.  I haven't tried it yet, because it hasn't come up in the month since the class.

Nov 05, 2015 02:11 PM
Susan Emo
Sotheby's International Realty Canada - Brokerage - Kingston, ON
Kingston and the 1000 Islands Area

Only when you recognize value within, will others see the same!  

Take pride in who you are and what you have to offer. Too many people place the needs of others before their own, but in order to respect others, you need to meet your own needs first. How can you truly learn to appreciate others if you can’t even appreciate yourself?

When everything else in the world fails you, you will always have your self-respect to fall back on. And, in this business every thing can fail you!  

Nov 05, 2015 09:05 PM
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

Working without compensation is not a sustainable business model.

Let's begin here...."Are you going to CHOOSE to believe a lie or walk in the liberty of truth?"  You present this question BECAUSE you are believing a lie.

Here is what you need to do. 
Spend the next week listing all of the value you bring to the table in the disciplines of a real estate transaction. 

Do it again focusing on all the value you bring as a real estate professional to every buyer who hires you.

Do it again focusing on all the value you bring as a real estate professional to every seller who hires you.

Do it again focusing on all the value you bring as a real estate professional to every investor who wants to work with you.

Strip that list of ALL real estate jargon. Strip it of all references to things that are part of what you agree to do to play in the arena.

Make no reference to the CODE OF ETHICS and the fees you pay.

Now, create a 'this is the value a bring' presentation.

Present it to several of your close friends who are not in real estate.

Do they see your value and understand your message? 

NOW you know what you are worth. Truth releases the shackles of a lie.

If you don't know what you are worth, working for FREE seems right.

Nov 05, 2015 08:44 PM
Michael Scruggs
UTR Texas-Realtors - Houston, TX

Don't apologize for what you are asking for in commission. Mention to your clients the things you are going to do to get their property sold.  We do a lot more than put a yard sign in their yard and hope that the property sells.

Nov 05, 2015 10:51 PM
John McCormack, CRS
Albuquerque Homes Realty - Albuquerque, NM
Honesty, Integrity, Results, Experienced. HIRE Me!

I don't have a problem asking them how would you like working 60 hours a week and only getting paid for 30?  

It's your job don't be bullied. 

Nov 05, 2015 10:12 PM
Scott Godzyk
Godzyk Real Estate Services - Manchester, NH
One of the Manchester NH's area Leading Agents

You have a contract, the discussion of commission and what to charge is before signing it. I like to tell them what they will get, what i do and all the advantages that come with hiring me.

Nov 05, 2015 09:18 PM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

I do not work for free or expect others to do so! People should expect to pay if they want to play!

Nov 05, 2015 08:04 PM
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

How long have you been a realtor? I agree with what everyone else is saying, but I wonder what brought you to real estate and whether it is a good fit for you. I always say that if you want to do charity, go to church. This is a business. It is about helping people but it is much more than that. It is protecting them through the contract process. It is marketing. It is negotiating. It is pricing and assessing value.  When done well, it is a very skilled profession and if you are not comfortable with all the intricacies of that profession, it honestly may not be a good fit for you. We need more Mother Teresas - the world is very short on them - but we also need more ethical and professional realtors. It is a great career - and it definitely is a career.

Nov 05, 2015 07:33 PM
TeamCHI - Complete Home Inspections, Inc.
Complete Home Inspections, Inc. - Brentwood, TN
Home Inspectons - Nashville, TN area - 615.661.029

 Good morning Ashatra. I am with Sam you need to do something to get compensated for your time and efforts otherwise you will be homeless.

Nov 05, 2015 05:22 PM
Raj Taj
RE/MAX - Lake Bluff, IL
Drive By Blessings!

Ask yourself this: Are you hungry to make a commission or hungrier to be a slave?

Nov 05, 2015 05:08 PM
Pete Xavier
Investments to Luxury - Pacific Palisades, CA
Outstanding Agent Referrals-Nationwide

You hate imposing on others? Please start to value that your knowledge & time will benefit clients greatly and than present it in the best way possible. Soon impose your value, skills and strength and I believe you'd be imposed upon with professional pay.  


In short you have to get out of that mindset, but save that mindset for charitable work outside of real estate.

Nov 05, 2015 04:18 PM
Jill Murty, Realtor - Orange County, CA
Movoto - Laguna Niguel, CA

You're not imposing on clients; you are working for them.  

No one is going to value what you provide if you don't value it yourself.  I think you need to change your perspective. 

Nov 05, 2015 03:47 PM
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

I go find the property you write the offer. Can I get 90% you and your broker gets the rest?  People use realtor as springboard for personal gains.

If you do not draw the line you will be a homeless realtor.



Nov 05, 2015 02:27 PM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

If you work with Buyers this doesn't have to come up.  If you work with Sellers - different story.

Nov 08, 2015 11:38 PM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

You will be used and abused until you are no longer in business.    Find value in yourself before you have to find a real job. 

Nov 06, 2015 08:07 AM
Sandra Graves
Keller Williams Realty - Folsom, CA

I would never work for free. I see companies using interns for free labor and it's just baffling. Sometimes these internships can last more than a year and up to two years. I've never had to do such a thing. Would you take a job at a big corporation and work for free? I hope not. You deserve to be paid for your work. 

Nov 06, 2015 07:35 AM
Bob Crane
Woodland Management Service / Woodland Real Estate, KW Diversified - Stevens Point, WI
Forestland Experts! 715-204-9671

They wont respect you or your work if you are afraid to charge a fair fee for it.

Nov 06, 2015 06:00 AM
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Just ask yourself: would your doctor or lawyer or accountant not charge you for a visit? They are not shy about sending invoices. You are performing a service for which you deserve to get paid.

Nov 06, 2015 01:41 AM
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

I had a seller beg me to reduce my commission because she was super "tight" financially.  I did it out of the kindness of my heart.  The most fun part was at closing when I saw that she was taking home over $30,000.  

Never.  Again.  

We work our butts off and earn every penny of our commission.  

Value your worth, or nobody else will.  

Nov 06, 2015 01:35 AM
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Ashtara Smiles Wow! You are in the wrong business. You have to value your self worth. You need to treat this as a business and charge for your services.

Nov 06, 2015 12:21 AM
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Everyone has to eat even though some eat less than others. Eat well

Nov 06, 2015 12:06 AM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Ashtara Smiles charity is good - however, I want to get paid for my work and decide who I want to give my dollars for charity, compared to working for free.

Susan Emo has a great answer.

Nov 05, 2015 11:49 PM
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy


I agree with what everyone said and advised.  Perhaps, real estate is not where you should be working.  This field is not for everybody.  A

Nov 05, 2015 11:46 PM
Kevin J. May
Florida Supreme Realty - Hobe Sound, FL
Serving the Treasure & Paradise Coasts of Florida

If earning a livelihood via commission compensation is an issue you are definitely not suited for this industry in a sales capacity. It has nothing to do with overcoming an imposition but everything to do with providing food and a roof over your head. The very definition of a real estate salesperson begins as: One who for another AND FOR A have to believe you're worth it first! 

Nov 05, 2015 11:04 PM
Jeanne Feenick
NextHome Premier - Basking Ridge, NJ
The Agent you choose REALLY does make a difference

Real estate is my chosen profession - it is not a hobby or charity, it is my career and I expect to be compensated for my hard work.  

You will find plenty of consumers that will be happy to do business with you if you expect no compensation in return. But the journey will be a short one for you.

Nov 05, 2015 09:06 PM
Richard Weeks
Dallas, TX
REALTOR®, Broker

Who works for free?

Nov 05, 2015 09:05 PM