Discussion: If you do something for the prospect, make sure they give you something in return. Use the words in this order: “If I … will you ...?” Ask them, “If I can (overcome their objection), will you (sign the listing today, sign the buyer brokerage agreement, place an offer, etc.)?” You do something—you get something in return.
Action: When working with buyers this tip is best applied during the negotiation stage. Let’s say the seller wants you to use their closing attorney because they are doing a simultaneous closing on the home they’re purchasing. This is a convenience for them but probably not for your client. Get something for that concession. If you have not agreed to seller contribution to closing costs, maybe you ask them to pay some or all of the attorney’s fees. Or maybe your buyer earns the privilege to deposit earnest money after removal of inspection contingency. Or perhaps your buyer gets some personal property thrown in at no cost. Whatever, ask for something! Usually, you don’t want to give up something without some concession.
When working with seller’s you have the same dynamic in negotiation as with buyers. This is especially so if the seller is going with discounted commission. There and numerous conditions (from the full service package) you can throw in to sweeten the deal. If they are going with full commission, have a few special marketing systems that are not part of the standard company program that you can offer, such as newspaper advertising, a more frequent holding of open houses, or an agent open house. You could offer to pay some dollar amount of seller closing costs or property taxes. Some agents offer to purchase a home warranty for the buyers to serve as a marketing incentive. Whatever… have something!
Development: Ask your broker to let you review closed, office files. Review the special stipulations. What sort of things have others asked for and gotten. What other things can you think of? Ask other agents what they do to list properties that are not a part of the standard company program.