Sellers often misunderstand what agents charge. The assumption is all agents are equal. They select the discount agent. They believe they are smart. If one charges less and Agent B charges 2.2%, they pick Agent A. The math says money in the pocket. This is dangerous math. The discount broker is usually the most expensive eventually. How? They achieve a lower price. The difference in your sale price dwarfs than the commission difference.
Use logic. If an agent cannot negotiate their own money, how can they defend your house price? They don't. They roll over immediately. If a low offer comes, the cheap agent says: "It is a good offer." They need the turnover. They don't care about your extra $10k. A pro fights for every dollar. We are professionals.
I watch vendors in this market drop tens of thousands to save $4,000 in fees. It is tragic. You sell your home once. You want the top dollar. The fee is an investment. By achieving $20,000 more, and the fee is slightly higher, you are $15,000 better off. That is what matters. Focus on what you keep, not the expense.
The Difference Between Cost And Value
Understand the distinction between cheap and good. A cheap suit and a tailored one are worlds apart. Real estate agents gawler follow the same rule. Some are basic. They put it on the internet and hope. That is zero skill. You could do that.
A negotiator creates competition. We chase leads. We style the home. We market aggressively. And most importantly: we close. When the offer is "$600,000 is my limit", the order taker writes it up. I know how to squeeze. That extra $20,000 is pure profit. That is performance.
Budget brokers rely on volume. They must sell many to pay bills. They rush to spend time on you. You are a transaction. I focus on quality. So I can dedicate time for you. My commission enables me to serve you best. Don't be a number.
How Negotiation Skills Impact Your Pocket
It isn't shouting. It is a science. Knowing tactics and when to shut up. Understanding signals. Using leverage. A master can make a buyer increase their offer without them knowing. We use scripts to drive the price up.
It is learned to get right. It is valuable. You employ me for this reason. Not for the sticker. You pay us to negotiate. If they are untrained, they will cost you. They ask for reductions instead of lifting the buyer. Easier to lower price than to push a buyer. Lazy agents crunch sellers. Great agents lift buyers.
Ask the agent: "Give me an example how you negotiated." Watch them. Should they say "It was easy," worry. You need "I created a bidding war." That is the winner. I love the deal. I guarantee it.
Understanding Advertising Costs
Discounters promise "free marketing." Sounds good? No. Nothing is free. If marketing is "free", they spend the minimum. You get the small ad. You get iPhone photos. Basic board. Because it is their cost. They save money.
For the best result, you need exposure. Top spot online. Drone shots. 3D tours. Facebook boost. It isn't cheap. It casts a wide net. More buyers = more competition. Competition = higher price. If you save $1,000 on marketing and miss one buyer, you might lose $10,000 in price. Not smart.
I advise vendor paid marketing. No corners cut. We go big to find the buyer. Your investment. Give it the best chance. Don't be invisible for a small saving. It drives the sale.
The "Buying The Listing" Trick
A dirty tactic of cheap agents lying about value. They tell you it is worth millions when it is worth $600k. Why? to get you to sign. They get the listing because you want $700k. Once listed, it doesn't sell. They make excuses. They crunch you down to the real value. And you sell for $600k after wasting time.
But you hired the liar. The good agent who said $600k missed out. Don't punish honesty. If it sounds too good to be true, be suspicious. Show me the sales. Without proof, they are faking. Brad Smith gives honest appraisals. I base it on facts. I might be lower, but I deliver. I get more through negotiation, not empty promises.
Protect yourself. Real estate is full of sharks. Look for integrity. Find the one the hard truth, not fairytales. That is the partner who gets results for the max.
Questions You Must Ask Before Signing
When interviewing, quiz them:
1. How do you negotiate?.
2. Show get more details reference me recent sales.
3. What if we get two bids?.
4. Explain your cost.
5. What is the plan?.
What they say will tell you everything. If they stumble, don't hire them. If they are confident, hire them. If they drop their fee as soon as you ask, don't hire them. If they can't defend their income, they will lose your equity.
Grill me. I love the interview. I am ready. I am confident. Choose Brad Smith. I am not the cheapest, I am the value choice. And the best is always free in the end.