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Nine secrets to earning full real estate commission

Part 1: Traits of a top producer

(This is Part 1 of a two-part series. See Part 2: Technology feeds real estate commissions.) Top performers usually earn full commissions. What makes them different from agents who cannot persuade sellers to list at full commission? Surprisingly, it's very little. Recently I interviewed a number of top-producing agents about the strategies they use to earn a full commission. There were nine clear-cut ways that these agents differ from agents who reduce commissions. 1. They are confident Top producers who earn full commissions are confident that they provide the best value to sellers. They believe they are worth a full commission. Furthermore, they are not shy about telling the seller why they are the best choice to market the seller's property. 2. They have a plan Each agent interviewed could clearly articulate his/her Unique Selling Proposition (USP), which comprises the unique services they provide in order to market their listings. More importantly, these top performers educate th...

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