Becky Jackson

Duffy writes, "this shift in awareness of economic pitfalls could also provide a rare opportunity -- that of becoming a trusted adviser in addition to assembling listing data, showing homes, and shepherding clients through the sales process." This is hardly a rare opportunity - it is the completely common one in real estate that we all address every day. What is rare is the effective conversion of opportunities to 'be trusted, assemble listings, show homes and shepherd clients' into successfully closed transactions and a thriving career. Becky Jackson Principal Broker The Jackson Group at Realty Trust 503-416-4177

Alison, It is time to take "Rookie" out of your byline. You are so not that! For a long time I did not read your column because I am not a 'rookie.' You may want to appeal to them, but you rightly earn a broader audience, so if I were you, I'd change my line to speak to my listeners. This was well said. Becky Jackson Becky Jackson Principal Broker The Jackson Group at Realty Trust 503-416-4177

Kris, I have been reading this series and asking myself, 'what do I have to say about compensation?' and my answer has always been, 'our compensation is what a customer accepts and pays willingly for the work we do.' That led me to the fact that my real customers are the ones that have either worked with me and learned, or observed the world and determined, that my value commensurate with my fee and they are willing to pay it. Or, they may be people who are referred to me and accept that person's recommendation along with my statements of value and promise. Sometimes I can show prospective customers how to assess my value in advance, but often that trust is still tested with the first inconvenience or breakdown. The point is that the customer must understand what the risk, goal or opportunity is that they are taking care of before they can value the service of our help. And, if they are not centered in those places - what do they have to lose, what obligation do they need to fulfill or what great new opportunity is open to them that they want to take advantage of - they may not appreciate the value of good help they get from us for taking care of those issues. So, we must first educate our customers about what matters to them and why we are a part of their solution. When we do this we might find that they listen and notice the value we bring. Then, we will have no problem with our compensation. Becky Jackson Principal Broker The Jackson Group at Realty Trust 503-416-4177/