Demystifying the "Fee for Service" Model
iSucceed Mentor: Mollie Wasserman
June, 2005
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NOTE: The iSucceed Success Module is an online educational productivity medium designed to help agents grasp the concepts necessary to ensure their future success and profitability, in an industry where only 7% of the agents are conducting 93% of the transactions. As the integral component of a full suite of unique products offered by iSucceed to thriving agents ready and willing to grow their business, the Success Module is a perfect balance of substance, strategy, and instruction. It is a unique blend of streaming audio, animation, and graphics, reinforced by key points that appear in a textual form for easy retention.
Part 1
In an industry warring over the outdated commission model, fighting with discount brokers, and wondering how to reach the new Internet savvy homebuyer, Mollie’s perspective on real estate consulting is a true breath of fresh air. In this week's call, she'll cover the subtle, yet powerful difference between being a salesperson and a consultant; between being an information gatherer and an information interpreter.
Topics:
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1.
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Mollie Wasserman's Background |
2.
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The Boston, Massachusetts Market |
3.
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A Realization |
4.
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Options for the Risk-Aversive Client |
5.
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The Internet Factor |
6.
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A Break From Tradition |
7.
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Traditional Model in Flux |
8.
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The Commission Conflict |
9.
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Why Should I Pay You a Full Commission? |
10.
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How Mollie's Program Works for Sellers |
11.
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Two Aspects To Dealing with a Client |
12.
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An Example of When to Use Fee for Service |
13.
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Engage Your Lenders |
14.
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Giving the Consumer Options |
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Part 2
Isn’t real estate consulting just an industry code word used to describe discount brokers? Mollie answers this question with one of her own: is shopping for a suit and dealing with a salesperson the same as hiring your own personal shopper? Although the question is rhetorical, and the answer is obvious, the point can be difficult to grasp for many agents accustomed to the commission model of real estate service. In this week’s call you'll learn:
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The major advantages of offering your customers consulting-based real estate service.
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How the concept of real estate consulting can be applied to a much broader range of real estate services than simply selling a home.
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How to provide premium service to your customers without compromising your fees in order to compete with discount brokers.
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What customers are really searching for in a home purchase experience, and how to ensure that you meet those expectations.
Topics:
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1.
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Mollie Wasserman's Background |
2.
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The Difference Between Consulting & Discounting |
3.
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Commissions as an Insurance Policy |
4.
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But Isn't Discounting the Option? |
5.
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How to Position it in the Marketplace |
6.
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The #1 Buyer Question |
7.
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One Size Doesn't Fit All |
8.
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The Fruit of the Loom Analogy |
9.
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Nordstrom vs. Kmart |
10.
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How to Compete with Discounters |
11.
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Do You Manage Full Service and Consultancy Differently? |
12.
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Giving the Consumer a Choice in How to Pay |
13.
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The Attorney Analogy |
14.
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Why Mollie Went Full Service Consultancy |
15.
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One Last Piece of Advice |
16.
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Mollie's Contact Information |
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© Copyright 1996-2008 Mollie W. Wasserman All rights reserved.
No reproduction, distribution, or transmission of the information, graphics, or design included in this site is permitted
without the written consent of
Mollie W. Wasserman.
The Real Estate Internet Warning is the one exception to the above rule as we encourage agents to use it but ONLY WITH THE FOLLOWING CREDIT:
"Courtesy of Mollie W. Wasserman, http://www.TheHomeConsultants.com
Any questions or comments about this site should be directed to: Mollie W. Wasserman, Email or (508) 613-9101
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