"Any customer can have a car painted any color that he wants so long as it is black." - Henry Ford
Can you imagine walking into a restaurant that only has a single dish on the menu? How about a car dealership that only offers a single make and model of car? The idea seems nonsensical because we understand as consumers that we have unique needs that can't be addressed by a 'one size fits all' solution. This isn't to say that there won't be people who find the very limited restaurant menu or the exclusive automobile inventory to be just what they want but it certainly going to be a very small number. We inherently want choice.
We live in a culture that has offered us choice all of our lives. We can go to the supermarket and choose from over a hundred different types of spaghetti sauce alone! So why is it that when working with home buyers most Realtors and brokerages only offer a single way for those buyers to pay for the support they get? It's worth mentioning that I fully understand that many people believe that home buyers aren't the ones paying for the Realtor support that they receive. After all, doesn't the check that the agent for the buyer gets come from the seller's broker anyway? I won't even broach the many potential conflicts of interest possible with this model but let me be clear that the money that the seller's brokers is so generously passing around the table started in the buyer's pocket. Bottom line: The buyer's money is the fuel for all real estate agreements and to pretend otherwise is flawed logic.
But even though they are the driving force behind the agreement becoming reality, most home buyers have only a single choice when it comes to buying a home and paying for the services of their Realtors - a commission based on the selling price of the house. While this may work for some home buyers, is this the best option for all? I don't believe it is and as I talk to more and more Realtors I find that I'm not the only one. By introducing alternative compensation agreements to their home buying clients, agents for the buyer are not only changing the real estate landscape but also increasing the value that they bring to the table as well. For example, if a Realtor is willing to work directly with a home buyer in a consultative role, and is willing to be paid directly for their time and services (like many other professional services providers) instead of by commission, then they can sweeten the deal by offering up the commission payment they would have received under a standard commission model up as a rebate to the home buyer at closing. Not only does this incentive help the Realtor stand out from the crowd while they grab the home buyer's attention but it also means that they get paid for their service regardless of whether or not the buyer even makes it to the closing table. Furthermore, if you know that you were getting several thousand dollars back at closing as a buyer wouldn't you be more apt to stick around and not disappear during the eleventh hour? Alternative compensation agreements also mean that the buyer's agent is able to step away from a more traditional role of being a sales person and can instead stand as an advocate and consultant.
Because they are no longer being paid only if the buyer closes on the property, they can be more candid regarding potential problems for their client without ever worrying that their honestly will affect their own bottom line. Alternative compensation also means that the Realtor is able to take all the risk for a deal closing and remove it from their shoulders. Because they no longer have a payday tied to the closing they don't have to constantly focus on driving toward the closing table. Finally, offering home buyers alternative direct payment models give agents for the buyer another option. It's not an either/or. If a buyer is comfortable with a more traditional commission agreement then offer that. But if you can offer them a way to save money, let them take on more home buying responsibilities themselves and doing so take the risk off your shoulders, then this may be the perfect ฝากขายทาวน์เฮ้าส์ option for some of your buyers.
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