VALUE ^2 VIDEO & SLIDE DECK
FOR INTERNAL USE ONLY.
In the wake of lawsuits being filed about commissions, it’s more important than ever to get crystal clear about how you talk about your value proposition. Value² is a top-to-bottom course that covers how you can build trust by helping your clients understand the value you bring to the table – including what you charge for, how you get paid, and what cooperative compensation is all about.
"Value²: How to Articulate Your Value to Your Clients," presented by Gary Keller, Jay Papasan, and Jason Abrams. It covers various aspects of providing value in real estate transactions, focusing on building trust, offering fiduciary representation, and delivering core services to create a positive and memorable client experience. Key themes include the distinction between functionary and fiduciary roles, strategies for negotiating commissions, and methods for presenting and pricing services to both sellers and buyers.
The slides also delve into the specifics of working with sellers and buyers, outlining core services, the customer experience, and strategies for surprise and delight to enhance client satisfaction and generate positive reviews, ratings, and referrals. Various pricing models are discussed, including bundling and unbundling services, with examples provided to illustrate these concepts. Additionally, the document touches on cooperative compensation, the importance of professional representation, and the dynamics of supply and demand in the real estate market.
Towards the end, the document addresses the critical conversations needed when explaining listing agreements to sellers and buyer agency agreements to buyers, emphasizing transparency, negotiation, and documentation best practices. It also covers representing landlords and tenants, again highlighting the negotiability of services and compensation. Finally, the slides conclude with insights on becoming irreplaceable by consistently delivering value and relevance to clients beyond the transaction, aiming to create clients for life.
This document is an educational resource for real estate professionals, offering guidance on enhancing their value proposition to clients through trust, expertise, and exceptional service.
