The Key to Success in Real Estate: Building Relationships Over Chasing Commissions

As a real estate agent, one of the most important lessons I've learned is that building strong relationships with clients is far more valuable than chasing the highest possible commission. In this industry, greed and an obsession with making the biggest paycheck can often get in the way of providing truly exceptional service.

My upbringing instilled in me a strong moral compass, and from the very beginning of my career, I never felt driven by greed or the need to charge exorbitant fees. While some agents may have aimed for 6% commission on every deal, I took a different approach. I was always upfront and transparent with my clients about my fees, and I made it a priority to offer fair and reasonable rates.

For me, a successful real estate transaction wasn't just about closing the deal – it was about fostering a genuine connection with my clients and ensuring they felt valued, respected, and well-served throughout the entire process. I understood that buying or selling a home is one of the biggest financial decisions most people will ever make, and I wanted my clients to feel like they had a trusted partner in their corner.
Rather than fixating on the commission, I focused on putting in the hard work, dedication, and effort required to truly understand my clients' needs and goals. I knew that if I provided exceptional service and built strong relationships, the financial rewards would naturally follow.

One way I demonstrated my commitment to fairness was by often charging less than my competition, especially on higher-priced properties. I was comfortable with a 4% or even 4.5% commission, recognizing that in a volume-based business, a steady stream of satisfied clients was far more valuable than trying to maximize every single transaction.

I also made it a point to always offer a fair co-op commission to the buyer's agent, never cutting their share. While some brokers might have questioned this decision, I knew it was the right thing to do. By treating all parties with respect and fairness, I built a reputation for integrity that attracted a loyal following of clients and industry professionals alike.

Looking back on my career, I have no regrets about the approach I took. By prioritizing relationships over commissions, I was able to build a thriving business, earn a comfortable living, and, most importantly, provide exceptional service to countless clients. In the end, that's what truly matters in this industry – not the size of your paycheck, but the lasting impact you have on the lives of the people you serve.

*Commission rates are negotiable. *There is no standard commission. *Sellers are not required to offer a co-op commission to buyers agents.

Want to learn for from Matt Liss and grow you real estate business to new heights? Visit Join MAR and schedule a call today.

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