There is nothing complicated about how real estate commission works. The discomfort around it tends to come from the way it gets discussed rather than from the structure itself.Commission conversations go better when the seller understands the structure before the agent explains it. This is that structure.Most sellers who do not kno… Read More

The process of choosing a real estate agent looks more rigorous from the inside than it usually is from the outside.By the time a seller has met two agents and received two appraisals with two different price opinions, the decision often comes down to gut feel. Gut feel informed by a sales process designed to generate exactly that response.… Read More

The word negotiation creates a specific image. Usually an offer on a table. Usually a phone call. Usually a fairly straightforward exchange of positions.That image is not wrong. It is just incomplete.By the time a buyer makes a formal offer, a significant portion of the negotiation has already happened - in how the campaign built pr… Read More

Most sellers who describe a bad experience with an agent are not describing poor marketing or weak negotiation. They are describing not knowing what was going on.Communication is the part of a real estate campaign that sellers experience most directly and remember most clearly.This is the part of the agent role that affects seller d… Read More

There is a specific kind of discomfort that comes from having your home on the market and not quite knowing what is happening with it. Inspections come and go. Buyers look and leave. The agent calls occasionally. The space between those calls tends to feel longer than it is.And yet it is probably the least systematised part of what most age… Read More