Ross Wilson

Ross Wilson

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In this final column in the series on the controversial subject of real estate fees, allow me to continue addressing dual agency, but from...

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Allow me to address what is referred to as double-ending, or representing both seller and buyer in a sales transaction. It’s certainly fraught with risk, but is it too risky to participate in this practice?

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Let’s look at this controversial topic from a buyer agent’s perspective. When do you ask your buyers to sign a Buyer Representation Agreement (BRA)? When you meet for the first time?

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You should charge whatever fee you feel you’re worth. If you’re a highly experienced and competent senior agent, your full fee is certainly well warranted.

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To maintain industry viability, we may need a complete overhaul from the top down. All sorts of options may be available to handle this scenario in a mutually satisfactory manner. Here are a few to consider.

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In this third column in my series on the controversial topic of real estate fees, let’s talk about something that I suspect most agents fail to seriously consider when plying their trade – risk.

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A prospective seller asks you to lower your usual professional fee. How do you handle this increasingly common tactic? Do you charge the same rate as you normally offer to pay a co-operating brokerage, say half of the total rate?

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A client who is obsessed with the fee usually has little respect for you, your services or our profession. They should provide you with sufficient incentive to invest your time and effort on their behalf.

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You’ve invested your precious irreplaceable time, hopefully not in vain. Wouldn’t it be nice to know that you’ve succeeded in making a positive connection with your guests?

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I felt it important to address how to improve the odds of hosting a successful open house. After all, aren’t you investing your most precious and irreplaceable resource: Your time?