: Developing a formal negotiating strategy that accounts for more than just price, such as repairs, closing costs, and flexible move-in timelines.
The book emphasizes that most clients are unaware of the volume of work performed behind the scenes. Lee suggests moving from a defensive posture to a proactive, value-based presentation. 111 Ways to Justify Your Commission: Value-Addi...
The book by Michael Soon Lee is a comprehensive guide for real estate professionals facing pressure from discount services and online competition. Originally published in 2007 by Kaplan Publishing , it provides a structured framework for agents to demonstrate their worth to "savvy consumers" who may view all agents as providing the same basic services. Core Strategies for Justifying Value : Developing a formal negotiating strategy that accounts