How To Make a Commission Package That Will Attract More Clients

By Tricia Turner

Tricia Turner, a seasoned real estate broker from Houston, has over 25 years of diverse industry experience, including home sales and mortgage services. She is renowned for her leadership and training expertise, guiding over 50 agents at REAL Brokerage toward a $100 million sales goal.

Are you offering your clients different commission packages? If you’re not, you should. This is what I’ve learned over the 20 years of my career as a real estate broker in the Houston Area.

Staying relevant and successful in real estate means being ready to adapt to and keep up with the changing landscape. To stay relevant and successful, you need to differentiate yourself from the competition and figure out a way to maximize each transaction. Inflation is always on the rise, along with the cost of living. You’ve got to be one step ahead to maintain a good standard of living.

The traditional commission structure has changed, so you may be unable to charge what you used to. Top producers and brokerages are now using different commission packages as a strategy to position themselves as an expert and as a way to stand out.

Nowadays, sellers are very conscious and want to know:

• How much will it cost to sell my home?

• What’s the potential selling price?

• How long will it take to sell?

• What are your fees?

Giving your sellers options is going to help make the conversation smoother. Now, there are three options that I’d like you to think about:

1. Barebones package. This will be your most basic package, offering sellers a lower fee. It might include basic services like photography, a yard sign, limited open houses, and marketing.

2. Average or middle-of-the-line package. This is the “sweet spot” for your sellers, where you offer a good balance of services and price. It might include everything in the bare bones package, plus additional services like virtual tours, drone photography, and more open houses.

3. Premium or luxury package. This is your top-tier package with the highest fee. Here, you offer above and beyond with services like professional staging, 24/7 availability, and extensive marketing.

When they look at your packages individually, most sellers or consumers will choose your middle option, especially if it’s priced just a bit more than the bare bones and slightly below the premium option.

Creating your package options depends on your cost per transaction. Ask yourself what services are included in each package, how much you are willing to work for and spend, and what your return on investment is. You need to have a conversation with your clients about their needs and budget and explain the different service packages so you can meet halfway.

People love options! When you’re shopping, you always look for options. Usually, the middle of the road is the one people choose because it has all of the services your clients know and need at a reasonable price.

If you’re unsure how to start working on this strategy, or if you need help listing possible services or making your packages as attractive to your clients as possible, call me at (832) 563-0916 or email me at tricia@triciaturnerproperties.com.

You can also visit my website, TriciaTurnerProperties.com, to schedule an appointment or learn more about us. I run a large real estate team that believes in collaboration and helping each other grow. We can help you.