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As agents try and navigate ongoing changes to the industry — buyer-broker agreements, tough discussions about commissions and other brand new challenges — they may continue to feel uncertain treading in new waters.
It may not be clear exactly what the impact will be on the industry six months or one year from now, but that doesn’t mean agents should panic, coaches told Inman. The key to benefitting from the moment is to explore new ways of showcasing value, coaches overwhelmingly said.
Fortunately, there are several ways in which agents can prove just how much they’re worth — and why anyone would want to sign a buyer-broker agreement and pay their commission.
Five real estate coaches shared with Inman some of the ways agents can strut their stuff in order to benefit from industry changes, rather than cower in the face of them.
Use Dr. Lee’s TAP method
Lee Davenport
Dr. Lee Davenport of Learn with Dr. Lee told Inman she recommends that agents use her tried and true “TAP” method to compile a binder full of all the tasks they will complete for their buyer client in the process of helping them buy a home. (The same can be done to show value to sellers.)
“T” stands for “task.” Agents can make a list of each activity they do for their clients, with supporting documentation.
“A” stands for “agenda.” Next to each task, agents should then specify how long it takes to complete each of those tasks and total up how much time is spent doing them.
“P” stands for “price.” Next to each task, also list the going rate for how much it costs to complete that task, and then add up all those costs.
Dr. Lee said top agents will easily come up with over 100 tasks to fill the binder.
“One task might be to find out what the legal description is,” Dr….