Listing Agents
Unpack the impact for sellers.
In line with eXp’s core value of transparency, we’ve created a clear and concise approach for the consumer. This will enable you to deliver top-notch service and set a new standard in the industry. Start here to navigate these changes effectively.
More info and updates at https://exptoolkit.com/sellers
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Print this overview for your seller
Use this UPDATED FAQ to tell sellers what they need to know
Use this presentation to help set your sellers up for success
Scripts for Success
In response to today's evolving conversations, we’ve developed essential scripts to ensure transparent and compliant communication with your clients. Use the scripts linked below as your guide. Explore common questions your clients will ask about concessions and the impact on their sale. Get answers to how concessions affect the bottom line, sale price, negotiations, and more.
Download the Scripts & Talking Points
How Do Concessions Affect My Bottom Line?
Do Concessions Affect Sale Price?
What If a Buyer Requests Concessions for Their
Agent’s Commission?
How Do Concessions Impact Negotiations?
What Types of Concessions Are Common?
It’s ALL About NET
Always provide a net sheet with scenarios at the time of listing. For every offer received, ensure the seller gets a net sheet. For multiple offers, use a spreadsheet to show the differences. Clearly present the final number, considering concessions, credits, or direct compensation, to help the seller make an informed decision
Download the Multiple Offers Review Sheet
HOW TO PAY A BUYER'S AGENT
BAC - Listing agent brokerage negotiates commission and shares it with buyer's agent brokerage
Buyer pays their agent directly as a closing cost
Buyer pays for part and seller pays for part as a closing cost
Seller pays the full commission on behalf of the Buyer at closing
YOU CHOOSE: USE ASSOCIATION FORMS OR EXP FORMS
HOW TO MARKET YOUR PROPERTY
Here's what you CAN'T DO!!!!!!
You CANNOT advertise via MLS or hint to it in any way.
Not in photos, not in docs, not in the description, not in open house descriptions, etc.
DON'T PUT ANYTHING ABOUT COMMISSION IN MLS ANYWHERE!!!!!!!!!!!!!!!!!!!!!!
Creative, but even this is a no go.....
WHERE YOU CAN ADVERTISE
Text messages
Email blasts
Social media
Phone calls
Newspapers/magazines, etc.
Flyers
Sign riders
Signs in the yard
Keychains
Signs in the house
Single-property website IF it does not have an IDX feed of the properties. It cannot be connected to the MLS at all.
You CANNOT advertise via MLS or hint to it in any way OR even HINT at it creatively.
PRO NEGOTIATING TIPS:
Whatever you are going to advertise, get it in writing on TXR Form 1417 from the seller. Your fiduciary duty to your client is to negotiate on their behalf.
SUGGESTED MARKETING LANGUAGE
"Seller is willing to consider compensation directly to a Buyer’s Broker. All terms are negotiable. Please fill out and submit the Texas Realtors Form 2406 Addendum Regarding Broker’s Fees with your offer."
The ideal process for this is NOT to get hung up on the %, but instead respond with "How much do you need?"
The text message on the right is an actual conversation and the best way to handle this!
By asking "How much do you need?" the agent can then ask for what's needed to cover the compensation agreed with their client.
If you advertise a % number, it may be more than what's in their agreement, and now your seller is just giving away money.
If they only agreed to 2% in their buyer rep and you say 3%, then the saavy agent is going to ask for the full 3 and then get a credit to their buyer for the additional 1% over what they can get paid per their rep agreement.