Commentary by Tom Kunz, Executive Vice President, Coaching & Accountability, Engel & Völkers Americas
Control the listing, control the market. This concept is an industry fundamental. While this remains true, why discount the opportunity to make more money on the deal?
Representing the listing is what costs real estate professionals the most financially, versus being solely a buyer's agent. A listing agent first creates assets to win the business. Then, when you earn the listing, your costs are put into place to dedicate the appropriate resources to promote and market the property. Imagine offsetting these marketing costs and increasing your pure profit by finding the buyer for the property, as well. After all, aside from the seller,…