It’s a good thing right? You do want them to be ‘hungry’ for the sale, don’t you?
Well at least that’s the thinking served up by the traditional real estate industry. That it’s somehow better for you if the agent is ‘hungry’ for their commission. They’ll supposedly work harder, chase more, find more buyers and be more persuasive to get the deal. Otherwise they get nothing. They don’t eat. They starve. Therefore, or so the story goes, they’re more ‘motivated’.
Granted. Survival is indeed a powerful motivator. In fact it’s one of our strongest – a basic human instinct that is very difficult to override. Put in a situation between doing the morally right thing by somebody else or surviving, most of us will choose to survive.
So ponder this:
Is survival the motivation you want driving those acting on your behalf?
Does it lead to your best interests being served?
Based on my experience, I think not. I’ve felt and seen the carnage the desperate thirst for commission creates. I’ve seen salespeople (supposedly on the same team) fighting amongst themselves for scraps. I’ve sat through the sales training, the scripts and closing techniques taught to get a listing. In order to feed their families, I’ve seen good people do things that go against their true character. Sadly, I’ve seen the clients’ best interests shoved aside, stripping them of tens of thousands of dollars, while the salesperson still pocketed the commission.
This is the core of the issue. It’s why I’m putting forth a voice of reason and calling for common sense thinking. It’s why we’ve turned our back on the sales culture and forged a new approach.
The industry’s argument that those who don’t work on commission-only are not hungry and therefore less motivated is ridiculous.
Does a fireman need to be hungry in order to save lives? Does a doctor need to be hungry to make the best diagnosis for his patient? Does a solicitor need to be hungry in order to expertly defend her client? And you? Do you need to be motivated by survival in order to be the best version of yourself? I hope not.
And tell me. Could you trust your doctor’s prescription if he was hungry for a commission from the drug companies? What would happen if firemen only got a commission for putting out a fire?
This is why respected professions do not work on a commission-only sales model. They understand that being hungry creates a conflict between their clients’ best interests and their own survival. A commission-only basis would erode the foundation of the relationship between themselves and their client: TRUST.
I mean, folks,
So what does motivate the best and highest-performing professionals? It’s certainly not survival. It’s a very different and much higher level of motivation, driven from a sense of pride in being the best at what we do, and a sense of duty to protect those we serve. It’s that feeling of real accomplishment knowing we make a difference in our clients’ lives.
Ask yourself: Which type of motivation do you want driving the agent advising you, while selling what is often your largest asset?