Keeping in mind that there is no standard commission in Illinois, I am very well attuned to my Listing Client’s desires to minimize costs as much as possible. My solution is to offer more value by increasing my level of service and going the extra mile for the commission paid on the condos, lofts, and townhouses that I market. A property that sells sooner because I executed a strategy for which I might normally charge more is a win-win scenario.

Rightly or wrongly, it is common that agents on the Buy Side will often overlook listings where the commission paid does not meet their expectations. I have heard this discussed at the water cooler and at the coffee machine on several occasions. However, it is also true that the best agents, working as trusted advisor, do not make commission an issue.

Anecdotally, I have found that because there is a wealth of property on the market at this time, it is very rare that discount listings are the listings my clients ultimately buy. This has more to do with the advice and service given by the Discount Listing Agent than it does with my Buyers or me. My Buyers and I have consistently found that discounted listings are often poorly presented. Poor presentation tends to lead to diminished interest in a property, especially in the current environment.

It’s a Buyer’s Market. Sellers need to realize this and do what is necessary to sell. This includes engagement of a competent Real Estate Professional with the network, tools and resources to successfully market a property. Otherwise, all they will be doing is burning market time.

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