Today I took a new client out. It was our first meeting. About mid way through the eight homes I showed him he asked me about a discount, like they provide through Costco.
Apparently he had been shopping with a Costco referral agent but did not see anything he liked. He liked the homes I was showing him.
At first I deflected the question and changed the subject, but inside I was fuming. I prayed for wisdom and direction on how to handle this without being rude or loosing the client.
At the next home I pointed out the seller wanted to see a pre qual from a large nationwide bank. He asked me what advantage there was to going with that bank, did they offer a discount? I told him in fact there were some incentives offered, but often those "deals" were recouped by the lender in other charges and then service could also be an issue.
I then pointed out it was like agents that offered rebates then steered clients to only certain homes, those paying high commissions. I went on to say I could not offer rebates as I take them to the best homes, not the homes that pay the best commissions. I think I made my point and it hit home.
Discounts don't save you money, it just rearranges the situation and may cost you more than you save.
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