Do not compete on price – compete on value… Consider the way retailers like Costco operates. Almost everything is discounted from the competition. Their televisions are sold primarily based on price. Very few purchasers spend time checking out the various features offered by the manufacturers – the lowest price is the main buying criteria. Now translate that concept into you having a listing agreement signed at full commission. When you show extra value, your Seller will be happy to pay you more because you’re going to get them more. It is critical that you show them how you’re going to do that. Your listing presentation must demonstrate that extra value and equally importantly… that your presentation must be entertaining, compelling, and full of conviction. This is definitely not the time to “wing it