{"id":19402,"date":"2025-03-24T13:10:00","date_gmt":"2025-03-24T12:10:00","guid":{"rendered":"https:\/\/www.monapart.com\/magazine\/?p=19402"},"modified":"2025-11-06T11:47:12","modified_gmt":"2025-11-06T10:47:12","slug":"real-estate-dysfunction","status":"publish","type":"post","link":"https:\/\/www.monapart.com\/magazine\/en\/gente-real\/la-disfuncion-inmobiliaria","title":{"rendered":"Real estate dysfunction"},"content":{"rendered":"

Real estate dysfunction<\/strong><\/h1>\n\n\n\n

3 ideas to prevent the economic casualisation of real estate agents<\/h2>\n\n\n
24 March 2025 by Eduard Sol\u00e9<\/a><\/div>\n\n\n\n

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The year begins and everything goes up in price: shopping, electricity, public transport fares... and yet you, estate agent, continue to charge the same for your work. While many sectors update prices with the CPI, your real estate fees<\/strong> tend to stand still (or fall). Here are three actionable ideas for defend your real estate rates<\/strong> without losing commercial elegance.
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If the cost of living goes up every year, why do estate agents always work with the same percentage fee?<\/p>\n<\/blockquote>\n\n\n\n

The context: life goes up, your fees don't<\/strong><\/h3>\n\n\n\n

On Tuesday you are greeted with a \"Happy New Year\" and +1 \u20ac on the menu. Restaurants, communications and transport revise prices in line with inflation; this is normal. In Spain, the Consumer Price Index (CPI)<\/strong> measures this increase month by month and is the benchmark against which thousands of tariffs are updated.<\/p>\n\n\n

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Alec Baldwin in \"Glengarry Glen Ross\".<\/figcaption><\/figure>\n<\/div>\n\n\n

In real estate, on the other hand, we do not usually index<\/strong>. So, what does an estate agent in Spain charge?<\/a> If prices go up, sometimes our commission goes up by dragging it out (because it sells for more). But when the acquisition becomes more difficult, it is usual to reduce our fees to get the order... This is one of the many challenges faced by real estate agents who need to attracting and selling housing in difficult times<\/a>. Result: your real margin shrinks just when your structure (equipment, fuel, portals, tools, etc.) costs more.<\/p>\n\n\n\n

And, by the way, yes: housing is the \"most basic of basics\", but its price no <\/strong>Remember the famous movie \"Glengarry Glen Ross\" about real estate agents in a fierce market? The moral is clear: either you follow a method, or the system takes you.<\/p>\n\n\n\n

3 ideas for smart and sustainable fee increases<\/strong><\/h3>\n\n\n\n
1) Breaks down mental structures<\/strong><\/h5>\n\n\n\n

Who said commissions have to be round numbers? 3%\", \"4%\", \"5%\"... sound comfortable, but also predictable. If a client asks you for \"a gesture\", there is no need to jump from 5% to 4% (-20% all at once). It works with micro-adjustments: 4.9%; 4.6%; 4.25%; even scaled by price brackets or terms. The psychological effect is enormous: you keep perceived value and give up the minimum.<\/p>\n\n\n\n

Practical tip: document 3 closing proposals in your CRM (premium, standard and optimised) with their benefits and a real differential between them. This way you negotiate on value packages, not on a number in the air. If you need ammunition to support this differentiation, here is a methodology for smart real estate marketing<\/a><\/strong>.<\/p>\n\n\n\n

2) Redefines the fee format<\/strong><\/h5>\n\n\n\n

Does everything have to be 100% variable and \"to success\"? Not always. In markets with more demand than supply, there is scope for mixed fee models<\/strong>:<\/p>\n\n\n\n

- Marketing phase 1 (fixed fee): analysis, business plan, home staging\/photo and launch.
- Marketing phase 2 (variable and success fees): with bonuses based on objectives (time, price, satisfaction).<\/p>\n\n\n\n

What do you gain with this mixed fee system? Cash flow (you cover hard costs), more commitment from the client and a more professional relationship, because you work as a team with the client as you both invest in the operation. The client understands that not all real estate transactions cost the same<\/strong>Inheritance with several co-owners, an occupied dwelling or a property with encumbrances do not require the same time as a sale \"as is\".<\/p>\n\n\n\n

\ud83d\udca1Home staging<\/a> shows clear impact on time and selling price; use it as a value block within your fee proposal.<\/p>\n\n\n\n

\"The<\/figure>\n\n\n\n

In addition, remember a basic legal-commercial point: in Spain there are no fixed fees by law<\/strong>This means that the fees are free and negotiable, which reinforces the fact that you can design your own scheme (transparently and in writing).<\/p>\n\n\n\n

3) Deliver more value (and tell it better)<\/strong><\/h5>\n\n\n\n

Charging more only makes sense if you bring something to the table that others do not. Look at hotels: nobody argues or is surprised that a 5-star hotel costs more than a guesthouse, right? The experience is incomparable. Let's see how we can translate this to real estate marketing: <\/p>\n\n\n\n

Be a 5-star real estate agent \u2605\u2605\u2605\u2605\u2605\" (high impact ideas):<\/h5>\n\n\n\n