I'm a little tired of hearing how real estate agents can't afford to work with buyers anymore -- UNLESS that buyer has signed a buyer agency agreement AND has an iron-clad loan commitment in hand -- because of the high cost of gas. What a crock.

Okay, let's do a little analysis.

Over the last several years, gas has hovered around the $3.00/gallon mark. Sometimes higher, sometimes lower, but I think that $3/gallon is a reasonable place to start.

In some parts of the country, gas is now around $4.00/gallon. That's $1.00 per gallon difference.

If your car gets 20 mpg, you're spending ONE EXTRA DOLLAR for every 20 miles you drive.

If you take a buyer out and drive sixty miles with him or her, that's three extra dollars you spent on him (over and above what you would have spent on him last year and the year before).

Are you really saying that you can't afford to spend an additional $3.00 in exchange for a shot at a $7,500 commission ($250,000 x 3%)?

Tell ya' what. I'll be happy to take your Denver buyers for a ride, whether they've signed a Buyer Agency agreement or not. Whether they're pre-qualified or not. Because I know that being out in my market with a warm body in my car (and that warm body probably has lots of friends he can refer to me in the future) is a MUCH better use of my time than sitting back at the office congratulating myself on saving $3.00 in gas.

I'll even pay you a referral fee. So, on top of the THREE BUCKS you saved, you'll also get $1,875 just for giving me a call!

Published: July 3, 2008

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Jennifer Allan is a former top producing real estate broker, a published author, a speaker and a trainer. She has written five books a bout the business of selling real estate, including her flagship book: Sell with Soul: Creating an Extraordinary Career in Real Estate without Losing Your Friends, Your Principles or Your Self-Respect. Her new book entitled "If You’re Not Having Fun Selling Real Estate, You're Not Doing it Right!" will be released in early 2010. Jennifer believes that the secret of success for real estate agents is not in aggressive marketing techniques or hard-core sales pitches, but rather in being competent in one's craft. Competence begets Confidence. And in today's world of increasingly suspicious and ad-weary consumers, having an air of self-assurance and enthusiasm will be far more effective than a slick sales campaign. Jennifer writes and speaks with this philosophy in mind. She preaches that salespeople should follow the Golden Rule in their day-to-day practice of business - treating clients and prospects respectfully, as the salesperson him or herself would like to be treated. Being competent, reliable and fair, and motivated by a true desire to earn a paycheck, not just show up at closing with hand outstretched. She is a regular contributor to several real estate newsletters and magazines, a member of the RE/MAX Hall of Fame and one of the industry's most popular bloggers. You can learn more about Jennifer's "soulful" philosophies at www.SellWithSoul.com. Subscribe to Jennifer Allan's Newsletter for SOI'ers Tips & Strategies for Generating Business from Your Sphere of Influence Your Email Address: Your Name: