I’m sure someone has said to you, “You’ll never make real money unless you find a way to make your business scalable.”  The first step in making your service-based business scalable is packaging your services as if they were products.  Let’s discuss how this can be applied to commercial real estate.

Packaging by Commission.  If you have a particular target market that has overall consistent pricing (80% of deals are $1 million to $800k), you can package your services according to commission.

Selling at 3% Commission Selling at 2.5% Commission Selling at 2% Commission
Market Analysis Market Analysis Market Analysis
Consultation Consultation Consultation
LoopNet listing LoopNet listing LoopNet listing
Property Line listing Property Line listing Property Line listing
CoStar listing CoStar listing CoStar listing
Brochure Brochure Brochure
Advertised on our website Advertised on our website
Email blast to 10k+ Email blast to 10k+
300 Postcards
300 Sales Letters

Packaging by Listing.  Of course, commission tables won’t work for everyone.  If your market is random, you’ll end up with endless exceptions.  2% commission on a $5 million property should get better treatment than a $70,000 property.  If you have a general market, you may need 3 services lists: Buying, Selling, and Leasing.

Selling Property at $1 Mil & up Selling Property at $500k to $999k Selling Property at $499k and under
Market Analysis Market Analysis Market Analysis
Consultation Consultation Consultation
LoopNet listing LoopNet listing LoopNet listing
Property Line listing Property Line listing Property Line listing
CoStar listing CoStar listing CoStar listing
Brochure Brochure Brochure
Advertised on our website Advertised on our website
Email blast to 10k+ Email blast to 10k+
300 Postcards
300 Sales Letters

Providing an easy-to-understand pricing structure with clearly defined services will give you a starting point and something easy-to-pitch.  Also, a clearly defined service list prevents endless negotiating battles from listing to listing.

Does that $200k property want advertising on your website?  Up-sell!  “For an additional $300 fee we’ll advertised your property on our website.”  A pricing structure is written in Word, not stone.  When needed, make exceptions and keep your business flexible with the market.