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By Josh Stern

Joshua Stern’s real estate career exemplifies strategic growth and leadership. Beginning in 2002, he leveraged the principles of The Millionaire Real Estate Agent (MREA) to build Utah’s #1 real estate team and rank among the top 100 teams worldwide.

Certainty For Your Real Estate Career. Lessons learned from Josh Stern who took the KW models & systems from 20 transactions a year to more than 350 transactions a year. Attend a Free Training

“Why would I pay you to represent me?” If you’ve heard this from buyers recently, you’re not alone. The real estate world is changing, but your value as an agent is still important. In a recent conversation with Boyd Brown, a real estate expert and owner of three Keller Williams franchises, we talked about how agents can make sure they get fairly paid and build trust with buyers.

You’ll learn to show your value, handle client objections, create a clear buyer agreement, and position yourself as an expert Realtor. For all the details, watch the full video above or check the timestamps below to skip ahead:

0:00 — Ensuring fair buyer-agent compensation

1:07 — How to demonstrate your value as a Realtor

1:58 — Access to preferred vendors

2:19 — Highlight what sets you apart

3:02 — Voice-to-voice communication

3:26 — Create a solid buyer presentation agreement

4:28 — How to deal with common objections from clients

4:55 — Strategy #1: Acknowledge and validate

5:28 — Strategy #2: Shift the focus to the risks

6:30 — Strategy #3: Market expertise

7:35 — Strategy #4: Contractual knowledge

8:59 — Real challenges and real opportunities

9:06 — Learn the MREA-proven models and systems

9:33 — Reach out to me

9:40 — Wrap up

Stay tuned for our in-person training events, or book a one-on-one with me for personalized advice. If you have any questions, call me at (801) 699-5544 or message jstern@kw.com / headcoach@kwutahcoach.com. I’d be happy to connect.

  • Certainty For Your Real Estate Career. Lessons learned from Josh Stern who took the KW models & systems from 20 transactions a year to more than 350 transactions a year. Attend a Free Training

  • Free Business Planning Call. Book a 1-on-1 with a coach to write a proven business plan (GPS) that gets you more home sales in 2025. Request a Call

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