Expertise Isn’t a Discount Code

“We Want Expertise… But at 0.3%.”

So recently, I got a call. The buyer sounded serious. Confident. Big plans.

“Jimmy, we’re looking at multiple projects. Multiple units. Different developments. We want to work with you.”

I said, “Great. Let’s do it.” Then comes the magic line: “But we only work on 1% commission.”

I said, “Okay… fair enough.” Then I asked a simple question: “Which projects are you looking at?”

Silence. “Well… you tell us. You’re the expert.”

Ah. I see. So let me understand this properly.
You don’t know the projects.
You don’t know the locations.
You don’t know the developers.
You don’t know the risk.
You don’t know the exit strategy.

But you know the commission. Interesting priorities.

Then he says, “There are brokers offering 0.3%, even 0.2% just to close with us.” I smiled.

“And what made you call me?”

“Because I heard you’re experienced. You know the market.”

Exactly.
You don’t call a surgeon because he’s cheap.
You call him because he’s good.

You don’t hire a lawyer because he gives a discount.
You hire him because he wins cases.

But in real estate?
Suddenly everyone becomes a wholesale buyer of services.

Let me explain something very clearly. Every project I recommend comes after research. Developer background checks. Market cycle analysis. Risk assessment. Inventory study. Resale potential. Liquidity mapping.

I don’t forward brochures. I protect capital. And protecting capital has value.

If someone is willing to drop their fee to 0.2% just to “secure the deal,” ask yourself what else they’re willing to drop.

Standards? Due diligence? Responsibility after the sale?

Because here’s the truth: If my job is to make sure you don’t lose millions, then arguing over a fraction of a percent is not strategy it’s short-term thinking.

Respect goes both ways. If you respect your money, you must respect the person protecting it.

I’m not here just so you make money.
I’m here to make sure you don’t make mistakes.

And I will never discount my principles to win business. Because the right clients don’t negotiate value. They invest in it.

To every professional reading this:

The moment you start discounting your principles to win business, you’ve already lost.

Cheap clients don’t build empires. Serious partnerships do.

If they respect your expertise, they’ll respect your fee. If they don’t they were never your client.

Stand firm. Speak clearly. Own your value.

Because when you know what you bring to the table, you don’t chase seats.

You build the table.