Before You Talk Fees, Ask This

Here’s a simple question that can completely change the way you handle the fee conversation.

Before you start talking about your fee, ask:

“Assuming we can come to an agreement on the fee, are you in a position to give me the green light?”

Notice what I said.

I didn’t say:

“If I can get my fee down to that number, will you sign?”

That puts you straight into negotiation mode.

Instead, you’re finding out whether the fee is actually the only thing standing between you and the business.

If they say yes, great.

Now you know we’re having a conversation about value.

You can say:

“Perfect. Then let’s focus on how we demonstrate the value of the strategy and why the fee represents a worthwhile investment.”

And if they say no?

That’s even more valuable.

Because now you can ask:

“Okay. What else do we need to discuss to get the green light?”

That question opens everything up.

Maybe it’s the marketing.

Maybe it’s the timing.

Maybe it’s the strategy.

Maybe another decision-maker needs to be involved.

Whatever it is, you now have the opportunity to deal with it.

Because the goal isn’t to walk out of the listing presentation with the seller saying:

“What a lovely person.”

The goal is for them to be thinking:

“Great operator. Super professional. Great negotiator. I can see the value they bring. I want them on my team.”

And then, when you get to the fee, you’re not trying to justify a number.

You’re demonstrating why your strategy, your expertise and your approach are worth the investment.

So before you negotiate the fee, get the green light.

Find out what needs to happen for them to say yes — then deal with it.