AGENT ON TOUR: FEE DEFENSE TECHNIQUES

About the event

3…2…1… we start the countdown! The first event of its kind organized by real estate agent associations from all over Poland with the support of the leading partner in the real estate portal market, Nieruchomosci-online.pl - the most agent-friendly platform. “Agent on tour,” as this initiative is called, aims to teach and educate real estate agents, build the value of their service so that clients will want to pay the fee without discussion! The first special guest of the 1st edition of “Agent on tour” will be sales and negotiation expert Krzysztof Rzepkowski, who will conduct a training titled “Fee Defense Techniques!” What will you gain on this journey by participating in this training? - You will receive tools to manage meetings in such a way that the topic of price and fees does not dominate the conversation. - You will learn how and when to introduce the topic of commission and how to justify it. - You will learn to sell value instead of typical arguments. - You will discover all the BATNA of your clients and learn how to counteract them. - You will receive several effective and proven tools for defending prices. 📍 Where are we going? - Poznań – 18.09 - organizer: Wielkopolskie Stowarzyszenie Pośredników w Obrocie Nieruchomościami - Warsaw – 25.09 - organizer: Warszawskie Stowarzyszenie Pośredników w Obrocie Nieruchomościami - Wrocław – 02.10 - organizer: Dolnośląskie Stowarzyszenie Pośredników w Obrocie Nieruchomościami i Zarządców Nieruchomościami - Trójmiasto – 09.10 - organizer: Stowarzyszenie Pomorskie Pośredników w Obrocie Nieruchomościami - Szczecin – 23.10 - Zachodniopomorskie Stowarzyszenie Pośredników Obrotu Nieruchomościami - Kraków – 6.11 - Małopolskie Stowarzyszenie Pośredników w Obrocie Nieruchomościami What will you get along the way? The training is divided into three parts: - In the first part, we will focus on building value, i.e., the ability to answer three key client questions convincingly and substantively: 1. Why should I use a real estate agent? 2. Why should it be you and not your competition? 3. Why should I pay you this much? The motto accompanying us in this part will be: “People are not interested in WHAT you do, but WHY they should pay for it.” Therefore, we will shift the focus from WHAT (who we are, how big our network is, and how long we’ve been operating) to WHY: in which areas we assist or replace the client during the property buying/selling process. Using a tool called the “30-second advertisement” (Elevator pitch), we will learn to talk convincingly about this value. - The second and third parts will be dedicated to commission defense techniques. For this purpose, we will learn the proprietary 4Z model: - Break the pattern - Capture attention - Build value - Take away value Next, we will learn how to postpone the conversation about fees and how to respond to attempts to negotiate (and often undermine) our fees before even meeting the client (usually over the phone). To this end, we will explore several effective and proven price defense tools, such as “No Authorization,” “Bad Boss,” “Good Cop/Bad Cop,” and learn how to respond to so-called misdirections like “We have our eye on another cheaper property” or “The competition charges half your fee.” 📅 Where to sign up? Detailed information and ticket purchases can be found on the association’s website in the chosen location: - https://sppon.pl/szkolenie-09-10-2025-agent-on-tour - https://mspon.pl/bank-szkolen-i-warsztatow-komercyjnych - https://wspon.org.pl/agent-on-tour-techniki-obrony - https://zspon.pl/szkolenie-stacjonarne-agent-on-tour - https://www.wspon.pl/agent-on-tour-techniki-obrny - https://dospon.pl/agent-on-tour-techniki-obrony Don’t miss out! 6 cities, 1 outstanding trainer, concrete solutions! #AgentOnTour #FeeDefense #FeeDefenseTechniques #KrzysztofRzepkowski #SandlerTrainingPolska #PFRN #WSPON #DOSPON #SPPON #ZSPON #MSPON