The Value of Consulting by Sheila Hensley My previous Buyers listed with another agent, then later called me with problems and hired me as a general consultant. They paid me for consulting with them about initial pricing, reduction suggestions when they needed them and marketing options. A part of my advice was not to reduce their price, but rather, be more flexible on their terms. They recognized my value as being able to tell them what was most important to the buying public in the market place. They used my information along with the advice they received from their listing agent to sell the home. When their home closed they said that the fee they paid me was more comfortable than the real estate commission they'd paid the listing agent. It was not the amount, it was the conditions and circumstances. They had sought me out for advice. They had set my fee, based on their needs. They were pleased to pay the fee and felt that it had been a good financial decision on their part. Later the same clients needed relocation referral assistance and they called me for a consultation. I've made more money as a consultant and referring consultant than I would have if I'd listed their home, paid the cost of advertising, plus the value of my time doing research and management of the property during an eight month marketing period. This "fee for service" in conjunction with, not in place of, the traditional real estate service is not only fascinating for both realtor and consumer, but it can be - and I predict will be - the next revolution propelled by the consumer. Sheila Hensley is president and principal broker of Executive Relocation Services Company, Inc. in Memphis, TN. She serves on the REBAC Advisory Board, is a past president of the Mid-South Relocation Council, a member of Employee Relocation Council. She is one of the first ABR designees, an ABRM and a regular columnist for REBAC newsletter. She can be reached at: sheila@relocationhelp.com or (901) 373-3167.