What they mean: "Cheap commission = cheap service = poor results"

"You're absolutely right - in most industries, you do get what you pay for. Quality matters."

"But here's the thing: You're not paying for my TIME anymore - technology handles 50% of what used to be manual work. You're paying for my EXPERTISE, STRATEGY, and RESULTS. Those haven't changed. What's changed is the cost to deliver them."

"Think about it this way: If your attorney used to spend 40 hours researching case law in a library and now does it in 20 hours with LexisNexis, should you still pay for 40 hours? You're paying for the legal expertise, not the research method."

"Same here. You're getting the same expertise and results - I'm just more efficient now."

"In the last 24 months, my average list-to-sale price ratio is 100.0%. The St. Louis average is 98.985%. My homes sell in an average of 19 days. Market average is 27 days. You're actually getting BETTER results, not worse."

"The agents who kept the 3% and didn't pass savings to you? They're not working harder - they just kept the money. I'm giving you the same world-class service at an honest 2026 price."

"I'll put this in writing: If my marketing plan doesn't match or exceed what any 3% agent offers, we can part ways before listing - no harm, no foul."

What they mean: "Buyer agents are greedy and won't show your house if they make less money."

"I appreciate you bringing this up because it's something sellers should understand. Let's talk about how buyer agent compensation actually works now."

"First, let me ask you something: Are you suggesting that buyer agents routinely violate their fiduciary duty to their clients by hiding properties that best meet their needs? Because that's illegal and unethical."

"But let me address the real concern: Will your home get shown?"

"Here's what actually happens: 92% of buyers work with an agent... Your listing shows up in those searches regardless of commission."

"The buyer agent's commission is now SEPARATED from your listing per the NAR settlement... If a buyer's agent tried to steer them away from your perfect home because of commission, that buyer would fire them in a heartbeat."

"Buyer can pay their fee to their agent or request the seller to pay part or all of the buyer’s agent fee... You can choose to pay the requested fee, offer a different amount or reject the request."

"Here's what actually drives showings: Price, condition, photos, and location... Because you're saving $6,000-$10,000 on my side, you can actually price more competitively if needed, which generates MORE showings, not fewer."

"I track showing activity daily. If after two weeks we're not getting the traffic we should, we'll adjust strategy immediately - pricing, staging, marketing if needed. You have complete transparency."

"And remember... most homebuyers are searching online for properties and tell their agent which homes they want to tour... Buyers can ask a seller to pay their buyer’s agent commission... it’s up to you whether and how much you agree to pay."

What they mean: "This sounds too good to be true - there must be a catch."

"I'm glad you asked this because fee transparency is exactly why I created this program."

"Let me show you the complete investment in writing, right now:"

1% listing commission: $3,000 on a $300K home, Administrative fee: $1,000 (covers transaction coordinator, compliance, E&O insurance), TOTAL: $4,000

Compare that to: Traditional 3% agent: $9,000 — Your savings: $5,000

Now, here's what's INCLUDED in that $4,000:

• Professional photography (30+ images)
• 3D virtual tour
• Floor plans
• Staging consultation
• Yard signage
• Custom property website
• MLS listing and syndication to 1,100+ sites
• Open Houses (BTW we own StLouisOpenHouses.com)
• Social media campaign
• Email marketing to buyers whose search criteria matches your property (We have 85,000 registered users of our website StLouisRealEstateSearch.com)
• Weekly strategy sessions
• Dedicated transaction coordinator

"Every client gets a Fee Agreement that lists every single item listed. No surprises. No hidden fees. Everything in writing before you sign."

"Here's my guarantee: The fee agreement I give you is the total fee. If I try to add anything that's not explicitly listed in our agreement, you don't pay it. Period."

What they mean: "You won't have time for me because you're too busy chasing volume."

"That's actually good math, and I appreciate you thinking this through."

"But here's what that math assumes: That I'm trying to make the same income as a 3% agent. I'm not."

"Right now, I maintain 5-8 active listings at any given time. That's actually FEWER than many 3% agents who are trying to maximize their income."

"When you're my client, you get my cell phone number - (314) 484-1384. Call me at 7pm. Call me on the weekend. I answer."

"You'll have my direct cell phone. Not a team member. Not a receptionist. Me. If you ever feel like you're not getting the attention your home deserves, tell me, and we'll fix it immediately."

What they mean: "Why would you fight for an extra $10K when you only make $100 more?"

"I love this one. I understand why you'd think about incentives - they matter in business."

"Here's the truth about negotiation: The difference between a good negotiation and a great one is about SKILL and STRATEGY, not commission percentage."

"My business is built on referrals and reputation... I can't afford to be lazy or weak in negotiation - I'd be out of business in a year."

"Here's my promise: Every offer we receive, I'll give you my honest assessment - not what I want you to do, but what I'd do if it were my house."

What they mean: "You're hiding behind tech instead of doing real work."

"You're absolutely right - relationships DO matter. Real estate is still a relationship business."

"But here's what I'm NOT saying: I'm not saying technology replaces relationships. I'm saying technology amplifies them."

"Technology doesn't replace these relationships - it frees up my time TO focus on relationships instead of administrative busywork."

"After every showing, I personally call or text the buyer's agent for feedback. Not my assistant. Me. You'll see exactly what agents are saying about your home."

What they mean: "Using a discount agent creates legal liability for executors."

"But let's be clear about what 'fair market value' means legally: It means the price a willing buyer pays a willing seller in an arm's-length transaction with proper marketing. Notice what's NOT in that definition: Commission percentage."

"In fact, here's what the court WILL care about: NET proceeds to the estate..."

Option A: Traditional 3% agent — Sale price: $300,000, Commission: $9,000, Net to estate: $291,000

Option B: Thrive 1% program — Sale price: $300,000, Commission: $4,000, Net to estate: $296,000

"You just put an extra $5,000 into the estate for beneficiaries. THAT'S fulfilling your fiduciary duty."

What they mean: "Discount online brokerages provide terrible service and disappear when you need them."

"But here's the critical difference: I'm not an online brokerage. I'm a local, independent agent who's been in St. Louis for 20 years."

"Me: You work with ME - Terry Peterson - from listing to closing... If there's a problem, you call my cell... I answer - not a call center."

"I'm powered by MORE Realtors, a St. Louis-based brokerage... fully licensed and accountable to the Missouri Real Estate Commission."

What they mean: "Top agents don't discount - this doesn't add up."

"Let me flip that question: If I've been THIS successful charging premium rates for 18 years... and NOW I'm offering fair pricing... doesn't that suggest I'm doing it FROM a position of strength, not desperation?"

"Charging the same fee felt like I was taking advantage of people... So I made a choice: Make less per transaction, serve clients more fairly, and build a business I'm proud of."

"I don't need to do this. I choose to do this. Big difference."

What they mean: "Big company = more resources = better results for me."

"How many of those 500 agents will actually work on YOUR listing? In reality? One. The agent sitting across from you."

"What matters is how I market YOUR specific property. And I guarantee my marketing plan matches or exceeds what any large brokerage provides."

What they mean: "We spend more on marketing than you make in commission."

"In 2026, effective marketing costs about $800-1,500 per listing, not $5,000."

"So when they say they spend $5,000 on marketing, ask them to itemize it..."

"I'm not spending less on your home. I'm spending smarter."

What they mean: "Our office agents give our listings preferential treatment."

"Your listing goes to the open market immediately... This creates COMPETITION for your home... Competition drives up price and improves terms."

"I say 'open market advantage' - which means maximum exposure, maximum competition, and maximum price for you."

What they mean: "Low commission = pressure to sell fast instead of holding out for best price."

"Fast sale? Yes, if we price correctly. Low offer? Never. Those are two different things."

"I will NEVER pressure you to accept an offer... The decision is always yours."

What they mean: "You're exploiting the settlement to undercut legitimate professionals."

"The settlement didn't force anyone to lower rates. It forced everyone to JUSTIFY rates."

"So let's have that conversation: Is 3% still justified in 2026? Or is it just what we've always done?"

What they mean: "I don't trust this - something must be wrong."

"The catch is that I make less money per transaction than a 3% agent. That's it. That's the whole catch."

"The only thing that changed is what I put in my pocket."