I too am in the Commercial Real Estate business. We offer Tenant Representation. I get people all the time who think they can do this on thier own. They are under the impression that it costs more to use my services. In reality, the commissions are already allocated in the deal. So, in essense, the "do-it-yourselfer" is actually paying for me without using me. I mostly get this from small or start-up prospects. The "big boys" understand the value of what we do and have no problem hiring us.
I'm sure your experience may be similar.
Sep 12, 2010