This below is a copy of an email I sent to a past client. I asked her remember to refer me to anyone who is looking to buy or sell. She replied that she thought the trend was for people to use "friends".
My response.....
 
Hi L***y,
 
I know what you are saying. There are literally thousands of agents out there now. Everyone has a friend in the business. Remember how I advised you to negotiate on the offer on your Kaneohe place?
The Buyer offered $560,000 which you told me you were inclined to take. My advice was to counter the offer at $570,000. Most agents would have had you accept the offer at the $560K price and move on to the next deal.
That's where my expertise and negotiating skills puts more money into your pocket that newer agents that don't have that experience are unlikely to accomplish. Or "teams" where no one person is directly focused on your goal(s).
Without putting in a lot of thought, it is easy for a Seller (or Buyer) to quantify a dollar amount they think they are saving by the agent offering a reduced % commission or by getting a kick back from a purchase. It is more difficult to determine the additional dollar amount someone will be ahead by hiring a true professional like me who is focused on really doing what's best for them.
 
So, if you hear of someone making a purchase, sale or both, please take a minute to let them know what I can do for them. If I can at least talk to them then maybe they can see the logic is hiring a seasoned, full time, professional.
 
Sorry this email is so long. Thanks for taking a few minutes to read & digest it.
 
Sincerely,
James E. Lewis (R)   RB-14807    CIPS, CRS, GRI, SRES