Consulting is more than a fee schedule

CONSULTING:
From Wikipedia: A consultant is a professional that provides expert advice in a particular domain or area of expertise such as accountancy, information technology, the law, human resources, marketing, medicine, finance or more esoteric areas of knowledge. Also, consultant, from the Latin consult, meaning "to discuss" from which we also derive words such as consul and counsel. (Merv says: insert real estate or any other field of expertise in this definition.)

From Webster: Employed or involved in giving professional advice to the public.

CONSULTANT
From Wikipedia: Often a consultant provides expertise to clients who require a particular type of knowledge or service for a specific period of time, thus providing an economy to the client.

From Webster: One who gives professional advice or services.

OK, enough of that. Here are the key words I like to focus on: professional, expert, knowledge, counsel and advice.

Before deciding to start my real estate business three years ago, I concluded after extensive research that I didn't want to be like over a million other agents competing for the same clients. I needed to differentiate myself as more knowledgeable, more professional, and providing a more business like approach to the local industry. This meant to me being a cut above everyone around me: the way I looked, the way I talked, what I said, the presentation materials (and technology) I use for clients and, most importantly, having real data, knowledge and/or experience to backup my opinions, counsel and advice. This approach is no different than the highest paid corporate business consultants. They exude confidence and are comfortable with their knowledge (and ability to get it).

Was I professional? Yes. It was how I spent an entire career consulting and providing technology services to clients across the US. I literally create a very corporate business proposal for every potential real estate client that I interview.
Was I an expert (in real estate)? Obviously not. But, I was confident in my general business skills to look at real estate as just another business with a different set of rules.
Did I have the knowledge? Yes, Very detailed from a business standpoint and able to get specific real estate knowledge when I needed it. I always had more data on a listing appointment than any of my competitors, including agents from my own office. I rarely lose.
Was I able to give counsel and advice? I was, by being confident that if I didn't know something, I could go find out. And, feeling comfortable telling a client those exact words. I also was able to state that our office with over 40 agents had over 400 years combined experience and are a tremendous resource to us. No problem was too difficult to solve.

Potential clients may be attracted to me because of a website that is different and the fact I advertise a different way of doing business but, they hire me because of my professionalism; the way I approached their potential business NOT just because of my fees.

I truly believe that when you can differentiate yourself from the crowd as a true professional consultant and can articulate the value you bring to a client, your fees become of secondary importance. Don't get me wrong, you have to have a compensation system or schedule of fees but that is not the focus. I am a mere babe in the woods when it comes to real estate experience compared to all of you. You must take your experience, knowledge and wisdom and package it so that you stand out. Be different without giving up who you are. Most importantly, your clients need to recognize your difference and the value you bring above all others.

The proof is in the pudding (where the heck did that phrase come from? Try http://ask.yahoo.com/20020903.html)
The first two full years in business, we generated six figure gross incomes each year from our "consulting" approach.

This is a different perspective on consulting and one that I believe is extremely important to become a successful "consultant." I am happy to take questions and value your comments and feedback.

Oh, I can't resist providing one more definition.

PROFESSIONAL
From Wikipedia: Professionals usually have autonomy in the workplace - they are expected to utilize their independent judgment and professional ethics in carrying out their responsibilities. Typically a professional provides a service in exchange for payment, in accordance with established protocols for licensing, ethics, procedures, standards of service and training / certification.

If we are going to affect much needed change in our industry, becoming a professional consultant is the first step.