In a toney town that frowns on "sale" signs in the windows of Worth Avenue retailers, a real estate broker is launching a discount operation touting 4 percent commissions instead of "the traditional 6 percent."

On Wednesday, South Palm Beach resident Stasia Linton will open a branch of Linton Real Estate Inc. on the second floor at 203 Royal Poinciana Way, above Evelyn & Arthur women's apparel.

Linton, who uses the nickname Stacy, is no relation to the pioneering namesake for Linton Boulevard but said the name is an advantage "because everyone knows how to spell it."

She founded her independent boutique firm in Delray Beach and specialized there in sales of rural acreage — about $20 million in the past eight months.

She wanted something unique for her Palm Beach location, a tiny suite decorated with banana palm trees, prints of parrots "and a million orchids" on the balcony.

'Something special to offer'

"There are so many real estate firms vying for listings and competition is tough. One must stand out with something special to offer," Linton said.

"Why shouldn't Palm Beachers have the same advantages on the island as those over the bridge and all over the country?"

She doesn't expect Palm Beach sellers to settle for less effort, however.

"I will invest the same as other brokers do to advertise their properties," she said. "There will be no cutting corners, but the sellers will make more money. There are no brokers offering less than 6 percent commissions, and 2 percent is a lot when you sell a big house. So this will create a niche."

A former teacher, Linton has a string of entrepreneurial ventures in her background. The Baltimore native received her degree in early childhood education from the former College of Boca Raton, now Lynn University, and she was a teacher about 15 years ago at the Palm Beach Day School and, later, at Flagler Montessori in West Palm Beach. Linton said she also worked as a special projects coordinator for the local American Red Cross chapter.

'Always been an entrepreneur'

Linton left her education career about seven years ago. "I have always been an entrepreneur," said Linton, noting she painted hearts on Keds, a knock-off of a tennis-shoe fad, "and sold them for a good profit." An artist who paints watercolors in her spare time, she also made a variation of Liberty of London bikinis.

After teaching, she was in horticulture sales, marketing exotic plants throughout Palm Beach County and leading to many contacts in the farming world that would come in handy when she started Linton Real Estate.

'Worker bee'

She got her sales license two years ago, worked for a small broker in Delray Beach and for Manatee Cove, a brokerage in Manalapan. She received her Florida broker's license last year.

"I went into real estate because I feel I'm cut out for it," she said. "And I just love Palm Beach. It's where I wanted my office. I'm a people person. I'm good at catering to people's needs. I have the 'worker bee' personality."

Although her office is tiny, Linton said it will serve her needs. "I have a cell phone, a PDA and a computer in every location, plus my Web site," www.lintonrealestateinc.com. Her office phone after Tuesday will be 655-2503. In the interim, her cell phone is (561) 767-6154.

Linton is aware that her discount strategy may raise eyebrows among local competitors who are also "vying for listings."

'Six percent not benchmark'

Independent broker Mary Overall, president of the Palm Beach Board of Realtors, said it's a first on the island "for someone to walk in and advertise themselves as a discount brokerage house." But, Overall said, "There is no set commission, it's against the law to even talk like that. Six percent is not a benchmark."

Also an independent broker, John Pinson, president of the Realtors Association of Palm Beach County, said Linton is probably not the first discount broker, "nor will she be the last. The question is, what do you get for the lower percentage?" Real estate transactions involve more than list price and sales commissions, he said. "Most deals are between two firms, and agents are aware of the compensation before they show listings."

In a market of premium homes, owners want superior service "and can that be provided at a discount?" asked Pinson. "Just like real estate prices, the operating expenses are higher here. Do you go to a doctor or lawyer because they offer discounts? Do Palm Beachers fly to Haiti for discounted heart transplants? Why have discount stock brokers not put all the private client firms out of business on Royal Palm Way?"

'All deals are negotiable'

Jim McCann, vice president of The Corcoran Group Palm Beach and a 20-year veteran of sales in Palm Beach, said standard commissions are an urban myth.

"All deals are negotiable. The adage 'you get what you pay for' is appropriate. A discount operation might do well in a cookie-cutter community, in a lower price range. But there are nuances to each Palm Beach house — from one street to the next."

In a full-service firm such as Corcoran, when a house is listed, the seller or buyer has the benefit of "powerful marketing and advertising behind it," McCann said. "We spend a lot of money and have international reach, with a wealth of knowledge we can tap into. That goes a long way toward getting top dollar for their properties."

McCann said he wishes Linton "the best."

Pinson said compensation is a reflection of a broker's negotiation skills.

"If I can't negotiate what I feel is a fair level of compensation for the level of service required, how does the seller expect me to negotiate a good selling price and terms for their property?"

Still, Pinson said, "I wish her good luck."

Linton said Palm Beach is full of "very professional" brokers, "so I need to stand apart somehow. This is my way."

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