Commission Objections

Question 1

Commission Objection 1

Answer 1

The whole method of doing business for a discount agent is designed around giving discounts. That’s how they get business… that’s how they’re trying to attract yours.

The problem for you is… that’s exactly how they sell homes, too. If they really knew how to get top dollar… don’t you think they would start by doing it for themselves?

I may be tough on my commission, and the good news for you is, I’m on your side, I’m going to be tough on protecting your price, too… and that’s what you want, isn’t it? Let’s get this done right, put me
to work for you.

Question 2

Listing Presentation Commission Objection

Answer 2

Would you fly on an airline where they’re marketing slogan was, “Come fly with us, our pilots work for the lowest wages?” Of course not.

Isn’t that the same thing these discount agents are doing… They’re saying to you, “Trust your biggest financial asset to me because I work for the lowest commission in the industry.” It doesn’t make any sense, does it?

Let’s get the paperwork signed so I can go to work you. I just need your signature right here.

Question 3

Commission Objection 2

Answer 3

Can I tell you why hiring a discount agent will actually end up costing you money? The agent that you hire is the person representing you in all of the conversations with prospective buyers and in all of the conversations with all the agents who are representing buyers and you are not going to be present in those conversations.

If these agents don’t have the courage to defend their own worth, how strong can they possibly be defending you and the price that we set on your home?

_______, I have that courage. Do you feel that I can sell your home? I do too, sign the contract. You’ll be very happy that you did.

Question 4

Commission Objection 3

Answer 4

There is a direct correlation between the commission you pay and the caliber of the agent that you hire. Do the best doctors and attorneys charge the lowest fees or the highest fees?

It works exactly the same way in real estate. What type of agent do you think is willing to work for a discount commission, is it the highest quality agent or the lowest quality agent?

Can you see how that can work against you in trying to get top dollar for your home? Let’s get this done right…