Commission Objections

Question 1

What is your commission (phone response 1)

Answer 1

1. Our commission rates are very competitive with all other companies. I will go over that with you when we get together

Question 2

What is your commission (phone response 2)

Answer 2

2. Real estate fees depend on a lot of different factors but that is something I will talk to you about when we meet.

Question 3

What is your commission (phone response if 1 & 2 don’t work)

Answer 3

“Well we have many service options and programs as well as various marketing inclusions so until you decide how much or how little you want I am unable to quote you. I am happy to review these options with you when we meet”

Question 4

What is your commission (meeting responses 1)

Answer 4

Let me ask you so I can help you achieve your objectives, which is more important to you, getting the lowest commission or the highest sales price? Sales price is a function of supply and demand. The greater the demand the higher the price you will get”

Question 5

What is your commission (meeting responses 2)

Answer 5

“Is your goal to sell your home for as much as possible? There are many considerations when selling a home, commission is one of them and price is another. Which would you say is more important? Would you rather pay and agent 4% and have your home sell for $500k? Or pay an agent 6% and have your home sell for $515k which nets you about $5,000 more. Our extensive marketing and ability to negotiate will without any question net you more. Does that make sense?”

Question 6

What is your commission (meeting responses 3)

Answer 6

So if I cut my fee to 5% then we have to cut our services down which will reduce the demand on your home. I can’t imagine that is what you want. So let me make a suggestion. The goal is to put the most amount of money in your pocket, right? Let’s do everything we can to increase the demand on your home so that you get the best price, how does that sound?

Question 7

What is your commission (meeting responses 4)

Answer 7

Have you ever bought something that was less expensive trying to save money and lived to regret it?

• If yes, “tell me about it” let them relive the pain
• If no, tell them a story about you (have one ready)

Question 8

What is your commission (meeting responses 5)

Answer 8

When you say less, do you realize how little less is? Lets do the math. We are talking about a $X sale here so it is only and additional $X. That is not a lot compared to the size and importance of this transaction.

Question 9

Our listings sell an average what % more

Answer 9

2% more