Objections

I’m not prepared to pay … %, are you negotiable?

1. This work is how an agent puts food on his table… and if he/she can’t stand for his/her commission, how well do you think he/she will be working on protecting your equity?
2. Let me share with you how commission works. The x% is broken down into 3 equal parts. One part goes to the brokerage … you don’t think the agent can skip that, do you? The second part goes to the agent’s pocket … do you think the agent will not pay himself/herself? And the third part … well, what do you think is going to be lacking if an agent cuts his/her commission … that’s right …. marketing and exposure.
3. I can appreciate you asking that. And let me say that I think we’d work well together. Now, when you’re asking me about reducing my commission, I have to ask myself, which one of my services can I afford to cut off the marketing of your property? If I’m cutting my commission, I’m cutting some of my services. I’m taking professional photos and videos and what we’re doing behind marketing the property … and how we’re following up on home inspections and appraisals. I don’t see anything here that we can cut out and still sell your property and get you the money that you need. Does that make sense? Ok, let’s get on with it and get the process started.

I got agents in here doing it for x%

Listen and that’s an option. There’re some agents out there that will do it for x%, but one thing I wanna do, is I don’t want to cut any corners on your home. The price that we’re trying to get isn’t a giveaway price. You care about how much money you put in your pocket at the end of the day, right? You don’t care about how much commission you pay out, it’s really about how muchmoney you’re putting in your pocket. Let’s do the right thing and get the process started.

I want to think about it

As a consumer myself, I can relate to that. Let me ask you this.

1. Can you live with the net you’re going to get at the end of the sale and is the timing right for you?
2. Do you believe the commission structure we’re offering is both fair and exible? 3. Do you feel comfortable working with us? Ok, great. Let’s get the paperwork out of the way and get started with the selling process.

I’m interviewing other agents and I’ll get back to you next

week Ok, I respect that. It sounds like you just want to make sure you’re making the best decision possible here. Correct? I would do the same. Let me suggest this. Let’s go over the paperwork and sign it now and while you’re doing your due diligence on us you have an option of cancelling it, no questions asked. So, for example, if you will nd on an off chance, that you prefer to work with another agent, instead of us, we’ll cancel the paper work, shake hands and part as friends. Does this sound fair?

Your commission is higher than other agents are offering

Is commission the only thing that stands in the way of us signing the agreement? Let me ask you if the commission was the same, what agent would you rather work with? Why? [if they would rather work with another agent even if the commission was the same, you’re likely done, if they say you, go to one of the commission objections above]