How to Respond to Commission Questions

July 1, 2019

Many clients will undoubtedly ask you the awkward question: “Will you cut your commission?” Just because they inquire about a discount on your services doesn’t mean they’ll refuse to pay your full commission—as long as you can explain your value properly, writes Debbie De Grote, founder of Excelleum Coaching and Consulting, in a recent column at RealTrends.

If the question comes up, don’t flinch, scowl, or get angry, De Grote notes. It’s critical to remain calm when responding. You must understand, though, that volunteering to take a commission cut demonstrates to your client that you may be open to more concessions, she writes.

De Grote offers scripts to handle the commission discount question, including:

  • “You know, if I were you, I would probably ask the same question. And when you think about it, I am sure you will realize that the commission is really a powerful marketing tool. What I mean by this is when you offer a reasonable rate of commission, it incentivizes me to work overtime, to spend the money I need to properly market and expose the home, and it causes the buyer agents to put your property at the top of the list.”
  • “As you think about it, Mr. and Mrs. Seller, I am sure you’ll realize that you’re not paying anyone anything today. You see, today, the commission is nothing more than a marketing carrot. And when the offers come to the table, you are going to make a decision whether to accept that offer. So let’s do the right thing today. Let’s put the proper incentive out there to attract the showings we need to sell your home for the highest realistic price possible.”