Today I want to talk about how you can handle that dreaded question: “Will you cut your commission?” We’ll all run into this question at some point as listings agents. When I first started, I hated it when sellers asked about my commission. However, now I know it means that we’re getting somewhere; the seller is moving down the sales process. Let’s dive into how you can handle this objection in your own listing appointments.
You can watch the full video above or skip to each section using the timestamps provided:
0:00 — Introducing today’s topic
1:00 — “In the absence of value, cost is always an issue.”
1:32 — Three thoughts about how to handle this objection
2:29 — How the pre-list process helps prevent this objection
2:58 — What isolating the commission objection means
4:19 — When you should actually address this question
4:51 — My first response is “No”
5:55 — Wrapping up
We will all meet people who just have to ask this question, even if they know the answer is no. If you have any questions about how I handle this objection or the industry in general, feel free to call or email me. I’d love to hear from you.
