Negotiating Power Language

1.  Eliminating the Commission Concession Request:     The Power of Risk Taking

• "I suspect you've heard of or talked to agents who will cut their commission in order to get your listing."
• "Let me state right here at the start, I don't do that."
• "I'm a full service, full commission agent. Nobody works harder to sell your property, but I don't cut my fees."
• "That said, how would you like to proceed. Do you want me to leave now or do you want to learn more about my comprehensive marketing plan?"

• "My fee for counseling, marketing, negotiating and processing is ____ %"

• "I can appreciate the fact that you'd want me to reduce my fees. I hope you can also appreciate that there is no way that I can accommodate that request."

• "I can't (cut my commission). I wouldn't want to risk losing your confidence."
• " If I can't protect my fee here as we begin this process, why would you hire me to protect your list price in the marketplace?"

• "Before I answer that questions, may I ask you this.....if the commission were not an issue who would you list with?"
• "You say you'd select me, why is that?"
• "Those are the very reasons I can't reduce my fees."

         ....or.....

• "What criteria are you going to use to select your listing agent?"
• Based on their reply, present them with the "Criteria for Selecting Your Listing Agent" checklist