Negotiating Power Language

Commission Negotiations

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?"

2.  Answering the Seller Question, "How much do you charge?" (Selling Value First)

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

3.  Defending your fees when the Sellers ask,

    "Will you cut your commission?"

• "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."

        ...or.....

• "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?"

        ....or.....

• "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