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I Have A Friend/Agent Who Can Do The Same Thing
For A Lower Commission.”

First, ask for the agent’s name, so you can compare their experience and performance level to yours. Remind the client that there are plenty of agents out there who will reduce their fees just to earn business.

When dealing with sellers, assure the client that they are actually getting a good deal based on the high value you bring to the table, with professional photos and a more extensive real estate marketing plan that will pay off tenfold at the closing table. “If they are willing to negotiate away their commission what will they negotiate away when an offer comes in?”

If you are working with a buyer, reiterate your dedication to helping them find a home they love with the best possible terms and financing. Agents who offer services for a lower commission may be spread more thin or become unmotivated to help the client the longer the journey takes. “What will you do if the agent is unable to coordinate all the details?”

Above all else, stay firm in your commission rate and confident in the value you offer.

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They Say: “I want to look at houses but I don’t want to commit to a specific agent.”

What you could say: “I get it completely – this is a very important decision. Might I ask – What’s your concern with making a commitment to a specific agent?

They Say I don’t know you.

“I can understand that you might be uncomfortable making a commitment to someone you don’t know. Why don’t we make the representation agreement for a short time frame so you have the opportunity to see how we work together?

Or

“Let’s just make the representation agreements specific only to the properties that I show you and give you time to feel comfortable with being represented by me. Will that work?”

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