Commission objections are inevitable. Every seller thinks about it. Many will bring it up directly. And how you handle this moment can make or break the listing appointment.

The agents who struggle with commission objections usually make one of two mistakes: they immediately discount their fee, or they get defensive. Neither works.

Here is how top producers handle it.

Why Sellers Object to Commission

Understanding the root cause helps you respond effectively:

They do not understand the value — They see commission as a cost, not an investment
They have been told to negotiate — Friends, family, or the internet told them to push back
They are comparing you to discount brokers — They have seen ads for 1% listing fees
They are testing you — They want to see if you will fold under pressure

In most cases, the objection is not really about the money. It is about whether you are worth it.

The Framework: Acknowledge, Reframe, Prove

Step 1: Acknowledge

Never dismiss the concern. Start by validating it:

"I appreciate you bringing that up. Commission is an important part of the equation, and I want to make sure you feel great about the value you are getting."

Step 2: Reframe

Shift the conversation from cost to net result:

"Here is how I think about it. My job is not to cost you money — it is to net you the most money possible. The question is not what my commission is. The question is: after my commission, will you walk away with more money than you would with a cheaper option?"

Step 3: Prove

Back it up with data:

"The homes I list sell for an average of [X]% above asking price, and they sell in an average of [X] days. In your price range, that difference is about [$X,000] more in your pocket — even after my full commission."

Specific Objection Responses

"Can you reduce your commission?"

"I understand the question. Here is the thing — if I were willing to negotiate away my own compensation before we even start working together, how hard do you think I would negotiate on your behalf when a buyer makes a low offer? My commission reflects the level of service and results I deliver. And I am worth every penny."

"Another agent said they would do it for less."

"I am sure they did. And I respect that every agent has their own business model. But I would ask you this — why are they willing to work for less? Usually it is because they cannot command full commission. And if they cannot sell themselves, how effectively will they sell your home?"

"We want to save money on commission."

"I completely understand wanting to maximize your net. Let me show you something. [Pull up data.] The average discount listing in this area sells for [X]% less than full-service listings. On your home, that difference is about [$X,000]. So the commission savings of [$X,000] actually costs you [$X,000] in sale price. You end up with less money, not more."

"We might just sell it ourselves."

"That is absolutely your right, and some homeowners do well with that approach. But here is what the data shows — FSBO homes sell for a median of about 23% less than agent-assisted sales. On a [$X] home, that is [$X,000]. Even after my commission, you would likely net significantly more with professional representation."

The Confidence Factor

Here is the most important thing about commission objections: your confidence matters more than your words.

If you hesitate, stammer, or look uncomfortable when commission comes up, the seller reads that as uncertainty. They think: "Even this agent is not sure they are worth it."

But if you address it directly, calmly, and with conviction, the seller thinks: "This agent knows their value. They will fight for mine too."

Proactive vs. Reactive

The best agents do not wait for the commission objection. They address it proactively during the listing presentation:

"Before we go any further, I want to talk about commission — because I know it is on your mind. Here is my fee, here is why, and here is what you get for it."

When you bring it up first, you control the narrative. When you wait for them to bring it up, you are playing defense.

Practice Until It Is Natural

Commission conversations require a specific energy. You need to be:

Calm, not defensive
Confident, not arrogant
Data-driven, not emotional
Direct, not evasive

The only way to achieve this is practice. Roleplay commission objections until your response is automatic. When a seller pushes back on your fee, you should not even have to think about what to say.

Key Takeaways

Commission objections are usually about perceived value, not money
Never discount your fee as a first response
Reframe the conversation from cost to net result
Use specific data to prove your value
Address commission proactively in your presentation
Practice until your delivery is confident and natural

Your commission is not a cost to the seller. It is an investment in a better outcome. When you truly believe that — and can prove it — the objection disappears.

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How to Handle Commission Objections Without Losing the Listing