It is a moment every real estate agent faces. You have made a great presentation. The seller is impressed. But then they say it: “Your commission is too high.” What do you do? Many agents get nervous here. They might lower their fee right away. But you do not have to. With the right approach, you can show your value and earn what you are worth.

This guide will teach you how to respond when a seller questions your commission. We will look at why they ask this question. We will also give you scripts you can use. You will learn how to stand firm and confident.

Understand the Seller’s Real Concern

When a seller says your commission is too high, it is not always about the money. They might be asking a different question. They might be wondering, “Are you worth it?” They want to know if your fee matches the value you bring. They might have had a bad experience with another agent. Or maybe they just want to feel like they are getting a good deal.

Your first step is to listen. Do not get defensive. Ask questions to understand their point of view. You could say something like, “I understand. Can you tell me more about what you’re thinking?” This opens up a conversation. It shows you care about their concerns.

Shift Your Mindset: You Are Worth It

Before you can convince a seller of your value, you must believe in it yourself. You are a professional. You provide a valuable service. You help people with one of the biggest financial decisions of their lives. Your commission is not just a fee. It is an investment in a successful sale.

Think about everything you do for your clients. You market their home. You find qualified buyers. You handle negotiations. You manage all the paperwork. You solve problems that come up. You are a guide, a negotiator, and a project manager all in one. When you believe in your worth, sellers will too.

How to Respond: Proven Scripts

Having a few scripts ready can help you feel more prepared. You can adapt them to your own style. The key is to be calm and confident.

Script 1: The “Value First” Approach

This script focuses on all the services you provide. It helps the seller see what they get for their investment.

Seller: “Your commission is higher than other agents we’ve talked to.”

You: “I appreciate you sharing that. Many agents do offer a lower commission. But it is important to ask what is included, and what is not. My fee covers a complete marketing plan to get your home sold for the highest possible price. This includes professional photos, online advertising, and open houses. Can I walk you through exactly what I do to get you the best results?”

This response does a few things. It shows you are not afraid of the question. It also shifts the focus from price to value. You are inviting them into a conversation about results, not just fees.

Script 2: The “Unbundling” Method

Sometimes, sellers do not understand everything that goes into your commission. This script breaks it down for them.

Seller: “Six percent seems like a lot of money.”

You: “I can see why you might think that. It is a significant amount. But it is important to know where that money goes. My commission is not just for me. A large portion of it goes to the buyer’s agent. This motivates them to bring their best buyers to your home. The rest covers marketing costs and the services of my entire team. When you see everything that is included, it is a strong investment in a successful sale.”

This helps the seller understand the bigger picture. They see that your commission is not just profit for you. It is what makes a successful sale happen.

Script 3: The “Data-Driven” Response

This script uses facts to support your fee. It is very effective if you have a good track record.

Seller: “I was hoping you could do it for less.”

You: “I understand wanting to save money. But it is important to remember that the goal is to have the most money in your pocket at the end of the day. My listings sell for an average of 3% more than the market average. So, while you might pay a little more in commission, you will likely walk away with more money overall. A lower commission agent might not have the resources to get you the same results.”

This approach is powerful. It connects your fee directly to a better financial outcome for the seller. It makes your commission seem like a smart choice, not an expense.

Show, Don’t Just Tell

Words are important. But actions are even better. You need to show your value throughout your presentation. Have a professional marketing plan. Show them examples of homes you have sold. Share testimonials from happy clients. When they see the quality of your work, the commission conversation becomes much easier.

Your value is in your expertise. It is in your negotiation skills. It is in the peace of mind you give your clients. Do not be afraid to talk about these things. They are what set you apart.

What Not to Do

There are a few common mistakes to avoid.

Do not lower your commission right away. This can make you look desperate. It can also signal that your fee was too high to begin with.
Do not get emotional. Stay calm and professional. This is a business conversation.
Do not apologize for your fee. Be confident in your value. You have earned it.

Conclusion

The commission conversation does not have to be scary. It is an opportunity. It is a chance to show your value and build trust with your clients. By understanding their concerns, believing in your worth, and using the right scripts, you can handle this conversation with confidence. You can show sellers that you are not an expense. You are an investment in their success.

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How to Respond When a Seller Says Your Commission Is Too High