Commission Handlers

 THE OFFER ISN'T HIGH ENOUGH, PLEASE CUT YOUR COMMISSION

How often do you get paid? Okay, if your boss came up to you after you had worked two weeks of perfect performance, and asked for half of your money that you had already earned and you've performed perfectly, how would you feel? How would you explain that to your kids that night? We still have options left, let's pursue those.

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Then let's negotiate the  offer. I don't negotiate my commission. I negotiate for you, not against you. Let's counter back on this offer and negotiate some better terms for you.

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We still have tons of options left. Let's first counter back on the offer and see if we can't get some better terms for you.

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You said that you wanted to move because ________ (being closer to your family, being closer to your new job, being in a smaller house, buying your dream home...whatever). What is more important to you,  _______ , or my commission? My job is to get you there - let's get you there. 

THE OTHER AGENT SAID THEY'D DO IT FOR LESS

Awesome! Do Six Dollar Objection Handler. Now that you understand how commission works can I ask you question? How do you think they are able to stay in business when they charge so little? Did they say they would do that fee if they did BOTH sides of the transaction? Oh, so if they did both sides of the transaction they will get more. I understand. Now, I'm not saying that this is what they do, but I am asking, what is the likelihood, now that you know how commission works, what is the likelihood that they are going to have to do both sides of the transaction just to be able to afford to stay in business? If they have to double end the transaction, what is the likelihood that you are seeing all of the offers? I'm not saying they are doing that, just what is the likelihood? Wouldn't you rather know that you are getting all of the offers and not just the ones where the agent is guaranteed to get both sides of the transaction? How else can they stay in business? Are you sure they are showing you all of the offers? Doesn’t it make more sense to see all of the offers and be able to negotiate with the highest and best offer instead of just the one they know they can double end?

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If they can't protect their pocketbook, how do you expect them to protect yours?

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I'm sure he did. There are a lot of desperate agents out there who don't know what they're doing. They'll take anything and then hope it sells. If you want, I can give you the names of a bunch of desperate agents. I am in this for the long haul. When you call me up next year and need help with something, I'll still be in business to help you. 

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May I ask you a question? Do you care more about selling your property for the highest price, or cutting my commission by a percent or two?  Doesn't it make sense to gain you a larger percent of the total value of your property than a smaller percent of commission, if it puts thousands of dollars more in your pocket when we close?

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Okay, so which part of my sales package did you not want me to do for you? Did you not want me to actually list the property, or advertise it, or negotiate, or cover the open houses and follow up, or proactively make phone calls daily to get you buyers? You see, there’s a cost of doing business and all those things cost. If you list with an agent who discounts their fees, then which services are they discounting as well?  (Use $6 commission handler here if needed.) What many discounted agents don't understand is simple supply and demand economics, right? The more people can get into your property, the better of an offer, wouldn't you agree? My job is to expose your listing to everyone, including my personal database so I can get you a higher offer that more than covers my entire commission. You care more about what you end up with in your pocket at the end of the day, right?

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You know you’re right there a lot of desperate agents out there. Can I ask you a question? Is this property your biggest asset - the most valuable thing you own.  And you're willing to risk that by hiring an agent who can't even negotiate with you? How are they supposed to be protecting your biggest asset?  Are you the kind of person that wants to be negotiating for your own transaction on your own behalf or did you want to need me to handle that for you? I'm asking because if I'm on the other side of the transaction and I know I can easily negotiate for my buyer and get him a better deal on your property, you better believe I'm going to do it. I'm just concerned that you would want to place your home under their contract. Wouldn't it be better to protect your assets with someone who cares as much for your bottom dollar as we do?  

WE'RE GOING TO SELL IT OURSELVES AND SAVE THE COMMISSION

 Did you say that you were not going to pay any commission or are you planning on still paying commission to the buyer side of the transaction? Oh. OK, so really we’re not talking about paying the whole amount, just half, right? OK I just wanted to make sure I understood. I do have a couple of questions, though. You know that you will be working with an agent whose legal and fiduciary responsibility is to make sure that they get everything humanly possible from you and who will not and can not legally put your best interests first, right? That it is their legal and fiduciary responsibility to get terms that only benefit their client, including the lowest price possible, right? I'm confused. Why would you want to risk so much more than half of the commission by possibly losing tens of thousands on the sale of your property? Don't you think they are going to make sure that their client gets a way better deal than half of the commission cost? Isn't it worth half of a commission today to save you thousands tomorrow?

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Can I ask you a question? Would you rather you get sued, or I get sued? Exactly. My job is to make sure neither one of us gets sued. Are you that familiar with the contractual demands in the state of (State) of actually listing and selling your property? I sell homes every month, and I've got an entire legal team at my disposal. Isn't half of a commission worth making sure you don't get in some sort of trouble? Especially if you are going up against an agent on the other side who may not be experienced? I completely understand. Most of the time it looks like it’s a piece of cake to list your property, right? Here's the deal - that's not why you hire me. You hire me because I know my contracts inside out, and I work for a company with deep pockets. How confident are you in knowing that contract? Is there even a slight chance that you might make a mistake?

(If you live in California....)Are you aware of the fact that California is one of the top ten most litigious states in the United States? Who would you rather have them sue? You or my company? If there are mistakes, somebody could very easily get sued. Wouldn't you rather have the protection of an agent and a company with deep pockets? Now, are there any other questions I can answer before we do the paperwork?

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I completely understand. Your average agent will just put a sign in your yard and smile big. I'm not that agent. I proactively call over 100 people every day to sell your property. I am not your average agent that just puts your property up on the mls either. I am a professional who is broadcasting your home to my entire database. You hire me because I bring you the best offers and negotiate on your behalf for you to get the best deal. That's why you hire me. I don't blame you for not wanting to work with an average agent, you'd be better off saving your money. My job is to bring you an offer that more than covers my commission, and your average agent can't do that. That's why so many of my clients hire me, because I get property sold.