Commission Objection Scripts

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Author:
rdonovan
ID:
250767
Filename:
Commission Objection Scripts
Updated:
2014-03-04 06:14:11
Tags:
lower commission objection discount broker
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Description:
commission objection handlers along with discount broker scripts, save the commission
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The flashcards below were created by user rdonovan on FreezingBlue Flashcards. What would you like to do?


  1. Will you lower your commission?
    No ... Any other questions?

    Sign the contract.

    "The other agent said he/she would."

    I can appreciate that ... can I tell you why that makes me nervous?  If other agents do not have the courage ... to stand up to you ... regarding their own worth ... how strong could they possibly be ... defending you ... and the price we set for your home?...

    __________, I have that courage ... do you feel I can sell your home? (YES) Terrific!

    All we need to do now is simply ... sign the contract ... so I can help you get what you want ... in the time you want ... won't that be great?Sign the contract.
  2. Out negotiated
    Wow ... You got the other agent to drop their commission to ____? I'm curious ... How did you get them to lower their commission?

    So, as you consider that tens of thousands of dollars can be negotiated in a real estate transaction, you'll realize that part of what you are hiring is a professional negotiator.

    I'm wondering ... how do you feel about hiring a professional negotiator, that you just out negotiated.
  3. Tough Financial Position
    I understand your position ... it is a reasonable request ... In short I will not lower my commission...may I explain? (SURE)...

    If an agent is willing to cut his or her commission, just like that, how well do you think they will hold up when it comes to negotiating the best possible price for your home?

    I want to demonstrate, up front, how tough I am going to be for you in negotiating the best possible price and terms … Therefore, cutting my commission is not an option…does that make sense?

    All we need to do now...
  4. 25% of their income
    My hesitation in lowering the buyer agent commission is how many buyers will miss seeing your property if we incentivize the agents to show the other listings?

    Since the average agent only sells about 4 houses per year, each sale represents 25% of their income. Do you think they are showing the houses with the best commissions, or the smallest commissions?
  5. FSBO (Save the commission)
    I agree you can save the commission by selling it yourself ... are you aware that today over ______ homes are for sale ... last month only ______ actually sold ... that's a _____ month supply of homes ... if no other homes come on the market ... and ... last month _____ homes went on the market! (wait for answer)

    And what's worse ... is the fact that less than 10% of all For Sale By Owners sell themselves ... and 90% are listed and sold by Real Estate agents ... Can you afford to have less than a 10% chance of selling your home?

    Let's do the right thing and simply ... sign the contract ... so I can help you get (what you want) ... in the time you want ... won't that be great?
  6. If I list my home with you and buy my next home from you, will you cut your commission?
    You know I can appreciate that, and I want to say NO, I will not cut my commissions, and for one very simple reason.

    As a professional my time has a certain value and I only work with people, like you, that realize the value of my service ... and before you say anything, thing about this ...

    If an agent is willing to cut his or her commission, just like that, how well do you think they will hold up when it comes to negotiating the best possible price for your home?

    I want to demonstrate, up front, how tough I am going to be for you ... Therefore, cutting my commission is not an option ... does that make sense?
  7. Phone #1 (Discount Broker)
    So _____, you are looking for a 4% commission to sell your home, is that correct?" (YES) Terrific!  

    We will be sure to discuss the commission when we meet.  However _____, I just want you to know that no seller has ever hired me at a commission or terms that they were not happy with.  In essence this puts you in 100 percent control of hiring me when we meet, wouldn't you agree? (YES)

    I look forward to seeing you at 5 tomorrow.
  8. Phone #2 - How much do you charge?
    That is a great question...I'm writing it down...that will be one of the first things we cover when I come out on _____...any other questions? (NO)

    Great, I look forward to seeing you on _____ at _____
  9. Phone #3 - Can't you just tell me now?
    I can appreciate you wanting to know now...I want you to know that no seller has ever hired me at a commission or terms that they were not happy with.  In essence this puts you in 100% control of hiring me when we meet, wouldn't you agree? (YES)

    I look forward to seeing you on ____ at ____
  10. Phone #4 - Commission plans (only if necessary)
    I offer a few different options based on my marketing plan...I will be sure to go over all of them when we meet as it is part of my presentation...

    I look forward to seeing you on ___ at ___

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