These are some of my favorite commission-cutting, objection-handling techniques, and for many of these, I thank my mentor Floyd Wickman:

1. “If I were to say yes to X now, that would be like I was fibbing to you when I said 6% was what we charged, and I do not fib about anything. Quite frankly, that would be the worst way to start a business relationship, and I have a hunch you agree with that, too. Am I right? You know what I would rather see us do? Rather than start this relationship out on the wrong foot, I’d rather see us raise the sale price ____%, and make me work that much harder.”

2. “If you think about it, maybe you don’t really want me to cut my commission. You see, if I am going to be so weak as to not be able to protect my salary, think how weak I would be trying to protect your sales price? An alternative to that might be, “Of course I won’t cut my commission, because I am worth every penny of it. Besides, if I can’t protect my commission, how would I protect your sales price?”

3. Have seven dollar bills ready to spread out on the table. “These seven dollar bills represent the commission. A lot of sellers don’t realize that when your house sells, the company that sells it gets these three. My company gets these two. I spend this one to market your home. The only one that I work for is this dollar. And you want me to give it up? I don’t think so. Would you work for nothing?” An alternative is to grab a note pad and sketch out seven pen strokes.

4. “If this were any other business but real estate, I would consider it. But in this business, the only person at this table taking a risk now is me. I have to spend money in advance to market your home and to help you achieve your goals. Only if we make it to closing, do I get any of it back. Maybe I would be willing to cut my commission if you would be willing to write me out a check to cover my expenses now. Would you prefer to do that?”

5. Ask the seller if they ever buy name-brand products such as Hellmann’s Mayo or Heinz Ketchup. When they say yes, say, “See, in things as unimportant as ketchup, you are willing to pay more because it’s worth it, isn’t it? Well, it’s the same with my commission. Shouldn’t you be willing to pay for quality on something as major as your home?”

6. Have a list of your marketing services handy. "Here is a list of the marketing services that I provide. Put an X by each service that you would be willing to eliminate in exchange for a lower commission.”

7. “I have done my research and find that our listings sell on average for 98% of their asking price. The MLS stats show that the other company’s listings sell for 95% of their list price. So, by paying me only one percent more than you want to, you actually make 3% more on the sale. That’s like me paying you a 2% bonus, isn’t it?”

8. “A 1% commission cut represents 20% of my income which I earn getting you top dollar. If you will come down 20% in the sale price of your home, I would be willing to come down 20% in my salary.”

Published: April 16, 2001

Use of this article without permission is a violation of federal copyright laws.

Marylyn B. Schwartz, CSP, is a noted expert in real estate and corporate sales training, team development, customer care and diversity issues. She is president of TEAMWEAVERS and a trainer for Leader's Choice, the number one real estate sales training program in North America. Marylyn is also an author and Business/Life Coach. Contact her at , or visit her website at teamweavers.com.