Say Goodbye to Commission Objections and Hello to Signed Listings!
Are commission objections keeping you from sealing the deal? Let’s change that. In this guide, you’ll learn actionable strategies to handle commission objections and position yourself as the clear choice for prospective clients – even against agents who undercut their commissions.
Table of Contents
1. Address "It’s Just a Payday for You!" Head-On
The Problem: Sellers often believe agents are solely motivated by commission.
The Solution: Acknowledge this concern directly, even if it’s not voiced. Let sellers know your primary goal is to help them maximize their equity and achieve their goals.
Example Script:
- Seller: “I feel like agents are just after a paycheck.”
- Agent: “I hear you. Some agents focus on just closing deals, but my goal is different. I’m here to maximize your equity and make sure you achieve the best possible outcome – whether through a traditional sale or innovative strategies like 0% commission options.”
Why This Works: You validate their concern while positioning yourself as a solution-oriented agent. Mentioning unique options like EZ Real Estate Offer sparks curiosity and differentiates you from the competition.
2. Embrace Big-Picture Financial Goals
The Problem: Sellers view commission as a loss rather than an investment.
The Solution: Reframe the conversation to focus on their financial future. Discuss how a well-executed sale can contribute to their bigger goals, and offer to connect them with a financial advisor.
Example Script:
- Seller: “I need to make $XYZ on this sale. How much is your commission going to cost me?”
- Agent: “Thanks for sharing your goal. Let’s work together to hit that target. I also know financial advisors who can help you grow and protect your wealth after the sale. What are your top priorities?”
Why This Works: You’re reframing the discussion around value and partnership rather than cost, which builds trust and credibility.
3. Leverage Vendor Services to Show Your Value
The Problem: Sellers worry about the upfront cost and effort required to prepare their home for sale.
The Solution: Offer comprehensive project management services, using your vendor network to handle renovations, staging, and more. Emphasize cost-saving options like pay-at-close solutions.
Example Script:
- Seller: “I don’t think I can afford the prep work.”
- Agent: “I’ve got you covered. I work with trusted vendors who offer pay-at-close options, and I handle the project management so you don’t have to. Let’s review what’s needed to get you the best price.”
Why This Works: Sellers will see your commission as a worthwhile investment when you handle the heavy lifting and reduce their stress.
4. Turn Belongings into Opportunities
The Problem: Sellers may feel overwhelmed by decluttering and upfront costs.
The Solution: Help them turn unused belongings into cash to offset expenses.
Example Script:
- Seller: “There’s too much stuff, and I can’t afford to hire someone to clear it out.”
- Agent: “What if we sold some of the items you don’t need? The proceeds could help cover costs, and I can handle the logistics for you.
Why This Works: You’re solving a practical problem with creative thinking, making the selling process less daunting.
5. Eliminate Commission Objections with EZ Real Estate Platform
The Problem: Sellers may compare your services to DIY and other no-commission alternatives.
The Solution: Introduce the EZ Real Estate Platform, which eliminates commission concerns entirely without sacrificing service.
Example Script:
- Seller: “There’s too much stuff, and I can’t afford to hire someone to clear it out.”
- Agent: “What if we sold some of the items you don’t need? The proceeds could help cover costs, and I can handle the logistics for you.
Why This Works:This positions you as a forward-thinking agent with innovative solutions, making you the clear choice.
Final Words on Objections
Commission objections? They’re just opportunities waiting for the right approach. When you tackle seller concerns with creativity, confidence, and proven strategies, you’ll position yourself as the obvious choice.
Want to keep learning or find a role play partner to practice objections with? Join our Facebook Group, EZ Real Estate and connect with agents who are mastering these techniques and closing more deals. Let’s make real estate simpler, smarter, and more successful—together!
