DEFEATING THE COMMISSION CUTTERS… there is always going to be a competitor out there who makes up for their lack of Sales Skills by offering a cheaper price. They are not Salespeople, they are order takers. Here is just one of my favourite answers to that objection…
THE OTHER AGENTS SAID THEY WOULD DO IT FOR LESS
I'm not surprised, you are not the first one who was presented with this dilemma… what % did they offer you? (3 1/2%)
3 1/2%!!… Wow, there sure are a lot of desperate agents out there. [Do not pause here] Let me ask you a question… think about this, if another agent is prepared to give away their commission that easily, I mean their paycheck!!… How fast you think they will be giving away the price of your home when they are negotiating an offer for you?!! (Hmmmm… I don't know)
Let's do the right thing here… list with me at a price and a commission that will attract the best buyers AND the best offers. That way I will be able to negotiate the best price for you. We need to set your listing up at 5%. Let's sign the agreement and put me to work. Are you ready to get started? (Yes)
Never forget that Salespeople make a lot more money than order takers. Do not compromise your principles. Be strong, look them in the eye and tell them the truth. They need you. NO Excuses.