Your commission is too high... · Real Estate Sales Mastery

Your commission is too high...

When a seller drops the dreaded commission objection, most agents immediately go on the defensive. They start listing 50 reasons why they are worth the money, getting into an exhausting arm-wrestling match with the client.

Don't fight back and don't over-explain. Instead, use a highly effective martial-arts sales technique: agree, isolate, and pivot.

Client: "Your commission is way too high. Other agents will do it for less."

You: "You're absolutely right, Mr. Seller. Our fee is definitely not the lowest on the market." (Agree and disarm)

You: "Let me ask you—is our fee the single most important factor for you in this transaction?" (Isolate the objection)

Client: "Well, no, but it's a lot of money."

You: "I understand. So, just to make sure I clear this up—are you saying that things like transaction security, legal protection, and maximizing your final net profit are secondary to you right now?" (The Value Pivot)

Why this works:

It stops the fight: By acknowledging that your fee isn't the lowest, you shock them. You aren't arguing, which immediately lowers their defensive walls.
It forces a choice: When you ask if the fee is the most important thing, you force them to realize that cheap commission usually means cheap service.
It redefines the stakes: By contrasting your fee with your actual core value proposition (safety, legal protection, top-dollar results), you make them defend why they would risk their biggest asset just to save a few bucks.

Stop defending your worth. Make them realize what they lose when they choose cheap.

How do you handle the commission objection?

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Your commission is too high...