How to Handle "Your Commission Is Too High" in Real Estate
When a seller says your fee is too expensive, they're usually comparing you to a discount brokerage or a number a friend paid. The conversation isn't really about your percentage. It's about what they walk away with and how smoothly they get there.
Why buyers say it
Commission is often the biggest check a seller writes at closing, and discount brokerages advertise constantly. Without a clear picture of what you do differently, the lowest percentage looks like the smartest choice.
What to say
"It sounds like you want to make sure you're not leaving money on the table."
Shows you understand their real goal, which is protecting their money, not fighting your fee.
"What matters more to you, the commission percentage or the amount you walk away with at closing?"
Most sellers say net proceeds, which moves the comparison to results instead of rates.
"If my pricing, marketing, and negotiation put more in your pocket after fees, would the percentage still be the deciding factor?"
Invites them to judge you on outcomes, where a strong agent wins.
Mistakes to avoid
- ✕Cutting your commission in the first five minutes
- ✕Badmouthing discount brokerages
- ✕Talking about your awards instead of their net proceeds
Example conversation
FAQs
Should I reduce my commission to win a listing?
Not as a first move. Shift the conversation to net proceeds and timeline. If you do adjust, trade it for something, like exclusive marketing rights or a longer agreement.
How do I explain my value compared to a discount broker?
Use numbers: days on market, list-to-sale price ratio, and specific examples of how your negotiation helped sellers. Let results do the talking.
How can I practice this objection?
Practice it out loud until the response is automatic. CloserPro lets you roleplay with an AI home seller buyer who says "Your commission is too high" and pushes back like a real customer, then scores every response and tells you what to say next time.
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