How to Handle "Your Commission Is Too High"

Almost every listing agent hears it: "Your commission is too high." Sometimes the seller is worried about money. Sometimes they're testing whether you'll fold. Either way, your answer shows them how you'll handle their buyer's agent across the table.

One note before the scripts. Commissions are negotiable, and no rate is standard. The point here is to show the value behind your fee so the seller can make an informed decision, and to know your own policy before you walk in.

Start by agreeing

Arguing with an objection makes it stronger. Agree first, then reframe:

"You're right, I'm not the cheapest option. That's exactly why you'd want to hire me. I'm worth it, and I'll show you why."

It's calm and confident. You don't apologize for the fee or go after the competition, and the conversation moves from price to value.

The reframe: how you protect your fee is how you'll protect their price

Many sellers haven't thought about this:

"Think about it this way. If I can't protect my own fee in a conversation with you, how well do you think I'll protect your price when a buyer's agent pushes for a discount?"

An agent who drops their commission the moment someone asks is showing the seller how they negotiate. The seller's price is a much bigger number than the commission, and buyers, inspections and appraisals will all put pressure on it. Sellers want an agent who holds firm.

Discounting on demand has a second cost. If your fee drops the moment it's challenged, it looks like it was inflated to begin with.

The half-pay analogy

If the seller still isn't convinced, make it personal:

"Let me ask you something. Say you earn $5,000 a week. If your employer asked you to work the same hours, with the same energy and the same results, for half the pay, would you?"

Almost everyone says no. Then connect it:

"Neither would I. And you shouldn't want an agent who would, because that agent is either cutting corners somewhere or wasn't confident in their value to begin with."

Keep it light. It works as an illustration and falls flat as a lecture.

Show what the fee pays for

Agreeing and the analogy get the seller listening, and specifics do the convincing. Walk through the work tied to their sale:

• Pricing backed by comps that truly match the home.
• Preparation: what to fix, what to leave, staging advice.
• Marketing, including photography, the MLS, your buyer network, open houses and neighborhood outreach.
• Showings, with scheduling, follow-up and feedback reported back to them.
• Negotiation on offers, counteroffers, inspection requests and appraisal gaps.
• Contract to close: deadlines, contingencies, and coordination with the lender, title and the buyer's agent.

Then bring it back to their number. A seller net sheet at a realistic sale price shows what they're likely to walk away with. They care about that figure more than the commission line.

Follow-up questions to find the real concern

"Too high" often means something else. Ask:

• "Compared to what?" If they have a specific lower quote, ask what's included. Discount models often limit services, marketing or negotiation support.
• "If the commission weren't a factor, would I be the agent you'd want to hire?" A yes means the objection is about money and they already trust you. A no means something's missing, and you need to find out what.
• "Is it the total amount, or how it fits into your net?" If the net doesn't work for their next move, you're having a pricing and planning conversation, and the fee is a side issue.

What to avoid

• Discounting immediately. It undercuts everything you just said about value.
• Criticizing other agents or discount brokers. Talk about what you'll do and leave them out of it.
• Getting defensive. A calm answer shows the seller how you'll sound when you're negotiating for them.
• Making claims you can't support. Don't promise a higher sale price or quote statistics you can't source. Show your plan and your track record instead.
• Improvising your policy. Know ahead of time what flexibility, if any, you and your broker allow, and why.

The full script

Seller: "Your commission is too high."

Agent: "You're right, I'm not the cheapest option. That's exactly why you'd want to hire me. Can I ask you something? If I fold on my own fee the first time someone asks, how do you think I'll do when a buyer's agent asks you to drop your price by $20,000?"

Seller: "I see your point, but the other agent is cheaper."

Agent: "Fair. Let me show you what you get with me." (Walk through the plan.) "And let me ask you this. If you earn $5,000 a week and your boss asked you to do the same work, same hours, same results, for half the pay, would you?"

Seller: "No."

Agent: "Neither would I. Here's what I think you'll net at the price we discussed." (Show the net sheet.) "Does that work for your next move?"