"I think your commission is too high. Another agent offered to do it for less."
Response Framework
Acknowledge → Clarify value → Reframe cost as investment
Start by validating their concern — cost matters. Then shift the conversation from price to net proceeds. A lower commission doesn't mean more money in their pocket if the agent's marketing, negotiation skill, and buyer network are weaker. Ask: "Would you rather save 1% on commission or net 3–5% more on your sale price?" Present your track record: average days on market, list-to-sale ratio, and marketing reach. Close by offering to walk through exactly what they get for your fee.
Key Phrases
"I completely understand — every dollar counts."
"Let me show you what that commission actually buys you."
"The question isn't what you pay me — it's what you net at closing."
"Would you like to see my list-to-sale price ratio compared to the market average?"
Pro Tips
Never match a competitor's lower fee without explaining the difference in service.
Bring a one-page 'value proposition' sheet to every listing appointment.
Use specific numbers: 'My listings sell for 98.7% of asking price on average.'