We’ve already discussed 5 good closes to use when a prospective seller wants you to reduce your commission. The more ammunition you have to use, the greater the likelihood you will overcome the objection. Remember from Part 1, don’t give yourself an out. Reducing your commission is not an option! Instead, try using the closes below.
Commission Close #6- The Not Good Enough Close
First, calculate the difference between the commission they want to give you and what your commission requirement is. Then state; “If I’m not good enough to earn an extra $22,000 for you, then I’m not the agent for you to have working for you.”
Commission Close #7- The Net & Closing, Close
Most sellers want to focus on the commission they are paying. The number by itself can be daunting. Logically, what matters most is what they take away from the closing table. So focus on the real amount your sellers should be worried about. “It’s not the commission that matters most. Isn’t it really what you take away from the closing table? And, if I can get you more money at the closing table, won’t that more than make up for the minor difference in my fee?”
Commission Close #8- Minimize the Difference Close
This close is ideal to use after Close #7. Compare the extra amount being paid in commissions to the gross sales price and the benefit of having a strong negotiation. An extra $22,000.00 is negligible when compared to a $2 Million sales price. A poor negotiator will lose far more on the $2 Million dollar price than $22,000. Use your past experience with another client, or a third party story, to reinforce the point.
Commission Close #9- The “How’s That Working For You?” Close
Remind your client that they’ve done it their way so far with depressing results. “You’ve lost hundreds of thousands of dollars doing it your way” or “because you didn’t have a trusted real estate advisor, the results of your strategy so far, have been disconcerting.” Finally, “doesn’t it make sense to change your strategy and let me advise you?”
Commission Close #10- The Insanity Close
This Close is a spin-off of Close #9. Remind your seller that “the definition of insanity is to keep doing the same thing over and over again and expect different results.” “Let’s change the strategy by using a different approach this time.”