Key facts
- Agents should not refuse commission questions but move the conversation to a phone call.
- Commission should be discussed after establishing value and understanding the seller's needs.
- A commission range, tied to marketing and the seller's situation, is recommended.
- Coaching sellers on how to interview agents is a persuasive tactic.
Real estate agents are advised to handle homeowner commission questions by shifting the conversation from text to a phone call, rather than refusing to answer. According to coach Darryl Davis, a homeowner's question about commission is a signal they are seeking value and do not know how else to ask. Refusing to answer can lead to suspicion that the agent is hiding something. The recommended approach involves asking to move the conversation to a call, providing context for commission by linking price to quality and service, and then offering a commission range based on the seller's specific needs and the marketing plan. Davis also suggests that agents should coach sellers on how to properly interview potential agents, a strategy he believes is highly persuasive.