You already have 10 great closes you can use to overcome commissions concerns on the part of prospective sellers. Let’s discuss another 5 you can use.

Commission Close #11- The No Advisor Close

This close lets your sellers know that you bring the same level of sophistication to informing and educating them about real estate trends that affect their property, as the professionals they have managing their investment portfolios.  State that; “you have people that you really trust that manage your investment portfolio. Your real estate holdings represent some of the most important assets you own. The consequences of not having someone to give you good advice have already been harmful.  Doesn’t it make sense to have someone like me on your side with an intimate understanding of market trends so you can best protect your real estate assets and preserve your wealth?”

Commission Close #12- The Bank of Affluent Buyers Close  

This is a great one to use when you personally, or your company, are representing a large number of buyer-side transactions. Let your seller prospects know that; “we have the greatest number of buyers looking for homes in your price range because that’s primarily what we do. They’re most likely to come to us first, giving us the greatest exposure to this group. And, of course we are going to represent our sellers as aggressively as possible.”

Commission Close #13- The Co-Broke Relationship Close

Let your seller prospects know that you have an excellent relationship with all of your competitors, especially the agents that work closely with buyers. You can state that; “even competing companies and agents look to our listings when they have a buyer in your price range. Our relationship with this group is very strong and so agents at other companies tend to want to work with us and our listings before they work with others.”

Commission Close #14- The No Cost Close

It’s also important to remind your seller prospects and buyer prospects that your services are free, until you secure a ready, willing, and able buyer that actually closes on their home. In other words, a great deal of time, energy and effort with no compensation unless your successful! As their agent, you are taking all of the risk. A good statement can be, “you’re getting the best representation at no cost…until you sell your home.”

Commission Close #15- The Time To Discuss Close

This can be one of the most powerful ways to overcome a commission objection. It delays the conversation until you’ve had an opportunity to perform and show your sellers what you will do for them. In most cases, if you’ve done your job, the objection will not be brought up again during offer negotiations. Here is a good way to approach this close: “I appreciate your concern, but isn’t the time to discuss any commission reduction when you’ve got an offer on the table? At that point, you can determine the quality of what we’ve done, once you’ve had a chance to look at our performance and the offer in front of you. Let’s not worry about that now.”