Feel like your clients are beating you with sticks to lower your commission? In our latest episode we share two different perspectives: 1. Scripts to deal with the objections as they come up, and 2. Ways to prevent commission-cutting objections from coming up at all.
Takeaways + Tactics
1. You do not work FOR the client - The client has hired you to lead them to a certain result
2. Understand when to cut your losses and move on to other potential clients who are a better fit for you
3. Marketing efforts like building a platform and using media appearances, social proof and success stories can eliminate commission objections from every coming up
So many agents do not honestly believe that they are in charge. They believe they work for the sellers or their broker. BS. YOu are driving the ship, you’ve got to have ownership of that. And that starts with protecting your commission. -Greg McDaniel
First we answer a question on how to generate seller leads on Facebook, and Greg shared his team’s strategy for using actual buyers and their criteria to run a custom ad. Of course, you get the buyer’s permission (and use no last names) but otherwise give somes details on the buyer’s situation and the exact type of home they’re looking for.
Then we dive deep into scripts and how to handle objections from potential sellers during your List Pres/CMA meetings, Greg shares his favorite scripts for each situation. One of his favorites is to simply state what your side of the commission is and ask the seller, “What would you like to pay the buyer’s agent?” This script hits a couple birds with one stone; it reminds them that you don’t receive the full commission, explains how it’s split and forces the seller to think about attracting buyer’s agents rather than what they’re paying in total commission.
Next we go into 7 keys to prevent commission objections from every coming up.
1) Go in by Referral
2) Have an Ideal Client
3) Have a Platform
4) Have Success Stories - Testimonials, case studies, online reviews
5) Have Social Proof
6) Have a System For Everything
7) Ask Questions
You are the captain of this ship - YOU run the deal. It’s your job to get the client the result they want, and that starts with protecting your commission so you and buyer agents have every incentive to sell your client’s home.
