Question

I'd say ... ""I agree that it's important to be thorough when we are filling out this contract and let me ask you this ...

""Why haven't you already sold the home to your company, friend or neighbor?"" (No one has made us an offer)
""Your personal marketing hasn't worked and that's why you're hiring me ... is that right?"" (That's right)
""So, I'm curious as to why I should waive my commission. If my marketing works well enough to convince your company, friend or neighbor to buy it ... isn't that what you are paying me for in the first place?
""Aren't you hiring me to let the public know your home is for sale and convince people that they should buy it?
""So, why would I cut my commission if my marketing works?""
Top Agent Alternative: ""You have 24 hours to let them know you're listed. Call them. They do or they don't.""
What approach is suggested for handling the objection related to waiving the agent's commission?
A) "You have 24 hours to let them know you're listed. Call them. They do or they don't."
B) "I can appreciate that, almost everybody does, so when would you like to see how 85% of the homes I list for sale sell and why only 40% of the homes listed with other agents sell... tonight at 6:00 or tonight at 7:30?"
C) "Why haven't you already sold the home to your company, friend or neighbor?" (No one has made us an offer)
D) "I agree that it's important to be thorough when we are filling out this contract and let me ask you this...

Answer 1

The suggested approach for handling the objection related to waiving the agent's commission is B) "I can appreciate that, almost everybody does, so when would you like to see how 85% of the homes I list for sale sell and why only 40% of the homes listed with other agents sell... tonight at 6:00 or tonight at 7:30?"

Step-by-step explanation:

In addressing the objection about waiving the commission, option B presents a strategic response that redirects the conversation towards the agent's proven track record and success rate. By highlighting the agent's impressive statistics, specifically the higher percentage of homes sold compared to other agents, this response subtly emphasizes the value the agent brings to the table.

It invites the client to witness the agent's effectiveness in action, reinforcing the idea that the commission is a fair investment for the superior marketing and sales results they can expect. This approach employs a blend of confidence and data-driven persuasion to justify the agent's commission and ultimately strengthens the client's confidence in the agent's capabilities.