“Why should I pay that commission?” “I was hoping to sell my house for more.” “We want to go FSBO.” Agents may find themselves knocking down these statements like devilish pop-ups in an intense game of Whac-A-Mole. Objections are a part of any sales process, but the job of a real estate professional to advise, guide and work with clients over a long period of time on such a monumental transaction requires the highest level of communication finesse.
You’ve taken your buyers to see a dozen properties to no avail. Then, they come across the perfect home online. While they rejoice, your stomach drops: It’s a for sale by owner (FSBO). But you may be in luck — the sellers said they’d pay the buyer’s agent a 3 percent commission, and you submit an offer on your clients’ behalf. Are you home free? Hardly.
Realtor Manny Menezes recently received a tough request from a listing agent: If she chipped in some of her commission to make a deal work, would he do the same? Menezes was hesitant. He knew he was worth at least a 2.5 percent commission fee, nothing less. But he also knew the deal was stuck — neither his client nor the seller were willing to budge on price.