Carolyn and Paul Zweben, of Douglas Elliman Real Estate, want their full commissions — every time. They sat down with Joe Rand onstage at Inman Connect New York to discuss defending their paycheck and shared their top tactics for overcoming commission objections. 

When Joe Rand asks real estate agents who routinely cut their commissions why they do it, he usually hears one version or another of the same response: “Well, half a loaf is better than no loaf.”

It might be hard to argue with that logic, particularly if the choice is between a full loaf and four-fifths or three-quarters of a loaf, rather than half — which is often the case.

Douglas Elliman Real Estate’s Carolyn and Paul Zweben want the full loaf — every time. They sat down with Joe Rand onstage at Inman Connect New York to discuss defending their paycheck and shared their top tactics for overcoming commission objections.

Are you over clients asking you to cut your commission? Watch the full video above on Inman Select for more on how to respond without losing the deal.

Email Inman

Show Comments Hide Comments

Comments

Sign up for Inman’s Morning Headlines
What you need to know to start your day with all the latest industry developments
By submitting your email address, you agree to receive marketing emails from Inman.
Success!
Thank you for subscribing to Morning Headlines.
Back to top
Hear from Realogy, Pacaso, SERHANT., Spotify, Redfin, Douglas Elliman, and 100+ more leaders at ICNY.Register now×
Limited time: Get 30 days of Inman Select for $5.SUBSCRIBE×
Log in
If you created your account with Google or Facebook
Don't have an account?
Forgot your password?
No Problem

Simply enter the email address you used to create your account and click "Reset Password". You will receive additional instructions via email.

Forgot your username? If so please contact customer support at (510) 658-9252

Password Reset Confirmation

Password Reset Instructions have been sent to

Subscribe to The Weekender
Get the week's leading headlines delivered straight to your inbox.
Top headlines from around the real estate industry. Breaking news as it happens.
15 stories covering tech, special reports, video and opinion.
Unique features from hacker profiles to portal watch and video interviews.
Unique features from hacker profiles to portal watch and video interviews.
It looks like you’re already a Select Member!
To subscribe to exclusive newsletters, visit your email preferences in the account settings.
Up-to-the-minute news and interviews in your inbox, ticket discounts for Inman events and more
1-Step CheckoutPay with a credit card
By continuing, you agree to Inman’s Terms of Use and Privacy Policy.

You will be charged . Your subscription will automatically renew for on . For more details on our payment terms and how to cancel, click here.

Interested in a group subscription?
Finish setting up your subscription