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.

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