Kevin Ray Ward shows how top agents respond when sellers push back on commission. Don't discount your fee, he says, because you don't discount results. Instead, frame it around what sellers actually care about: their net proceeds after the sale.
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Ah, so you had another agent say they would do it for 4%. It was a great question. And I don't discount commissions. Can I tell you why? And they say, yeah, why? The reason I don't discount commissions is because I don't discount results. Because, see, there's already a lot of agents out there. They'll take a listing and they'll discount their commissions because they don't know how else to get business. But then they also don't know how to get the property sold for the most money. So which is more important to you? You're looking for the cheapest agent, or are you looking for the agent that will get you the most money in your pocket? Well, I mean, we want, we want the most money. Exactly. But we also don't want to pay an arm and a leg on commission. I get that, but which is more important, the amount of the commission or the amount of money you get in your pocket after. Even after commissions and everything? Well, the most money in the. Out of pocket. Okay, perfect. Because, see, the reason sellers hire me is because I help them get the most money in their pocket, Period. That's what I do. If that's what you're looking for, I'm your agent. If you're just looking for the cheapest agent, I'm probably not your guy. Which is also. Now I've given him an emotional takeaway when I say, if you're looking for the cheapest agent, I'm probably not your guy. But if you're looking for the agent that will get you the most money in your pocket after commissions and everything, then that's why people hire me. So what am I doing? I'm answering their question honestly. Straightforward. I'm also wording it in a way that frames the cheap agent, that agent that reduces their commission. It frames them in a negative light. What's the negative light? They're cheap and they're discount. Are you looking for discount results? Why don't you hire a discount agent? How in the world can you expect to get more from an agent who specializes in less? So I'm giving you some different angles here. And all of this is in my book of yes Scripts. When you pre order a copy of the book More Yes, More Success, go to moreyesbook.com and pre order a copy that all the scripts are going to be included. So everything I'm giving you here, these scripts are inside the book of yes, Vortex Edition.
