YES Talk 290- Never Say "NO" When They Ask You to Cut Your Commission

Whenever your sellers ask for you to cut your commission, never tell them no. Hey there, it's your coach, Kevin Ward, the founder of yes Masters Real Estate Success Training and the author of the brand new book that's coming out this summer called More yes and More Success, a sequel to the number one bestseller, the Book of Yes. And how do you handle it when they ask you to cut your commission? Because it's one of those common objections that you get. And here's the reality, you never tell them no. Now, no is a great word. It's a word that should be used more, but it is. And it should be a show stopper. So you got to understand that the time to tell people no is when I want to stop something. If I want to stop a conversation, I want to shut something out, say no. But it also can. Here's what it does. If you want a relationship to move forward, if you want a conversation to move forward, which you do with a prospect, right? You want to move them forward to a decision to hire you to sell their house. Here's what no does. No is the game ending. Resistance trigger. Because no one likes to be told no, right? Ever since you were a little kid, whenever somebody told you no, when mom or dad told you no, it made you want to fight. You're like, no. You don't want to take it. And it makes you like, okay, well, that's not going to go the way I want it to go. Everybody hates to be told no. So if you want to get somebody on your side and you want them to get to say yes to you, you don't get them to say yes to you by you saying no to them. So the question is, how do you say no without saying no? How do you say no to a seller when they ask you to reduce your commission without telling them flat out no? Because here's what it does. No shuts down that collaboration. So I'm going to share with you a script that is the best script on how to avoid cutting or reducing your commission. The script is you can get this script and all of my scripts that have literally helped agents and myself take tens of thousands of listings and you get a free copy of it. When you pre order a copy of my new book, More Yes, More Success. I'm going to immediately send you a free copy of this and all of a of my best scripts from the original book of yes. So click a link in the description, pre order your book, and you'll get this script and all the other ones. Now let's Talk about the script itself. So this is a script. When somebody says, will you cut your commission? And I'm going to give you, I'm going to give you the script, but I'm also, mainly I'm going to do is I'm going to break it down so you can understand not only what we're saying but why we are saying so. Mr. Ms. Seller, that is a great question. And discounting commissions is not something that I do. Can I tell you why? And they're going to say yes, tell us why? Because I don't deliver discount results. And I'm sure you're not looking to discount your house, right? Okay, perfect. Now what we just did, this is the first piece of the frame of the script because not just the script, it's not just what you say to a seller, it's also the frame that, that it puts their mind in. So we're changing the frame from, from expensive commission to discount results. You see, here's when you change from a word of reduce or cut your commission to discount. When we use the word discount, it makes the, makes the idea of lower commissions equal to lower value. So think of it this way. And this is actually something you can tell a seller when you a 50% discount of your commission. So when somebody takes their commission, let's say their normal commission is 6% and they reduce 4 1/2% and they're going to only take 1 1/2 percent. They've gone from 3% for them as a listing agent to 1 1/2% just to get a listing. That's a 50% discount. Your commission, my friend. Now what happens if you're in business and you mark something down? You discount something by 50%. Okay? When you go buy a pair of shoes or you go buy a computer, so there's a discount about 50%. Here's what that means. It's on clearance or also known as a going out of business sale. Mr. And Ms. Seller, do you realize that a lot of agents, the reason they reduce their commission so much, they're discounting their commission. It's a going out of business sale for them. They are desperately trying just to say in business so they will discount, they'll put their own services on clearance because they don't have the value and they don't know how to deliver the better results. The reason people hire me is because I deliver them the best results. You see the frame, you're literally, you're shifting the frame. Now the frame has put you in a position of certainty and control and communicates value. So here's another piece of the conversation. Listen, an agent who does not have the courage to stand up for their own value, who will discount their own value. Guess what they're going to do? They're going to also discount your house's value. And I'm assuming you don't. You're not looking for an agent that will give away your hard earned equity, are you? No. You see, that's how a discount agent, that's how they get deals done. Whether it's getting your listing or getting your house sold, this is the way they do business. They don't have the courage to stand up for the value and so they simply punt. So here's how it plays out. And you can explain this to us, to a seller. Here's how it plays out. You hire a discount agent. They're going to get a phone call from an agent or from a buyer and they're going to ask, will your sellers take less? Are the sellers negotiable on the price? And the agent is going to say, well, of course, everything's negotiable. Just send us over an offer and I'll see what I can do. And a discount agent will actually end up working against you trying to get the deal done. But you know what, Mr. Marcelo, that's not even the worst part. You know what the worst part is? You'll never even know how much of your equity they just gave away is what you need. And what you want is an agent that will stand up for the value of your home. Right? And so that conversation goes very different than this. Like we'll send us an offer and I'll see what I can do. And they're going to negotiate, they're going to try to get the deal done. You see, a powerful agent who knows what they're doing, like I do is going to stand up for the value and say, well, I appreciate to call Mr. Know, Mr. Agent. My sellers are very comfortable that their list price is a great price. And when you look at the comps, I'm sure you will agree. And the difference is that you're going to get better offers and we're going to get you a better price. And there's a whole lot more that I do. And the reason the sellers hire me is because I know how to protect your equity and get you more money in your pocket. And I'm sure that's what you want, right? So, my friends, this is the power of knowing what to say and how to say it. The power to Stand up for your value is what helps you get them to hire you. Now one last piece here. Not only do you should you never say no to a seller when you want to keep the conversation going? There's another thing. You should never say I can't. Never say I can't. Well, I would. I can't. I'm not allowed to reduce my commission. My broker won't let me. Here's the problem with that. When you say I can't, you just said I have no power, I have no control. And people who have taking their most expensive asset or one of the most expensive assets and they're going to entrust it to you, they don't want an agent who has no power. They don't want somebody who can't. They want somebody who can. And so if you notice, we never said I can't reduce my commission and we never said no, we say I don't discount my commission. That's a massive difference. So this is a frame. Here's the power of this as a communication strategy and influence strategy of getting people to say yes to you. It is a frame of certainty, it is a frame of control and it is a frame of value. You communicate absolute certainty about your value and your ability to protect the value of their home. You put yourself in control without creating resistance because you're showing them how it benefits them and you're showing them a frame of value. The reason you hire me and people pay more for me is because I deliver more, more value. And that, my friend, is what sellers really want. So if this video has been helpful to you, make sure you give it a thumbs up comment. Ask your questions. If you have a rebuttal or anything to say about it, go ahead and say about it. If it's your first time here, make sure you subscribe to the channel and play to win. Always expect yes and click on the link in description and get your pre ordered copy of More Yes, More Success. And I'm going to send you all of my scripts free and instantly. So you'll have complete access to them with a whole bunch of other bonuses and a whole bunch of other training. So click on the link and do that now.