7 Commission Scripts That Convert Skeptics Into Clients (Post-NAR Settlement)

Commission dynamics have shifted dramatically post-settlement, requiring new
conversation strategies

The Commission Conversation Crisis

Since the NAR settlement took effect, 87% of agents report commission
conversations have become their biggest challenge. Clients arrive armed with online
articles, expecting to negotiate everything, and questioning the value of agent
services. Yet top performers are maintaining—even increasing—their rates using
specific conversation frameworks that transform skepticism into appreciation.

The post-settlement landscape demands new communication approaches

The difference? They've mastered commission conversations that:

• Shift focus from cost to value

• Create urgency without pressure

• Build trust through transparency

• Demonstrate expertise immediately

• Leverage technology as a differentiator

The 7 Essential Commission Conversation Scenarios

Master these seven scenarios to handle any commission discussion

Script 1: The "Why Should I Pay You?" Challenge

Client: "I can find houses on Zillow myself. Why should I pay you 3%?"

Your Response: "I completely understand that question, and you're right—finding
houses online is easier than ever. Let me share what my clients are actually
investing in:

When the Johnsons worked with me last month, they found their dream home on Zillow
too. But here's what Zillow didn't show them: That home had been under contract
twice and fell through due to foundation issues. I knew this because I have
relationships other agents don't.

I negotiated $32,000 off asking price by leveraging inspection data from those
failed sales. My AI system analyzed 147 comparable sales to justify our offer—
something that took minutes but would take days manually. After closing, they told
me that single negotiation saved them 10 times my fee.

You're not paying for someone to unlock doors. You're investing in market
intelligence, negotiation expertise, and technology that ensures you don't overpay
by tens of thousands. Would you like to see how my system identified hidden
opportunities for my last five clients?"

Why This Works:

• Acknowledges their perspective

• Shares specific, quantifiable results

• Shifts from cost to investment

• Offers proof of value

Script 2: The Discount Broker Comparison

Client: "XYZ Realty only charges 1%. Why are you three times more expensive?"

Your Response: "That's a fair comparison to make, and I respect you doing your
homework. Let me share what my clients discovered when they compared services:

Discount brokers are transactional—they process paperwork. I'm transformational—I
optimize your entire real estate investment. Here's the difference in real numbers:

My last 20 homes sold in 18 days average versus the market average of 47 days.
That's 29 days of not making double payments, not paying utilities, not
accumulating stress. At typical holding costs, that saves $4,500-7,000 right there.

My homes sell for 98.7% of asking price. The market average is 94.2%. On a $500,000
home, that's $22,500 more in your pocket.

I use AI-powered marketing that reaches 10,000 targeted buyers in 48 hours.
Discount brokers post to MLS and wait. My professional photography, virtual tours,
and targeted campaigns cost me $2,000 per listing—investments discount brokers
won't make.

The question isn't 'Why do you charge more?' It's 'Can you afford to work with
someone who charges less?' Would you like to see my performance metrics compared to
market averages?"

Why This Works:

• Reframes the conversation from price to results

• Uses specific data and metrics

• Highlights hidden costs of cheap service

• Positions premium service as the smart financial choice

Script 3: The "Market Changed" Objection

Client: "I heard commissions are negotiable now after the NAR settlement. I
want to pay 2%."

Your Response: "You're absolutely right—commissions have always been
negotiable, and the settlement reinforced that. I appreciate you being upfront
about your expectations. Let me explain how I structure compensation based on
service levels:

At 2%, I can provide basic representation: MLS listing, standard contracts, and
transaction coordination. That's our 'Essential' service.

At 2.5%, you get our 'Professional' package: professional staging consultation,
drone photography, targeted social media campaigns reaching 5,000+ buyers, and my
AI-powered pricing optimization that typically yields 3-5% higher sales prices.

At 3%, you receive our 'Concierge' service: everything above plus pre-listing
inspection, repair coordination, moving assistance, and my personal guarantee to
sell in 30 days or I'll reduce my commission by 0.5%.

Most clients choose Professional or Concierge because the enhanced marketing alone
typically returns 5-10x the additional investment. Which level of service aligns
with your goals?"

Why This Works:

• Acknowledges the new reality

• Provides options and control

• Links commission to service level

• Lets them choose value over price

Script 4: The FSBO Threat

Client: "If you won't reduce your commission, I'll just sell it myself."

Your Response: "I respect that decision, and some people do successfully sell
their own homes. Before you decide, let me share what the data shows:

FSBOs typically sell for 26% less than agent-represented homes according to NAR
data. On your $400,000 home, that's potentially $104,000 less. Even after my
commission, you'd net significantly more working with me.

But beyond price, consider this: You'll handle 67 average showings, field hundreds
of calls, navigate legal disclosures, manage inspections, negotiate repairs, and
coordinate closing. That's roughly 80-100 hours of work, plus the stress and
liability.

I have AI systems that handle buyer inquiries 24/7, pre-qualify prospects, and
schedule showings automatically. My average client spends less than 5 hours total
on their sale.

If you decide to try FSBO first, I understand. Here's my card—when you're ready for
professional help, I'll be here. Many of my best clients tried FSBO first and
called me within 30 days. May I at least share my selling timeline so you know what
to expect?"

Why This Works:

• Non-confrontational approach

• Provides valuable data

• Leaves door open

• Positions you as helpful regardless

Confidence and preparation are key to successful commission conversations

Script 5: The "Other Agent Charges Less" Negotiation

Client: "Another agent said they'd list for 2.5%. Can you match that?"

Your Response: "I appreciate you giving me the opportunity to address this.
While I respect my colleague's business model, I don't compete on price—I compete
on results. Let me show you why that matters:

Last quarter, I averaged 42 days on market while they averaged 74 days. Those extra
32 days cost sellers approximately $5,300 in carrying costs. My average sale price
was 97.8% of list; theirs was 93.1%. On your home, that 4.7% difference equals
$18,800.

Here's what I propose: Work with me at my standard rate. If I don't deliver the
results I'm promising—specifically, an offer within 21 days at 95% or more of
asking—I'll reduce my commission to match their rate. But when I exceed those
targets, which I have for 18 of my last 20 listings, you'll see why my clients
happily pay my full fee.

Would you rather save 0.5% on commission or gain 4.7% on sale price? I'm confident
in my value—are you ready to be confident in your choice?"

Why This Works:

• Shows confidence without arrogance

• Provides performance guarantee

• Makes the math undeniable

• Challenges them to choose success

Script 6: The Buyer's "Why Should I Pay?" Question

Client: "As a buyer, why should I pay your commission? The seller used to cover
that."

Your Response: "Great question, and you're right about the change. Let me
reframe how to think about this investment:

Without representation, you're negotiating against a professional who does this
daily. Their agent's only job is to get maximum price for the seller. You need
someone equally skilled fighting for your interests.

Here's what I bring: My AI system analyzed 2,847 recent sales to identify that
homes on Maple Street are overpriced by 12% compared to identical homes on Oak
Street, just one block over. That's $48,000 in savings on a typical purchase.

I have inspection connections that save you $400-600. My preferred lender
relationships often secure rates 0.25% lower, saving you $47,000 over your loan
term. My negotiation strategies average $22,000 in seller concessions.

You're not paying a commission—you're making an investment that returns 10-20x.
Plus, in this market, I often negotiate for sellers to credit buyer agent fees
anyway. Should we discuss your specific situation and how I can maximize your
buying power?"

Why This Works:

• Educates on value

• Quantifies ROI

• Addresses the change directly

• Offers solutions

Script 7: The "Commission Is Too High" Late-Stage Objection

Client: "We've decided your commission is just too high. We need you to reduce
it or we'll find someone else."

Your Response: "I understand this is a significant financial decision, and I
respect you advocating for your interests. Let me ask you something: If I could
show you how to net more money even at my full commission, would that address your
concern?

Here's what I mean: At my rate with my marketing plan, your home will likely sell
for $520,000 in 21 days. After my commission, you net $489,680.

With a discount agent at 2%, based on market averages, you'll likely get $495,000
in 65 days. After their commission, you net $485,100. Plus, you'll pay an extra
$3,200 in carrying costs during those additional 44 days.

That's $4,580 more in your pocket working with me, despite the higher commission.
Plus, you avoid 44 days of stress, uncertainty, and double payments.

I'm not asking you to pay more—I'm showing you how to net more. If you still prefer
the discount option, I understand. But wouldn't you rather have $4,580 more and be
done in three weeks?"

Why This Works:

• Focuses on net proceeds

• Uses specific numbers

• Acknowledges their concern

• Makes the value undeniable

The Technology Advantage in Commission Conversations

AI-enhanced communication workflows support value-based commission discussions

Top agents leverage technology to justify their commissions:

AI-Powered Value Demonstrations

• Instant CMAs showing precise pricing strategies

• Buyer demand analysis proving marketing reach

• Predictive sale timelines with accuracy rates

• ROI calculations for every service offered

Automated Proof Points

• Performance dashboards showing past success

• Client testimonial videos triggered contextually

• Market insight reports demonstrating expertise

• Comparison analyses versus competitor results

The Psychology Behind Successful Commission Conversations

Build Value Before Discussing Price

• Lead with results and success stories

• Demonstrate expertise through market insights

• Show your technology advantage

• Create urgency through market data

Use the "Expensive vs. Costly" Framework

• Expensive: High price

• Costly: Cheap service that loses money

• Position yourself as expensive but profitable

• Position competitors as cheap but costly

The "Investment not Expense" Mindset

• Frame commission as ROI-generating investment

• Show multiplier effect of professional representation

• Quantify losses from poor representation

• Celebrate wins together

Practice Makes Perfect: Role-Playing Exercises

Exercise 1: The Mirror Method

Practice scripts in mirror focusing on:

• Confident body language

• Clear articulation

• Natural delivery

• Emotional control

Exercise 2: The Recording Review

Record yourself delivering scripts and evaluate:

• Pace and tone

• Conviction level

• Natural flow

• Persuasiveness

Exercise 3: The Peer Practice

Role-play with colleagues alternating as:

• Skeptical clients

• Price-focused buyers

• FSBO-threatening sellers

• Comparison shoppers

Common Mistakes to Avoid

1. Defending Instead of Demonstrating

   • Don't justify why you "deserve" commission

   • Show why they benefit from your service

2. Talking Too Much

   • Present value concisely

   • Let results speak for themselves

3. Negotiating Against Yourself

   • Don't offer discounts preemptively

   • Wait for them to ask

4. Ignoring Emotions

   • Address fear and uncertainty

   • Build trust before talking numbers

5. Lacking Confidence

   • Believe in your value

   • Hesitation breeds doubt

FAQs About Commission Conversations

When should I bring up commission?

After establishing value and building rapport. Never lead with price; lead with
results.

Should I have different rates for different services?

Yes. Tiered service levels give clients control while protecting your value
proposition.

How do I handle commission questions over phone/text?

Defer detailed discussions to in-person meetings where you can demonstrate value
properly.

What if they insist on a lower rate?

Offer to reduce services, not rates. Or provide performance-based adjustments.

Should I match competitor rates?

No. Explain why your results justify your rates. Compete on value, not price.

The Bottom Line: Confidence Sells

The agents thriving post-NAR settlement aren't the cheapest—they're the most
confident. They know their value, can articulate it clearly, and have the scripts
to convert skeptics into clients. Every commission conversation is an opportunity
to demonstrate why professional representation isn't a cost—it's the best
investment clients can make.

Master these scripts. Practice until they're natural. Track what works. Most
importantly, believe in your value. When you do, clients will too.

Ready to master commission conversations with confidence? Contact US Tech
Automations to implement AI-powered tools that demonstrate your value instantly,
justify your commission rates, and convert more skeptics into satisfied clients.
Transform your commission conversations today.