In today’s fast-paced real estate market, more and more homeowners are reluctant to pay the full commission to real estate professionals for selling their homes. Buyers are lining up to buy homes, and sellers are asking why they need to pay the full commission.

The first step to handling this objection is preparing for it ahead of time. Expect it because it’s a logical and reasonable question in today’s market. Homes are selling quickly and for over asking price, so it’s natural for them to wonder what’s happening.

“Your professional knowledge is way more valuable than procuring a buyer.”

Next, acknowledge that this is a fair and reasonable question. After you do that, you can control the conversation by telling the homeowner that you will table the question now and get to it when you get to the point of explaining the listing services you provide. Only be prepared to talk about the question when you’re presenting the value you’re providing.

The next step is to be prepared to communicate the value you provide. The challenge at this stage is to explain all the intricacies of a transaction and all that you do to help them. Your professional knowledge is way more valuable than simply procuring a buyer.

This is the process we use for handling this common objection. If you have further questions about this topic or anything else related to the real estate business, don’t hesitate to reach out via phone or email. I look forward to hearing from you soon.

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