Never Cut Your Commission Again
The next time a prospective client says “Will you cut your commission?” or, “Will you lower your fees?” use the Nine of Hearts in my Magic Words That Remove Resistance to say “No” in a way that’s a big win for the client – and you!
In this dialogue you’ll see the phrase “5-6-7.” That’s By Referral Only language for discovering exactly 
what is important to your client about buying, selling, or borrowing. We call it the “5-6-7” because the process I teach is a seven-step process.
People don’t just buy a house – they buy a dream. When you discover your client’s deepest reasons and dreams – their 5, 6, and 7 – you’ll be in the perfect position to help your client achieve them.
Master these Magic Words and never cut your commission again!
Prospective Client:
"I know an agent who said they would cut their commission."
Magic Words – Realtor
That’s a little bit like saying that a doctor is offering you a cut rate on surgery because his business is slow. I imagine you, like me, would be suspicious, wouldn’t you? Maybe they’re offering to cut their pay because they might be in survival mode right now, and experience shows that may hurt your chances of selling your home. Based on what you told me (5-6-7), your next best step is to select an agent like me, who is skilled enough to protect his own money, because then I will be equally skilled at negotiating for your money.
"I know a lender who said they would lower their fees."
Magic Words – Lender
That’s a little bit like saying that a doctor is offering you a cut rate on surgery because his business is slow. I imagine you, like me, would be suspicious, wouldn’t you? Maybe they’re offering to cut their pay because they might be in survival mode right now, and experience shows that may hurt your chances of getting your loan closed so you have the money when you need it. Based on what you told me (5-6-7), your next best step is to select a lender like me, who is skilled enough to protect his own money, because then I will be equally skilled at negotiating for your money.
How did you respond the last time you were asked to cut your commission? Share your thoughts below.
