Closing Calls: Handling Commission Objections

When a seller raises commission concerns during a closing call, it's a final test of whether they trust you'll deliver results worth the investment. The agents who close successfully at this stage understand that price objections during closing aren't invitations to negotiate—they're opportunities to reinforce the value you've demonstrated throughout the process and confidently ask for the listing.

Why This Happens

Closing calls surface commission objections because sellers face the reality of commitment, they're comparing your proposal to discount brokers they've researched, or they're experiencing buyer's remorse before even signing. The objection often masks deeper concerns about whether they're making the right choice or whether they could achieve similar results for less. It's a natural part of the decision-making process when the dollar amount feels most real.

The Psychology Behind the Objection

Mental accounting intensifies at the closing stage—sellers calculate the exact commission dollar amount and feel the loss acutely, while the benefits of expert representation feel abstract. Decision fatigue also plays a role: after evaluating multiple agents and proposals, they're mentally exhausted and looking for reasons to delay or reduce commitment. Your role is to reframe the conversation from commission cost to net proceeds and peace of mind, reminding them why they started this process and what's at stake if they choose the wrong partner.

How to Handle It

Don't defend your commission rate or offer a discount—that signals your value is negotiable and undermines everything you've built. Instead, acknowledge their concern and redirect to the outcomes they told you mattered most. Revisit the goals they shared: achieving top dollar, selling quickly, minimizing stress. Connect your commission directly to those outcomes, using market data and past client results to show how your approach delivers measurable value. If they're comparing to a discount broker, help them understand what they'd be giving up—professional photography, staging, negotiation expertise, marketing reach. Frame the decision as an investment in maximizing their net proceeds, not a cost to minimize.

Example Script You Can Use

Key Takeaway

Commission objections during closing calls are final confidence checks, not deal-breakers. When you reframe from cost to outcome and remind sellers why they chose you, you turn hesitation into commitment. The best agents don't negotiate on commission at closing—they reinforce the value that brought the seller this far and confidently ask for the listing.