Discovery Calls: Handling Commission Objections

When a seller raises commission concerns during a discovery call, it's a pivotal moment that reveals whether they see you as a commodity or a strategic partner. The agents who convert these conversations understand that price objections during discovery aren't deal-breakers—they're opportunities to demonstrate how your expertise directly impacts their net proceeds and selling experience.

Why This Happens

Discovery calls surface pricing concerns because sellers are comparing you to discount brokers, they don't yet understand the full scope of what you do, or they're testing your confidence in your value. Real estate commissions represent a significant dollar amount, so scrutiny is natural. The objection signals they need more clarity on how your services translate to better outcomes for their specific situation.

The Psychology Behind the Objection

Mental accounting drives commission objections—sellers calculate the dollar amount they'll pay and feel the loss acutely, while the benefits of expert representation feel abstract and uncertain. Loss aversion makes them focus on minimizing costs rather than maximizing net proceeds. Your role is to reframe the conversation from commission percentage to net outcome, showing how your market expertise and negotiation skills deliver results that more than offset your fee.

How to Handle It

Don't defend your commission rate or immediately offer a discount—that signals your value is negotiable. Instead, explore what's driving the concern: are they comparing to a specific competitor, worried about net proceeds, or unclear on what's included in your service? Listen for the real issue beneath the surface objection. Then connect your services directly to their goals—whether that's achieving top dollar, selling quickly, or minimizing stress. Use market data and past client results to show how your approach delivers outcomes that justify the investment.

Example Script You Can Use

Key Takeaway

Commission objections during discovery calls aren't rejections—they're requests for proof of value. When you shift from defending your rate to connecting your services with their specific goals and demonstrating measurable outcomes, you turn skepticism into confidence. The best agents don't compete on price—they prove why their expertise is the smartest investment a seller can make.