The Commission Conversation.
The conversation most agents lose before it starts. How to say what you're worth out loud, explain it like a lawyer explains a fee, and hold it when the pressure comes.
- Free
- For agents
- Scripts included
11 pages · 5 parts · worksheetFrom a Top 100 Real Estate Agent in New York
“She wasn't just looking to make her money and get on to her next sale she wanted what was best for me and my situation.”
Altamont · First-time buyer · Client review
Most agents cave on their fee to close. I don't, and I'll show you how.
I built my business on referrals alone, and I have never dropped my fee to save a deal. Not because I'm stubborn, but because I explain it the way a lawyer explains theirs: this is what my time and judgment cost, and this is what you get for it. This playbook is the exact conversation, written down.
Jamie Jamie Mazuryk, Top 100 Real Estate Agent in New York
A real playbook. Not a blog post.
Designed to be printed, marked up and kept by your desk. Here is what is inside, and what each piece saves you.
- Stop discounting to close.
The playbook
11 pages, 5 parts, in the words I use with clients every week.
- Keep the $5,000 to $10,000 most agents give away at the table.
Scripts for the three moments
The first meeting, the offer, and the repair request, word for word.
- Save yourself a 60-day headache.
The walk-away test
Three signs a client will fight you on everything, before you sign them.
- Walk in calm, not rehearsing in the car.
Your fee worksheet
Write your fee explanation once, then say it the same way every time.
- Read it in the parking lot before you go in.
The one-page version
The seven rules on one page, for your desk.
- Free
Your price
Your first name and email. No call, no pitch.
Five parts, each with the words to use.
Read it once, then keep it open before your next listing appointment.
- 01
Why agents cave
Fees get cut because nobody explained them in the first place.
Try thisWrite down the last time you dropped your fee, and exactly what you said right before it happened.
- 02
Your fee, explained like a lawyer's
Time, judgment and risk. Say it plainly, before they ask.
Try thisExplain your fee out loud in under 60 seconds, without apologizing once. Record it on your phone.
- 03
The three moments it comes up
The first meeting, the offer, and the repair request. Each needs a different answer.
Try thisWrite one sentence for each of the three moments tonight, in your own words.
- 04
When they ask you to drop it
What to say instead of yes. The answer is almost never about the money.
Try thisRole-play the ask with a partner until your answer comes out calm, three times in a row.
- 05
When to walk away
Know your line before you walk in the door.
Try thisName the one thing that makes you say no to a client, and write it where you'll see it.
- You've heard yourself say "I can come down a little."
- You want to be paid like the professional you are.
- You would rather lose a client than lose your standards.
- You compete on being the cheapest agent in town.
- You want a script to pressure people. This is the opposite.
Yours in about a minute.
Get it
Enter your name and email. It opens right away, free.
Read part 2 first
It's the explanation itself. Everything else builds on it.
Use it this week
Say it at your next appointment, word for word if you need to.
Questions
Who is this for?
Agents, new or experienced, who want to stop discounting. If you've ever heard yourself say "I can come down a little," this is for you.
Does this work in a slow market?
Especially then. A slow market is when clients test your fee hardest, and when explaining it well matters most.
Is it really free?
Yes. Your name and email, and it is yours.
Does this tell me what to charge?
No. Commissions are negotiable and every brokerage sets its own policy. This is about explaining the value of your own work clearly, inside your broker's rules.
Say what you are worth. Then hold it.
Your first name and email, and it is yours in seconds. No call, no pitch.