Your Client Says Your Commission is Too High – Solution for Commercial Real Estate Agents

When you’re appointed to sell or lease a commercial property, some clients will inevitably try to negotiate your commission down or request ‘free marketing’ as part of the listing deal. You should ask yourself at that point: Do you really need this client?

While every client wants a successful outcome, they value achieving a result quickly and efficiently through strategic promotion and targeted marketing efforts even more than discounts. Never lose sight of that fact. Your client needs a top agent doing a high-quality job promoting their property.

Responding to Commission Objections

If a client mentions your fees early in the listing presentation, saying, “Your commissions are too high,” take control of the conversation. Politely ask if they’ll allow you to explain your marketing approach and inspection strategy before discussing fees further.

Once they understand your agent activity value, they’ll see why your fee structure is justified. They will know why they should use your services to promote their property and do so on an ‘exclusive’ listing basis.

Here’s an effective response you can use:

“Mr. Brown, I understand that our fees may be higher than some other agents in the area. However, this is because we take a highly targeted and proactive approach to property marketing, ensuring maximum exposure and generating the right inquiries. Let me show you exactly what we do differently, how it benefits your property, and why it leads to better results in a more timely way. Our focus is not just on being an agent for your property—we aim to be the best agent for it. Here’s how we will deliver that for you.”

Standing Out as the Best Value Agent

You aim to demonstrate that you’re the best agent choice and investment for the client—not just another agent offering a standard service. You must provide a clear and compelling strategy that sets you apart to do that. When a client truly understands the advantages of your approach, the conversation shifts from cost to value.

Key factors that grab a client’s attention include:

✅ Targeted marketing that reaches the right audience quickly and directly
✅ Reducing time on the market by generating high-quality inquiries
✅ Enhancing property visibility and prestige through strategic promotions
✅ Securing the best possible price under current market conditions
✅ Fast-tracking negotiations and settlements to meet the client’s timeline
✅ Personalized attention from the agent, ensuring focused efforts on the listing

Shifting the Focus: It’s About Results, Not Just Costs

Rather than allowing the conversation to revolve around marketing prices and commission, shift the focus to your commitment and strategy. When clients see the depth of your dedication and expertise, they’ll recognise that your commission is an investment in results—not just an expense.

The client doesn’t want to be an experiment in property marketing, so be precise and specific about what you are to do and how that will happen. Make your services different and valuable.

At the core of every client’s decision is one question: “Can this agent deliver the outcome I need?” Your job is to prove that you can.

The Power of Exclusive Listings

Exclusive listings require dedicated marketing, tailored strategies, and full engagement from the agent. Generic property promotion won’t cut it. Every property is unique, and your marketing efforts should reflect that by targeting the right buyer or tenant audience with precision.

Clients who grant you an exclusive listing invest in your expertise. In return, you must commit to exceptional marketing and sales execution—because a well-positioned, well-promoted property leads to faster, more profitable transactions.