312: Commission Conversations You Need to Be Ready For

Ever been asked—by a client or another agent—to cut your commission mid-deal? Or worse, right before closing? It’s happening more and more, and in this episode we’re sharing how to respond, how to prepare, and how to protect your paycheck without losing your professionalism (or your cool).

Inspired by multiple messages and agent stories, we’re diving into what we’re calling the age of commission cutting. We’re not talking about negotiating commission upfront—we’re talking about after you’ve already agreed to terms, done the work, and someone wants you to just... give some of it away.

We walk through real examples of buyer and listing agents being pressured into taking less, how to handle those phone calls in the moment (especially when you feel totally caught off guard), and why “just being nice” can cost you big time.

Whether it’s guilt-tripping, bad math, or a last-minute closing crisis, Katy and Alissa share how to protect yourself before it happens, why mindset and boundaries matter, and some super helpful scripts and phrases you can keep in your back pocket when you need to stand your ground.

You’ll also hear:

• Why commission is not part of the buyer/seller negotiation

• What to say when someone tries to guilt you into a cut

• The biggest mistake you can make when you're feeling bad for your client

• The difference between being kind and being a pushover

• How to do the math on what your time is really worth

Get ready for a pep talk, some wild stories, and practical advice on how to stop treating your income like a favor.

Products, People & Previous Episodes Mentioned:

• Episode 295: Why Buyer Agents Struggle to Get Paid

• Episode 232: Buyer Brokerage How-Tos

• Daryl Davis quote and article referenced

• Episode 296: Peaceful Partings

 

 

Key Quotes/Takeaways

1. “You’re not a victim in a real estate transaction. You agreed to the terms—stand by them.” —Katy

2. “Poor planning on your part does not constitute an emergency on mine.” —Alissa

3. “Your commission isn’t a bargaining chip. It’s the price for the service you already delivered.” —Katy

4. “Be kind, but stand firm. Those aren’t mutually exclusive.” —Alissa

 

5. “I don’t need to pay you to stay in this deal. That’s not my job.” —Alissa

CTA: If this topic hit home, take a minute to revisit your buyer consults and listing presentations. Are you clearly outlining your value? Are your clients crystal clear on how and when you get paid? Don't wait until you're put on the spot.

 

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