A client's simple question about my commission structure made me change my whole pitch
I was going through my usual listing presentation with a couple looking to sell their house in Bakersfield, focusing on my marketing plan and local sales data. Near the end, the husband just asked, 'So, what exactly are we paying you for all this?' I gave my standard line about the 6% commission covering everything, but he pushed back. He said it felt like a flat fee for a service that could vary a lot in effort, asking why a $400k home and a $800k home needed the same percentage. I didn't have a great answer on the spot. After that meeting, I sat down and reworked my whole approach. Now I break down my services into clear tiers with fixed-fee options for certain tasks, and I explain the value at each price point way better. It's made conversations a lot more transparent. Has anyone else shifted to a more itemized or tiered fee model after getting pushback on the standard percentage?