“Teaching yourself the patterns of how to approach a conversation is more important than memorizing the perfect words.”

- Dan Rochon

Episode Summary

The Script Matters Less Than the Pattern

One of the most common questions I get from agents is this:
“Dan, what do I say when a client asks me to lower my commission?”

You’re not alone if you’ve been caught off guard by that request. It happened to me just yesterday—literally the day before a scheduled closing. The seller’s private lender wanted to reduce commissions for the deal to go through.

Here’s what I told them:
“No.”

Calm. Direct. Unapologetic.

That was one option—and sometimes, it’s the right one.

You’ve Got Three Real Options

When you're in that position, you've got more than one way to handle it. You can say:

1. “No.”

2. “I’m curious—why do you ask?”

3. “When you think about it, the commission is actually a powerful marketing tool...”

Now here’s the key: It’s not about picking the right line. It’s about understanding the right pattern.

Because when you understand the pattern of a conversation—acknowledge, reframe, redirect—you don’t have to scramble for words. You guide the conversation, instead of reacting to it.

Make Business Decisions—Not Emotional Ones

Let me be real with you. There are times when saying “yes” might make sense. Maybe the listing means long-term relationships, maybe it opens doors to referrals, or maybe you just need the deal.

That's your call.

What I want to do is give you the tools and frameworks to make the right business decision, not a knee-jerk one based on fear or pride.

I’ve lost deals before over commission. I’ve also stood my ground and walked away richer for it. Both were business decisions. The mistake is when you don’t realize that it is a business decision.

Patterns Over Scripts

After 16 years in this business, I’ve practiced more objections and scripts than I can count. But what I’ve learned is that the real power comes from patterns.

Once you learn how to reframe and redirect, you’ll never be stuck in a conversation again.

Someone asks about commission? Tie it back to their goal.

“You do want to make top dollar, right?”

Then shift the frame.

“So what’s your ideal timeline for getting this home on the market?”

That’s pattern, not parroting.

The Best Agents Don’t Memorize—They Master Conversation Flow

If you want to get to the point where you can handle any objection smoothly, join us for our Script & Roleplay Fridays inside the CPI Community. That’s where these conversations come alive—and where you train like a pro.

Do you doubt yourself? 

If yes, then I invite you to borrow our belief. You are unstoppable, and with CPI, you will achieve your goals!

You just need to find YOUR Way. 

I wrote Real Estate Evolution - The Ten Step Guide to Consistent and Predictable Income to help you discover YOUR Way and offer it as a gift for free. 

The book is a step-by-step manual that will guide you to understand how I have had No Broke Months (with an average of 10 monthly sales) since 2008 - and it will show you how you can do the same moving forward.

You can Claim Your Copy HERE.

Imagine that you are successful as an agent in six months, have figured out how to do the business and have monthly closings, and are reaching your potential, which means you will have the courage to stick to selling and make more money. 

Others will admire and value you. 

And don’t forget to join the Facebook group to network with the top agents:

https://www.facebook.com/TheCPICommunity