"Same words, different order—completely different result."

- Dan Rochon

Episode Summary

Why "You Do Want This, Right?" Works Better Than "Do You Want This?"

If you're a real estate agent, you've likely heard the dreaded question:
"Will you reduce your commission?"

Now, before you flinch or start mentally calculating how much you're willing to give up… let’s pause.

Because this isn’t just about numbers.
It’s about value.
And how you communicate that value matters more than you might think.

Let’s break it down.

When a seller brings up commission, it’s rarely about being difficult—it’s about uncertainty.
They want to know if your compensation is worth it.
And this is where language becomes your most powerful tool.

You could respond with:
"Do you want your home at the top of the list?"
Or…
You can lead with:
"You do want your home at the top of the list, right?"

See the difference?

The second version assumes agreement. It draws them into your logic instead of forcing them to choose. And that one tweak can shift the entire conversation.

Here’s how I coach it on the No Broke Months Podcast:

"When you think about it, I’m sure you’ll recognize that compensation is a powerful marketing tool. When you offer a reasonable rate of commission, it gives my team a strong incentive to go above and beyond to market your home—and it motivates buyer’s agents to put your property at the top of their list.

You do want your home at the top of the list, right?"

That last line? That’s the hook. That’s where you anchor the benefit to the seller—not the cost.

What’s really happening here:

• You’re not defending your commission—you’re reframing it as compensation.

• You’re not being defensive—you’re demonstrating leverage.

• You’re not giving in—you’re leading the conversation.

And when you handle it this way, you don’t just justify your rate—you actually increase your perceived value.

So next time a client questions your rate, don’t get caught off guard.
Instead, guide the conversation with confidence.

Remember:
You do want your property at the top of the list, right?

Thanks for reading—and if this resonated with you, tune into the full episode of No Broke Months for Real Estate Agents.

Until next time:
Be grateful. Make good choices. Help someone. Have the best day of your life.
And go find that next listing.

<< Prev | Next >>