Commission Conversation Scripts Script
Scripts for explaining your value and discussing commission in the post-NAR settlement landscape. With increased transparency requirements and changes to buyer agent compensation, these scripts help you navigate commission conversations with confidence and professionalism.
Explaining Your Commission to a Seller
Script 1 of 3During a listing presentation, the seller asks about your commission rate and you need to explain your value proposition clearly.
[Seller Name], I appreciate you asking about commission directly — transparency is important to me, and I want you to understand exactly what you are getting for your investment. My listing commission is [X percent], and let me break down what that includes. Marketing investment: I invest approximately [dollar amount] of my own commission into marketing your home. This includes professional architectural photography, AI virtual staging of every room, drone and video content, targeted digital advertising on social media and Google, featured placement on premium real estate portals, open house marketing and signage, and a dedicated property landing page. Time and expertise: From pre-listing preparation through closing, I will invest approximately [X] hours into selling your home. That includes market analysis, pricing strategy, staging consultation, showing coordination, offer negotiation, inspection management, and closing coordination. Results: My average listing sells for [X percent] of list price in [X] days. The industry average in our market is [comparison]. That performance difference typically more than covers my commission. Now, regarding buyer agent compensation — this is where the recent NAR settlement changes are relevant. Previously, the listing agent typically offered a set commission to buyer agents through the MLS. Now, buyer agent compensation is negotiated separately. I will walk you through the options for how buyer agent compensation can be structured, and we will choose the approach that attracts qualified buyer representation while maximizing your net proceeds. My philosophy is simple: the best agents do not compete on price — they compete on results. I am confident that when we close, you will see that my commission was the best investment you made in the entire selling process.
Handling the "Can You Reduce Your Commission?" Objection
Script 2 of 3A seller asks you to lower your commission rate, either to save money or because another agent has offered a lower rate.
[Seller Name], I understand the desire to maximize your proceeds — that is exactly what I want for you too. And I want to address this honestly because how an agent handles the commission conversation tells you a lot about how they will negotiate on your behalf. Here is my perspective. If I reduce my commission, I have to reduce my marketing investment. That means fewer professional photos, no AI virtual staging, limited digital advertising, and less time dedicated to your listing. And here is what the data shows: homes with reduced marketing sell for 5 to 10 percent less on average and take significantly longer to sell. On a [home price] home, that difference dwarfs any commission savings. Let me give you a real example. I recently sold a home in [Neighborhood] for [Sale Price]. The marketing — including the virtual staging that made the listing go viral online — generated [X] showings and [X] offers. The home sold for [X dollars] above asking. If I had cut my marketing budget to offer a lower commission, that result would not have happened. I also want to point out something important: when you are negotiating the sale of your home, I am the person at the table fighting for every dollar on your behalf. If I am willing to discount my own value before we even get started, how aggressively do you think I will negotiate for yours? I am not the cheapest agent — I am the most effective one. And my results consistently net my clients more money, even after commission, than discount alternatives. But I want you to be completely comfortable. Would it help if I showed you a net sheet comparing my approach versus a lower-commission agent, factoring in the difference in sale price?
Discussing Buyer Agent Compensation Post-NAR Settlement
Script 3 of 3You need to explain the new rules around buyer agent compensation to a seller who is confused about the changes.
[Seller Name], you may have heard about some changes in how real estate commissions work, and I want to make sure you understand exactly how this affects your sale. In August 2024, the National Association of Realtors reached a settlement that changed some long-standing practices around buyer agent compensation. Here are the key changes and what they mean for you. Previously, when you listed your home, the listing agreement included an offer of compensation to the buyer's agent that was published on the MLS. Now, buyer agent compensation is no longer displayed on the MLS, and it is negotiated separately. What this means for you as a seller is that you have more flexibility. You can choose to offer buyer agent compensation, not offer it and let the buyer handle their agent's fee, or offer a partial amount and let the buyer negotiate the rest with their agent. My recommendation in most cases is to offer competitive buyer agent compensation. Here is why: the vast majority of home sales in the 2025-2026 market still involve buyer agents. Making your home accessible to represented buyers — many of whom are using FHA or VA financing where they have limited ability to pay their agent out of pocket — maximizes your buyer pool. A smaller buyer pool means fewer offers and potentially a lower sale price. I will structure this strategically. Combined with our premium marketing — professional photography, AI virtual staging, targeted digital advertising — and a competitive compensation offer, we will attract the strongest possible buyer pool. I handle all of this transparently and in full compliance with the new rules. Do you have any questions about how this works?
Pro Tips
Practice your commission script until it feels natural and confident. Hesitation or discomfort when discussing money signals a lack of conviction in your own value.
Always present a net sheet showing what the seller will actually take home after all costs. This shifts the conversation from commission percentage to bottom-line results.
Reference your AI virtual staging and marketing investment as tangible evidence of where your commission goes. Sellers respond to seeing what their money buys.
Stay current on NAR settlement requirements in your state. Rules vary by jurisdiction, and demonstrating knowledge builds trust with skeptical sellers.
Never badmouth discount agents or brokerages. Instead, let your results and marketing quality speak for themselves through case studies and testimonials.
Frame commission as an investment with a return, not a cost. Show data proving that your listings sell for more and faster than the market average.
Pair Scripts with Stunning Photos
Virtual staging transforms empty rooms into beautiful listings. Combine powerful scripts with professional-looking photos for maximum impact.
Frequently Asked Questions
How did the NAR settlement change commission practices?
The 2024 NAR settlement eliminated the requirement for buyer agent compensation to be listed on the MLS, required buyers to sign representation agreements before touring homes, and gave sellers more flexibility in how buyer agent compensation is structured. Sellers can still offer buyer agent compensation, but it is no longer automatic or standardized. The changes were implemented in August 2024 and are now fully in effect across the industry.
Should sellers still offer buyer agent compensation?
In most cases, yes. While sellers now have the option not to offer buyer agent compensation, doing so ensures maximum buyer pool exposure. Many buyers, especially first-time buyers using FHA or VA loans, may not have the ability to pay their agent separately. Offering competitive compensation attracts more buyers, more offers, and typically results in a higher net sale price even after accounting for the compensation cost.
How do I justify a full commission in a market where discount brokerages exist?
Focus on net results, not gross commission. Show sellers that your marketing investment — professional photography, AI virtual staging, digital advertising, and strategic pricing — generates more buyer interest, more offers, and higher sale prices. Present specific case studies where your clients netted more than they would have with a discount agent, even after your higher commission. The data consistently shows that full-service agents deliver superior net results.