“Want to win every commission conversation?” That’s the question real estate coach Cameron Ure tackles as he breaks down the different types of sellers agents face. Plus, how to handle even the toughest negotiators.
He says some sellers need education and transparency, while others already recognise an agent’s value.
Then there are the skeptics, who think they can sell just as well on their own, and the opportunists, who ask for discounts just to see if they can get one.
On his Youtube channel, Cameron’s advice is: Be ready. Know your worth.
Sellers typically fall into four main categories when it comes to commission discussions, and Cameron has worked with them all.
“Naïve Nancy” represents first-time sellers who have little understanding of how commissions work.
These clients need education, transparency, and a clear breakdown of an agent’s value to feel confident in paying for professional service.
On the other hand, the “Savvy Seller” has sold before and already appreciates an agent’s role, making them the easiest to convert; simply reinforcing expertise and past results is often enough to secure the deal.
“The Skeptic”, however, is more challenging, as they have experience selling but question whether agents provide real value.
Winning them over requires strong sales skills, rapport, and a compelling listing presentation to prove that an agent is the best chance at maximising their sale price.
Finally, there’s “The Opportunist”, a seller who recognises an agent’s value but pushes for a discount anyway, just to see if they can get one.
These clients can be the toughest to negotiate with, and in some cases, walking away is the best move.
When (and how) to handle commission discounts
If you do consider adjusting your commission, structure it strategically – don’t just fold under pressure. A few approaches:
- Tiered Commission Model – Offer different service levels at different price points. If they want premium marketing, top-tier negotiation, and full service? That’s full commission. Want listings-only?That’s a discount, but with minimal involvement. Let them choose their level of service.
- Performance-Based Commission – Tie your fee to results. If you sell the home above a certain price point, your commission stays full. If it sells for less than expected, maybe there’s an adjustment.
When to walk away
Cameron says not every deal is worth the headache. Some clients will drain your energy, demand the world, and devalue your time, all while refusing to pay for quality service.
If a seller is disrespectful, unreasonably demanding, or clearly doesn’t align with your business model, let another agent deal with them.
”A lot of times agents are desperate to get a deal regardless of how the person is treating them.
“One thing that I’ve learned in business over the last couple of years is there are types of people that do not fit in with your business model. They will drag you through the mud, they will call you when it is inappropriate to call, they will pretty much require everything under the sun from you and not respect any type of boundaries, while paying you nothing.
“This is the type of person where you have to decide if it’s worth continuing forward and working with them. I’ll tell you right now, don’t take these listings.”
Confidence is key
Agents must believe in their value to confidently pitch for the listing and their commission.
“There is too much of the folding mentality in the industry, where agents are so desperate that they will just do a listing or help a buyer when they are going to make zero money doing it,” Cameron says.
“Decide how you’re gonna build your commission structure. Have a ton of confidence because you are a baller agent. And just trust in yourself.”
At the end of the day, he says a strong value proposition will always outweigh a discount.
