Commission conversations have changed a lot over the years. As Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions, reflects, there was a time when fees were regulated, fixed, and never up for negotiation. You simply didn’t talk about it; it was law.
Fast forward to today’s market, and fees are one of the most common—and emotionally charged—topics in any listing conversation. But Adrian’s advice is clear: don’t let fee discussions rattle you, and don’t let them define your worth.
Self-Regulate: Know Your Range
One of the most effective ways to handle commission conversations is to have two clear fee points in mind before you walk into any listing appointment:
- Your ideal fee: The figure you believe reflects your value and what you’d love to achieve.
- Your walk-away fee: The lowest fee you’re willing to accept in order to do business and still feel good about the service you’re delivering.
Having this range established early helps you stay clear-headed during negotiations and prevents you from making reactive decisions based on emotion or pressure.
Don’t Chase Every Listing at Any Cost
It’s natural to feel disappointed when you miss a listing based on commission—but Adrian stresses that you should only feel that way if it was a listing you were realistically prepared to match on fee.
If another agent offered to do it at a rate you’d never consider, then you didn’t lose anything. That was never your listing to begin with.
And most importantly: don’t let the disappointment carry over into your next appointment.
Agents often make the mistake of bringing the energy of a lost listing into the next vendor meeting, which can negatively affect their mindset, tone, and confidence—costing them two listings instead of one.
Protect Your Value, Protect Your Energy
Commission discounting isn’t a new conversation, but how you handle it makes all the difference.
By setting your own boundaries, staying calm, and understanding that not every vendor will align with your value proposition, you protect:
- Your brand
- Your mindset
- Your future business
Remember: the only listings worth chasing are the ones you’re proud to win.
By Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions.