FSBO sellers usually bring up commission early because they’re trying to protect their net. The goal isn’t to “win” the argument — it’s to lower defenses, reframe the conversation around outcomes, and earn permission for a follow-up.
Why the commission objection shows up so fast
- They’ve been pitched. Most FSBOs get hit with aggressive scripts.
- They’re anchoring to “saving money.” They haven’t felt the risk/cost yet.
- They don’t know what you actually do. Many think you “just list it.”
Use a 3-step framework: Acknowledge → Reframe → Offer proof
Step 1: Acknowledge (agreement without surrender)
“Totally fair — you’re selling yourself because you want to keep more of your equity. I get that.”
Step 2: Reframe (net + risk, not “my fee”)
“The real question is: what outcome matters most — highest net, least hassle, or most control? Because each choice has tradeoffs, and I can show you the numbers.”
Step 3: Offer proof (a simple, concrete next step)
“If I can show you a strategy that nets you more than the fee — would you be open to a 10-minute walk-through?”
3 scripts that work (pick one and stick to it)
Script #1: Net sheet angle
“You’re trying to save the commission — makes sense. Most sellers don’t realize the bigger leak is usually pricing, concessions, and time on market. If I run a quick net sheet with two pricing strategies, you’ll see what matters most. Want me to text it over?”
Script #2: Risk + complexity angle
“I respect trying it on your own. The expensive mistakes usually come from inspection/repair negotiations, appraisal gaps, and contract terms. My job is protecting your net and timeline. If I can point out the top 3 risks for your neighborhood, would that be helpful?”
Script #3: Buyer pool angle
“A lot of strong buyers only move fast when a home is positioned correctly — photos, pricing, exposure, and negotiation strategy. If I can show you how we’d create urgency without giving away money, would you be open to it?”
What to say when they hit you with “I’m not paying any commission”
Don’t push. Stay calm and move toward permission-based value.
“Got it. Let’s not even talk about commission right now. If you were to accept help, what would it need to do for you? More showings? A better buyer? A clean contract? I can send one helpful thing either way.”
Quick “value drop” ideas that feel helpful (not salesy)
- A 1-page “FSBO checklist” (showing prep → showings → offers → escrow)
- A simple pricing range + what buyers are paying for in their zip
- A “concession watch” (what buyers are asking for right now)
- A two-option plan: sell solo vs sell with pro support
FAQ
Should I mention my commission on the first call?
Only if they ask. Otherwise earn permission first, then show value with a net sheet or plan.
What if they keep repeating “I’m not paying”?
Stop selling. Offer one useful resource + a light follow-up: “Want me to send it?”
How do I avoid sounding defensive?
Use calm tone, short sentences, and talk outcomes (net/timeline/risk) instead of “my fee.”