There will come a time when a seller wants to discuss cutting your commission. This is never a pleasant topic and one that most agents would rather never deal with. However, in a tough market it will be more likely to come up and you have to know how to deal with it.

Start by being prepared before speaking with a seller or even starting a deal. You need to make sure that you inform sellers about the current market and about pricing. You want to make sure they understand how the market is and what they should expect trying to sell in the current market.

Make sure you know your company’s policy about commission cuts. If you are not sure then find out. You don’t want to end up with a huge problem if you don’t follow protocol and policies set by your company.

Lastly, you have to believe that you are worth every bit of your commission. You need to make the seller see that you deserve every penny of that money. When you believe in yourself and the seller believes in you then commission cuts are not as likely to ever be brought up.

We are in the midst of a great buyer’s market and you probably have faced many negotiations. Sellers want to get as much as they can and many times lowering prices makes them uneasy. They may ask you to take a cut in commission so they can get as much profit as possible. Do you know how to ensure you don’t take the fall for the buyer’s market?

Here are some tips to help you out:

- Know your stuff. In any type of negotiation the person who has the most information is usually who wins. You need information in order to negotiate and to help the seller to understand why pricing is set where it is and all the other factors of the reality of the situation.

- Don’t put your commission out there as a bargaining tool. Don’t even tell the seller you will drop your commission rate. If you don’t offer it then many people won’t bother asking.

- Keep a positive attitude. It is essential to project an attitude that says things will work out. It puts the seller at ease and gives them hope that they will end up in a good place.

Follow these three tips and you should be able to better deal with nervous and worried sellers who fear they will be on the losing end if and when their house sells without having to take the fall yourself.