What to Say When a Buyer Tries to Cut You Out of the Deal

In my career, and teaching the ABR® class, the Accredited Buyer Representation class, one of the biggest objections you'll get from a buyer is, "hey, I think I'm going to work with the listing agent directly. I think I can save a few dollars, and I'm pretty tight on my budget, so I think I'm going to try to do that."

What do you say to that? What's your response to that?

Well, it's a valid concern, especially in today's buyer agent world where buyers may have to write a check. Of course, we know that's not super common today. It might be in the future, but in today's environment it's not super common.

So my response to that is very simple. I would say:

"Hey, listen, I totally understand. If that's what you want to do, more power to you. But can I ask you a question—other than the commission, do you see any other benefit from doing that?"

Most people say, well, not really. And that's where you follow up with this:

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"So I just want to plant a seed for you. I want you to think about this. The listing agent's job is to get the best possible price and terms for the seller, and now you're going to be working with a professional negotiator. This is what they do every day.

I wouldn't recommend that in any other situation. Like if you need an attorney, I wouldn't go to the opposing side’s attorney and negotiate directly with them. I would have your own attorney. It's a very similar situation in that you want your own representation, someone to negotiate on your behalf.

It's really kind of difficult to negotiate when you don't have a third-party buffer between you. You can be much tougher when you have somebody else stepping in and really going to battle for you.

And that's what I do. That's what I specialize in.

Can I tell you a couple of examples? I really helped some of my recent clients win great deals. Can I share that with you?"

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Then you get into that conversation. You start sharing some of the success stories that you've had for your clients.

That's what's going to resonate. Stories are what will be remembered.

When you can tell a great story about how you've helped one of your clients win a negotiation, or talk to them about that second negotiation—because everybody forgets about it.

You have the initial negotiation to get the price and terms locked up, but then there's an inspection, or there's a low appraisal, and you’ve got to renegotiate the deal.

And that's where you really shine.

So you must communicate that with your potential clients.

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