# Tom Panos -- Commission & Pricing Scripts for Estate Agents

Source: Real Estate Gym (Tom Panos)

## Commission Accelerator Scheme

An accelerated/bonus commission scheme negotiated with the vendor at the time of listing.

**Script:**
> YOU: "Mr & Mrs Vendor, what's the number that's going to make you happy at the end of the day?"
> VENDOR: "£1.2m"
> YOU: "OK that's good. Our standard fee is 1.5%. Can I ask you this: if I get you an extra £100k, would you be happy to give me £10k?"
> VENDOR: "Yes"
> YOU: "OK well I'm going to back myself here. If you're agreeing to give me £10k if I get you another hundred, let's put in the scheme of 1.5% up to £1.2m and then 10% thereafter. Are you comfortable with that?"

## Buyer Negotiation Dialogue

> "Thanks for that offer. That price level has already been tested and is unlikely to be accepted. If it wasn't accepted, what would your next offer be?"

## The "What If" Script

**Giving an offer to vendors (e.g. £580k) and they reject:**
> "Can I ask you -- what if the buyer came back and went to £582k? What would happen then?"

**Setting the reserve with vendors (e.g. £600k):**
> "Can I ask you -- what if the bidding stops at £550k? What would happen next?"

**Negotiating with buyers (offer of £550k, asking price £575k):**
> "What if the vendors came down to £570k, what would you do then?"

**Why it's powerful:** By asking "what if...?" you bring forth hypothetical scenarios that reveal true expectations without any pressure.

## Hope-to-Get vs Expected Price

> "I have a buyer that's ready to go, they can sign a contract in the next 24 hours. Their limit is [market value]. Am I wasting my time bringing them around?"

Three responses reveal motivation level:
1. "Yes, you're wasting your time" -- unmotivated vendor
2. "Will the buyer come up a little?" -- positive, negotiable
3. "Yes, bring them around" -- motivated, ignore asking price

## Tom Ferry Objection Handling (Complementary)

### "Your commission is too high"
> "Totally fair question. Can I ask, compared to what?"
> [Let them answer]
> "Of course you want the best possible price. My job is to create demand so we attract multiple buyers and maximise your result. If I could show you how our marketing could potentially put tens of thousands more in your pocket, would the fee still be the main concern?"

### "We want to try a higher price"
> "I completely understand. Everyone wants the highest possible price."
> "If the market tells us in the first few weeks that buyers aren't responding at that level, would you be comfortable adjusting quickly so we don't lose momentum?"

### 4-Step Formula
1. Acknowledge the concern
2. Ask a question
3. Understand the real objection
4. Reframe the conversation