Answers by Eric Leach

Yes, commission is something you can discuss, but how you bring it up makes a big difference. The key is understanding what you are actually paying for. A listing agent’s role goes well beyond putting a home on the market. It includes pricing strategy with a CMA (Comparative Market Analysis report), marketing, exposure to buyers, negotiation, and managing the deal through closing. Even in a fast market, those pieces can directly impact your final net. If you want to raise the question, keep it straightforward and professional: “I’m talking with a few agents and trying to understand how flexible the commission might be. Can you walk me through what you provide at your rate, and whether there’s any room to adjust?” That approach keeps the conversation collaborative instead of confrontational, and it encourages the agent to explain their value. A few things to keep in mind: • Homes selling quickly does not mean every agent will get you the same result. Pricing, exposure, and negotiation still matter. • Lower commission can sometimes mean reduced marketing or service, so it’s important to understand what, if anything, changes. • Part of the commission is often offered to the buyer’s agent, which helps drive showings and competition. The goal should be maximizing what you walk away with, not just minimizing the fee. A good agent should be able to clearly show how they earn their commission and protect your bottom line.

You’re already on the right track asking about sales and marketing. Where most sellers fall short is not digging into how the agent actually thinks and operates. A few key questions will quickly separate an average agent from a strong one: 1. How would you price my home, and why? You are not looking for the highest number. You are looking for a clear, data-backed explanation using a CMA (Comparative Market Analysis report). Ask what happens if it does not sell in the first 2 to 3 weeks. 2. How will you handle and negotiate offers? Ask for a real example. The goal is to understand how they create leverage, not just how they respond to offers. 3. What is your communication style and frequency? You want to know how often you will hear from them and how proactive they are during the process. 4. What are the biggest risks or challenges with my home? A good agent will answer this directly. If they avoid it, that is a red flag. 5. How do you handle it if the home does not sell quickly? This tells you whether they have a plan or just hope the market does the work. Pay attention to how they answer, not just what they say. The best agents will be specific, direct, and comfortable having honest conversations. If everything sounds overly optimistic or vague, that usually shows up later when decisions matter. The goal is not just to hire someone who can list your home. It is to hire someone who can guide strategy, manage the process, and negotiate in a way that puts more money in your pocket.