How To Use The Step Guides
Seller Introduction
Thinking About Selling
Research the Market
Preparing Financial Records for the Property
Determining Your Property's Value
Choosing the Right Conveyancing Lawyer when Selling Property
Navigating the Bright-Line Test
Deciding To Sell Your Property Privately
Choosing a Real Estate Agent
Negotiating Commission Pricing Structure with a Real Estate Agent

Understanding Your Legal Obligations as a Seller
Making Property Improvements Before Listing
Staging the Property
Scheduling Professional Photography and Videography
Creating an Engaging Property Listing
Setting a Competitive Selling Price
Choosing the Type of Property Sale
Hosting Open Houses
Reviewing Offers with Agent
Accepting an Offer and Signing a Sale and Purchase Agreement
Facilitating Property Inspections for the Buyer
Addressing Potential Inspection Related Issues
Preparing For The Buyer To Go Unconditional
What Happens If A Conditional Deal Falls Through
Buyer Confirming Unconditional
Preparing for Settlement Date
Searching for New Property or Rental
Organising the Move to New Accommodation
Coordinating Settlement Day Logistics
Handling Final Utility Readings
Updating Mailing Address
Reflecting on Your Sales Experience
Planning for Future Property Purchases

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Sell / Step 11 of 34

Negotiating Commission Pricing Structure with a Real Estate Agent

Working out a pricing structure that works for both you and your agent

A common misconception among sellers is that commission rates are set in stone. It is important to recognise that all commissions are negotiable and can be tailored to ensure that the seller feels satisfied with the arrangement.

The key to negotiating a commission that suits your needs is to approach the discussion with clarity and confidence. Remember, while there may be only one seller – you – there may be numerous agents eager to take on the task of selling your property. This gives you leverage to discuss terms that reflect your interests.

The Role of Research

Before sitting down with potential agents, arm yourself with knowledge. Research average commission rates in your area and gather information on what services those rates typically include. This will give you insight into what constitutes a reasonable offer and will help you gauge whether an agent's proposal aligns with industry standards.

Communicating Your Expectations

When entering negotiations, it's vital to articulate your expectations clearly. A comprehensive understanding of current market conditions and typical commission rates can provide a strong foundation for these discussions. It's also beneficial to express what you expect from the agent in terms of service and support throughout the selling process.

It's useful to remember that, even considering the active work, administration, and client liaison, it is unlikely that there are more than 50 "billable" hours of work for an agency during a sale.

One effective strategy is to consider a personalised tiered commission structure. This involves setting different rates of commission that are contingent upon achieving specific sale values. For example, an agent might receive a lower percentage (1.00%) if the property sells below a predetermined threshold, and a higher percentage (2.50%) if the sale price exceeds the pricing floor value.

This video serves as a helpful reminder for sellers that agents earn nearly all of their commission upon contract signing, indicating that the final sale price has minimal impact on their overall compensation. Before you meet with potential agents, it's important to arm yourself with knowledge—research the average commission rates in your area and understand the services included in these rates. This approach will not only provide insight into what makes a reasonable offer but also help you evaluate whether an agent's proposal is consistent with industry standards.

Another point of negotiation could be establishing minimum sale values, which can protect your financial interests. By agreeing on a minimum sale value, you're ensuring that the agent is motivated to secure a sale that doesn't fall short of your bottom line. Be careful that you aren't coerced into setting this value too low.

The aim of any commission negotiation should be to create a win-win situation where both parties feel they are getting fair value. If an agent knows they will be rewarded for exceptional performance, they're more likely to go above and beyond in their efforts to sell your property.

Value Beyond Commission Rates

While negotiating commission is essential, it's also worth considering the overall value an agent brings to the table. An experienced agent with a proven track record may warrant a higher rate due to their expertise in securing favourable outcomes for sellers.

Building Trust Through Transparency

Transparency during these negotiations is paramount for building trust between you and your chosen agent. Open discussions about expectations, services provided and payment structures can pave the way for a successful partnership.

It’s essential to prepare for any eventuality when finalising commission structures. Discussing scenarios such as what happens if the property doesn’t sell within an expected timeframe or if an unforeseen circumstance affects the market can help tailor the agreement suitably.

When selling property in New Zealand, remember that negotiating real estate agent commissions isn't just possible; it is necessary and a practical step towards ensuring satisfaction with the selling process. By understanding that commissions are malleable and being prepared to discuss various structuring options like tiered commissions or minimum sale values, you position yourself as an informed seller ready to engage proactively with potential agents.

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