The commission script

Part one: The Fee Check

Know the number before they say it. On closed deals, buyer-agent commissions average 2.4–2.8% nationally — sources in the box further down. What agents quote runs higher: in a 281-agent mystery-shopper study across 26 metro areas, nearly all quoted 2.5–3%, and the share quoting a flat 3% has grown since the 2024 settlement (Consumer Policy Center). And the rules are on your side: commissions are “fully negotiable and not set by law” (NAR settlement FAQ); California’s regulator says the same — and warns agents off claiming a “standard” rate (CA DRE consumer alert).

So read the quote in front of you against the tape:

• Quoted 3% or higher: that’s the sticker, not the street price — the closed-deal average sits well below it. Ask.
• 2.5–2.9%: the standard quote, above the closed-deal average. Room to ask.
• 2.0–2.4%: at or under the average. The rate is fair — spend your ninety seconds on the term, scope, and exit clauses instead.
• Under 2%, or a flat fee: already sharp. Confirm what services are included and lock the other three clauses.

Every half-point is real money: on a $500,000 home, 0.5% is $2,500. That’s the going rate for one slightly awkward question. Depending on your state, part of the fee can also legally come back to you as a rebate or credit at closing — allowed in most states, banned in a handful — worth one question to the agent and one look at your state’s rules.

Averages are national, closed-transaction figures; rates differ by market, price band, and services. No outcome is promised — the numbers are the starting point, the asking is yours.

Part two: The Commission Script

When to run it: after the agent hands you the buyer-representation agreement, before you sign it. One conversation. You’ll know the outcome in ninety seconds either way.

The ask — said out loud

You, in person or on the phone “I’d like to work with you — before I sign, let’s set the fee. Closed deals have been averaging around two and a half percent or less, and I plan to be an easy client: pre-approved, decisive, not six months of tire-kicking. Can we write this at two percent?”

The ask — text or email version

You, in writing “Before I sign the buyer agreement — I’ve looked at the closed-deal averages and I’d like to do this at 2% rather than [the quoted rate]. Everything else looks good. If that works, send it over and I’ll sign today.”

Deflection #1: “That’s our standard rate” / “my broker sets it”

Your comeback “The agreement itself says the fee isn’t set by law and is fully negotiable — that’s the industry’s language, not mine. If the number truly can’t move, what can? Term, scope, or services — pick one and let’s talk.”

Deflection #2: “You get what you pay for — I don’t discount my service”

Your comeback “I’m happy to pay for work. Walk me through what’s included at this rate. If I’ll use all of it, we’ll talk about all of it. If I’ll use half, let’s price half.”

The alternate ask — when the rate won’t move

You, closing the gap “If the rate’s truly fixed, let’s adjust the contract instead: ninety-day term, scoped to [the area or property], and a plain cancellation clause. Then I’m comfortable signing.”

If they say no

1. Say yes on purpose. If this specific agent is genuinely worth the full quote — some are — sign it, knowing you asked and decided. A conscious yes beats an autograph.
2. Trim the paper instead. Rate fixed? Fine: shorter term, narrower scope, clean exit. Costs them nothing to grant and protects you completely.
3. Get a second quote. Fees vary by whole percentage points between agents in the same market. One more interview before signing is normal now — the form made it normal.

The four clauses, checklist form

1. The rate. A specific number, in writing, before you sign. The settlement rules require it — a blank fee line means the form isn’t ready for you.
2. The term. Ninety days is plenty. If it says six months, ask why they need that much runway.
3. The scope. Every home you look at anywhere, or this property, this neighborhood, this price band? Ask for the narrow version — it can widen later if things go well.
4. The exit. Written notice, short cure period, nothing owed after termination except deals already in motion. Watch the “protection period” — it can owe a fee on a home the agent showed you even after you part ways.

Standard levers on standard forms — general education, not legal advice. For case-specific review of an actual document, that’s optional review by an independent licensed attorney.

What the full fee is supposed to buy

Use this list in the conversation — it turns “discount?” into “which services?”:

• Home search, alerts, and off-market whispers
• Tour scheduling and lockbox access
• Comps and pricing analysis on each target home
• Disclosure-package walkthrough
• Offer strategy and drafting
• Counteroffer negotiation with the listing side
• Inspection coordination and repair-credit negotiation
• Lender, title, and escrow chasing
• Contingency-deadline tracking
• Final walkthrough and closing-day logistics

A fair fee buys all ten. If you’re paying for ten and using four, that’s the conversation. And if you read this list and catch yourself thinking “given a checklist, I’d do most of these myself” — that’s exactly what the SoloClose roadmap and toolkits are, flat fee from $149.

If it worked

If this script knocked half a point off the fee, you just earned a couple thousand dollars for ninety seconds of mild awkwardness. Send this page to the next friend who’s about to sign one of these — soloclose.com/commission-script. “I got the fee down before I signed” is the rare brag that comes with a receipt.

Keep reading: Negotiate the buyer-agent fee · What the commission costs on your price · Do you need a buyer’s agent?