When you’re a broker who’s about to successfully negotiate a deal with a buyer or a tenant for your owner, sometimes the owner will turn to you and tell you that they want you to reduce your commission, in order for them to accept the terms of the deal. So in keeping this in mind, here’s something you can say to your owner right in that moment, to help maximize the probability that they’ll end up paying you the amount of commission that they’ve agreed to:

“You consider yourself to be a person of integrity…correct? When you signed my commission agreement, agreeing to pay me a X% commission, I was relying on your integrity. So please confirm with me right now, that I can rely on your integrity once again, to pay me the X% commission that you’ve agreed to.”