Smart people know what not to negotiate.
Let’s get this out of the way right up front: In Texas, real estate commissions are negotiable, and there’s no “standard” percentage.
So I’m not going to throw out a number and act like it’s an industry rule, or that everyone charges the same, or anything like that. But most people who’ve been through a few transactions know there’s a customary rate — the one most agents would like to charge unless they get talked out of it.
That’s the rate I’m willing to work for.
It’s negotiable, of course. That just means we both have to agree. So I’ll put it this way: if you want to pay me more, I’m open to it. Ask me to take less? No deal.
At my customary rate, I’m one of the biggest bargains on the planet.
In most industries, a finder’s fee is 10%. If I were locating a rare piece of equipment or recruiting executives, nobody would question it. But in real estate? People act like they’re supposed to ask for a discount.
The answer is no. And not because I’m being difficult or trying to squeeze anyone.
When I talk to someone about listing a property, I’m not thinking, “What do I need to give up to get this listing?” I’m asking, “Is this a good fit?”
That question has kept me from wasting time on the wrong deals and the wrong people. It’s also helped me stay focused and available for the people who trust me to do what I do.
Some folks won’t like how I work, and that’s fine. I think we’d both rather figure that out early.
So here are the top ten reasons you won’t want to work with me:
Actually, there are only three:
- I charge full price.
- I recommend realistic pricing — and I don’t take listings that are a waste of my time.
- I’m not on my phone 24/7. I’m responsive, but if you call or text late at night, you’ll probably hear back the next day. Saturday or Sunday? I don’t rule out weekend calls, but if I’m busy, I’m busy.
Does that cost me some clients? Maybe.
But the ones it weeds out are usually the ones I wouldn’t want anyway. The ones who burn too much time, drain too much energy, and expect me to chase fantasies instead of giving honest answers. The kind of people who waste everyone’s time.
Every hour I spend dealing with that kind of client is an hour I can’t spend helping someone who actually trusts me.
We all get the same 24 hours in a day — how we use them matters.
Cutting commission might sound like no big deal, but it changes the whole dynamic. If I reduce my fee by 1%, I may need to do 50% more business just to make up the difference. That means more clients, more noise, more nonsense — and less time for the people I actually enjoy working with.
No thanks.
And here’s a question worth asking: why would you want to start a relationship by trying to get someone to work for less than they believe they’re worth? Wouldn’t you rather work with someone who’s all in — someone with judgment, backbone, and enough clarity to stand by their own standards?
I’m not a commodity. I don’t compete on price. I work with people who want someone steady in their corner, who tells the truth and doesn’t flinch when things get complicated. That kind of person doesn’t chase discounts — they recognize fair value, and expect the same in return.
Paying my full fee is the litmus test. Not because I need the money more than anyone else — but because it tells me we’re on the same page. That we both take this seriously.
And if we’re not? That’s fine too. I’d rather know now.
I might even help you find someone who’ll work for less. But it isn’t going to be me.
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