For residential agents · Listing appointment prep
You have the net-proceeds script. Rehearse what happens when they say “the other agent will do it for less.”
The script is in your head. You still don’t know what comes out when they stare at you across the kitchen table and wait for you to flinch.
You’ve watched the Tom Ferry videos. You know the net-proceeds redirect and the “if they’ll cut their own commission, how hard will they negotiate for you?” line. Saturday’s listing appointment is on the calendar. What you can’t picture is the seller citing a discount broker at 1%, then going quiet while you decide whether to defend 5.5% or start negotiating against yourself. Kommi puts you in that kitchen first — with a seller who pushes back the way post-NAR sellers do — so Saturday isn’t your first take.
The script isn’t the hard part.
Every agent blog has the same four-step plan: pause, don’t apologize for your fee, reframe to net proceeds, walk through the math. You have the net sheet on your iPad. What you don’t have is muscle memory for when the seller says “I talked to [discount broker] and they’ll list at 1%” and you have to decide in real time whether to hold your rate or start backpedaling before they’ve finished the sentence.
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What’s at stake
Caving on half a point on a $480k listing costs you $2,400 before you’ve marketed a single open house. Two discounted listings a quarter is a car payment — every quarter.
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Why scripts fail live
Sellers post-NAR settlement arrive with Reddit threads and Zillow articles. They don’t just object once — they stack discount-broker math, FSBO threats, and “lower your fee and I’ll give you both sides” in one sitting.
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What PDFs can’t do
CloseDaily and Jamil Academy give you the words. They can’t simulate the seller going quiet for five seconds while you wonder if you sound defensive or arrogant.
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What a coach costs
One hour with a broker trainer or sales coach runs $150–400. You need three reps before Saturday — Thursday night, Friday morning, Friday lunch — not one polished monologue.
Sample roleplay · 3 minutes
“Your commission is too high. The other agent will do it for 4%.”
You’re Morgan. You’ve walked through your marketing plan and stated your rate. Now the seller pushes back.
You (Morgan)
“For a home at your price point, my full-service listing at 5.5% includes professional staging consult, targeted digital ads, and twice-weekly seller updates. Based on recent comps on Oak Lane, I’m targeting $478k to $492k.”
The seller
“I appreciate the presentation. Honestly, your commission is too high. I met with an agent from [Discount Brokerage] yesterday — they’ll list at 4%, maybe 3.5% if I buy my next place through them. Can you match that?”
Your move
- → Pause two seconds. Acknowledge their research without apologizing for your fee
- → Redirect to net proceeds: “Can I show you what 4% vs 5.5% actually nets at closing on this address?”
- → Separate rate from negotiation skill: “If they’ll cut their own fee that fast, how hard will they push on the buyer’s side?”
Each choice changes how the seller responds. They may pivot to FSBO, ask you to split the difference, or go quiet and wait. You practice holding your rate without sounding combative — or catching yourself when you’re about to say “I know it’s a lot, let me see what I can do.”
Then the coach reads you back to yourself.
Not a sales scorecard. Not a list of scripts from a training PDF. One observation about what you did, one adjustment for next time, one sentence you can carry into Saturday’s appointment.
Sample coach debrief
“You opened with a strong value stack — staging, ads, comp range. When the seller cited the discount broker at 4%, you jumped in immediately with ‘I know it sounds high, but here’s why’ before they finished. That apology signaled you don’t believe in your own rate.
Try next time: Pause two seconds after they stop talking. Mirror first: ‘You’ve done your homework — that discount broker pitch is everywhere right now.’ Then pivot: ‘The question isn’t what percentage I charge — it’s what you net at closing. Can I walk you through that math?’
Carry into Saturday: ‘I’m not the cheapest option on the table. I’m the one who nets sellers more after commission on homes like yours. Let me show you the last three Oak Lane closings.’”
Questions before your next listing appointment
- Is this for buyer-side objections or listing appointments?
- Both work inside Kommi, but this page is tuned for seller-side commission objections at listing appointments — discount broker comparisons, FSBO threats, and “lower your fee and I’ll give you both sides.” You can practice buyer-side fee questions too.
- I already have scripts from CloseDaily or Tom Ferry. Why practice?
- Scripts tell you what to say. They don’t prepare you for the seller stacking three objections in a row, going quiet, or waiting for you to negotiate against yourself. Kommi is where you hear yourself respond under pressure — and fix the flinch before it costs you a commission point.
- Can I practice post-NAR settlement conversations specifically?
- Yes. Sellers now arrive with settlement headlines and buyer-agent fee questions. You can rehearse transparency scripts, net-proceeds reframes, and the “commission was always negotiable” conversation without inventing responses in real time at the table.
- Is $11.99/mo worth it for one listing appointment?
- Half a commission point on a $450k sale is $2,250 — one conversation. A single hour with a sales coach costs more than a year of Kommi. You also get unlimited sessions across every scenario we ship: difficult client calls, price-reduction talks, co-broke negotiations.
$11.99 a month.
A coach with a calendar runs two hundred dollars an hour. Kommi runs roughly forty cents a day — and is awake when you can't sleep, which is when most of these conversations are actually being rehearsed anyway.
We don't have a free tier, a team plan, or a premium upsell. One price, no pricing page riddle. If we add tiers later, we'll do it because users asked — not because a growth deck did.
About forty cents a day.
- Two free sessions before billing starts
- Then $11.99 a month — about forty cents a day
- Unlimited sessions — any conversation you can describe
- A coaching read after every session, and your progress over time
- Cancel in two taps; 7-day refund if you change your mind
One conversation you’d have talked yourself out of is worth years of this. Or just sleep better on Wednesday. Either way.
Run your first rehearsal — free →US only at launch. We'll get to the rest of the world.
The conversation is on Thursday. Begin tonight.
Three minutes. Two free. 7-day money back after that.