Not yet ready to commit to an agent? Then don’t.

yet.”

Another common dissent is, “I already have an agent.” But De Grote said that shouldn’t matter, at least not right away. “Maybe they do, maybe they don’t,” she advised. “So pretend they never said that and start selling yourself: ‘I’d love to help.’ ”

As the conversation commences, the coach said agents should ask several key questions, all designed to feel you out.

“Do you have a contract that obligates you?” Often, she said, people don’t. But even if they do, a good agent will continue digging: “Who is it? Maybe I know him.” “Where does she work?” “Is he full- or part-time?”

If your agent is two hours away and only works weekends or nights, that gives the agent in front of you an opening. “Go after them on that end,” De Grote advised.

A third typical protest involves commissions. Most sellers hate to pay the full boat, which generally runs from 5% to 7% of the selling price. So they sometimes bring up the possibility of listing with a discount brokerage, one that charges, say, just 1%.

Again, a good agent will sympathize with you to build that all-important rapport. “I feel the same way,” she might say, and then ask, “Is it the total amount of the fee, or are you trying to squeeze every last dollar out of the deal?”

Whatever you might answer, a good agent will respond with understanding. “That makes total sense,” the sales trainer suggested as a comeback, “but let me break it down for you. Which path is better, a cut-rate agent or a full-service real estate professional?”

Notice that “discount” is now “cut-rate.” De Grote suggested that agents stress that theme — nicely, of course — but stress it nonetheless. “A cut-rate agent is not likely to obtain the highest offer” is her favored comeback. “If it worked, everybody would use a cut-rate agent.

You get what you pay for. If the agent was a strong, powerful, experienced professional, why would he work for 1%?”

And then, the kicker: “You won’t be giving me any money upfront. I only get paid when the deal closes. I’m taking all the risk, providing all the services, so you might as well have the best.”

The message here for buyers and sellers: Hold your ground. Don’t be pushed into something you may regret, or into working with someone you’re not comfortable with. Take your time. The agent in front of you is just as likely to be available next month or next year.