Best THREE Scripts for 'BUT the other agent is cheaper!'

Best Three Scripts for Handling ‘But the Other Agent is Cheaper!’

Let's explore how to effectively address one of the most common objections property managers face: ‘But the other agent is cheaper’.

If you frequently encounter property owners who try to negotiate lower management fees by comparing you to other agents, these scripts will prove invaluable.?

All examples are taken from my book, The PM Fee Scripts Secret, which contains over 50 responses to common fee objections.

If you’re interested in getting the book, it’s free—just pay for shipping at stopdiscountingfees.com.?

Now, let’s dive into three powerful scripts that will help you handle this objection with confidence.

1. The ‘We Fix Cheap Agent Service’ Script (2:09)

One of the most effective ways to explain why you shouldn't match a cheaper agent’s fee is through a simple story.

The story, originally shared by Martin Grunstein at a conference I attended some years ago involves a hairdresser who had been charging $19 for haircuts for 20 years without competition.?

Then, one day, a competitor opened up offering $6 haircuts.?

The hairdresser, instead of lowering his prices, placed a sign in his window that read: ‘We Fix $6 Haircuts’.

This story is a powerful illustration of why a cheaper competitor isn’t necessarily better. If another agent was truly offering the same value and service as you, they would charge the same as you.?

By staying firm on your fees, you highlight that their lower price reflects a lower level of service.

2. The ‘Heart Surgeon’ Script

This analogy is simple yet impactful. When a client asks, ‘Why is the other agent cheaper?’, you can reply:

“Mr. Smith, would you ask a heart surgeon for a discount before an operation? Likely not, because you’d be worried about what crucial steps they might skip.”

This script draws a parallel between property management and a life-saving operation.?

It emphasises that leaving out any part of the service compromises the quality of the overall process.?

When you reduce your fee, you’re forced to cut back on service, which can be detrimental to the property’s management.

3. The ‘Full Pizza’ Script

One of my personal favourites, the ‘Full Pizza’ script is relatable and clear:

“Mr. Smith, if we agreed to charge less, you would be asking us to deliver less. It’s like ordering a pizza—if the delivery driver ate two slices on the way, you’d be upset, right??

You’re expecting a full pizza. Similarly, to deliver the full property management service, we must charge the full fee.”

This comparison to a missing slice of pizza drives home the point that a reduced fee means a reduced service.?

It’s a great way to make clients understand that they can’t expect full service on a partial budget, especially when it comes to one of their most valuable investments.