Treat "standard" as an opening position. Say: "I understand that's your usual rate. I'm interviewing a few agents — what's the best structure you can offer to win the listing?" Commission isn't regulated to a fixed number in Australia; "standard" is there to end the conversation, not to state a rule.
Why they're saying it
Calling the fee "standard" reframes a negotiable rate as a fixed cost of doing business, so you stop pushing. In reality commission varies by agent, area, property value and how much you're willing to ask — and on a large sale, half a percent is a serious amount of your money.
The leverage is competition and structure. Agents compete for listings, so a vendor talking to two or three of them has real room to move. And the rate isn't the only lever — a tiered "incentive" commission above a target, marketing costs, and the length of the agreement are all negotiable alongside the headline percentage.
What to say back
"I'm speaking with a couple of agents and fees are part of the decision. What's the best rate and structure you can do? I'm also interested in a tiered commission that rewards you more for beating my target."
"If the percentage is fixed, let's look at the rest — marketing costs payable on sale, a shorter exclusive period, and a bonus rate above [target]. I want you motivated to push for the top price, not just a quick one."
"'Standard' varies a lot between agents, though. Help me understand what your fee buys me that a lower-fee agent won't deliver — I'm happy to pay for genuine results."
Avoid these reactions
- Accepting "standard" as a fixed rate without asking a single other agent.
- Negotiating only the percentage and ignoring marketing costs and the agreement length.
- Pushing the rate so low the agent has no incentive to fight for your top price.
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