Can I Still Lower an Agent's Commission?
By Sarah Max

(MONEY Magazine) – Q I'm getting ready to sell my home, but with prices falling, I'd like to avoid paying 6%. Any chance I can get an agent to take less? --Adam Reed, St. Louis

ANSWER Theoretically, yes, that number is negotiable--and the average commission is actually 5.1%, according to industry consultancy Real Trends. But this buyer's market doesn't bode well for sellers looking to haggle. There's a lot of inventory, for-sale houses are sitting longer and brokers are awash in listings. Worse, agents representing builders are increasingly getting more than 6% for unloading vacant new homes. (See page 44 for more on that.)

What brokers are not awash in, however, are buyers. So if your home is in a desirable neighborhood, in move-in condition and priced to sell fast, an agent might be more inclined to cut you a deal. And, of course, if it's a million-dollar listing, "it'd be a no-brainer to get to 4%," says Eric Cunliffe of RealEstate.com.

Even if you don't have such a prized property, there's no harm in asking for a break. Interview several agents, let them know you're talking with their competitors, and "simply tell them you don't want to pay 6%," says real estate broker Robert Irwin, author of Tips and Traps When Negotiating Real Estate. "You'll find out pretty quickly whether they'll work with you." Just beware of a listing agent who's willing to negotiate by cutting the take of the buyer's agent. (The two usually split the commission.) When there's a glut of houses, buyer's agents will steer clear of ones paying less than the going rate.

Should your efforts fail, check out HungryAgents.com, a free site that allows full-service agents to bid on your listing. Within an hour of registering a $500,000 home in Oregon, we received a proposal from an agent offering to sell it for 5.5%, including the full 3% for the buyer's agent. As long as you're not in a hurry, you might also consider a discount broker. You'll be charged less than 6%, though you may have to pick up some of the work. Redfin.com, for example, charges $2,000 to put your house on the multiple-listing service and handle the closing; you market the property. Even accounting for the buyer's agent's 3%, you stand to save $13,000 on a $500,000 house.

HOME-LOAN RATES

UPS AND DOWNS Mortgage rates continue to slide, albeit at a slower pace, while home-equity loans and credit lines are inching up.

[UP] Up from previous month [DOWN] Down from previous month

NOTES: As of Sept. 22. [1] $417,000 or less. [2] More than $417,000. SOURCE: HSH Associates.

DEALS: 5/1 Adjustable-Rate Mortgages

The banks below offer some of the best loan rates and terms. Use them as a benchmark for your own shopping. Visit hsh.com for more deals.

NOTES: As of Sept. 22. Rates and terms subject to change. SOURCE: HSH Associates.

BAD NEWS FOR HOME SELLERS

After five years of growth, home sales are expected to drop 8% in 2006 and 2% in '07.

SOURCE: National Association of Realtors.

Most stock quote data provided by BATS. Market indices are shown in real time, except for the DJIA, which is delayed by two minutes. All times are ET. Disclaimer. Morningstar: © 2018 Morningstar, Inc. All Rights Reserved. Factset: FactSet Research Systems Inc. 2018. All rights reserved. Chicago Mercantile Association: Certain market data is the property of Chicago Mercantile Exchange Inc. and its licensors. All rights reserved. Dow Jones: The Dow Jones branded indices are proprietary to and are calculated, distributed and marketed by DJI Opco, a subsidiary of S&P Dow Jones Indices LLC and have been licensed for use to S&P Opco, LLC and CNN. Standard & Poor's and S&P are registered trademarks of Standard & Poor's Financial Services LLC and Dow Jones is a registered trademark of Dow Jones Trademark Holdings LLC. All content of the Dow Jones branded indices © S&P Dow Jones Indices LLC 2018 and/or its affiliates.

Most stock quote data provided by BATS. Market indices are shown in real time, except for the DJIA, which is delayed by two minutes. All times are ET. Disclaimer. Morningstar: © 2018 Morningstar, Inc. All Rights Reserved. Factset: FactSet Research Systems Inc. 2018. All rights reserved. Chicago Mercantile Association: Certain market data is the property of Chicago Mercantile Exchange Inc. and its licensors. All rights reserved. Dow Jones: The Dow Jones branded indices are proprietary to and are calculated, distributed and marketed by DJI Opco, a subsidiary of S&P Dow Jones Indices LLC and have been licensed for use to S&P Opco, LLC and CNN. Standard & Poor's and S&P are registered trademarks of Standard & Poor's Financial Services LLC and Dow Jones is a registered trademark of Dow Jones Trademark Holdings LLC. All content of the Dow Jones branded indices © S&P Dow Jones Indices LLC 2018 and/or its affiliates.