Hey everyone, let’s talk about the elephant in the room – or maybe the tightrope we're all walking: navigating buyer representation and compensation in this post-settlement world.
Ever since the NAR commission settlement went into effect, it’s felt a bit like walking that tightrope—balancing transparency, managing buyer expectations, and still getting those Buyer Agency Agreements signed without scaring people off.
If you’re like me, your first thought when the changes became official was:
“Okay… how is this actually going to play out with real buyers?”
Spoiler alert: it’s a work in progress.
🎯 My Evolving Approach
Right now, I’m introducing the Buyer Agency Agreement during our initial consultation, before I even show homes. I let buyers know that, under the new rules, I'm legally required to have a signed agreement in place before we tour any properties listed on the MLS.
But I don’t just present it as paperwork—I frame it as our roadmap for working together.
I tell buyers:
“This outlines the commitment on both sides—and it ensures you have someone fully in your corner throughout the process.”
It’s also the moment I explain how I’m compensated, and that while they may technically be responsible for paying my fee, there are several ways we can structure it:
- Negotiating the commission into the offer as a seller-paid concession
- Direct payment from the buyer
- Or some combination of the two, depending on the deal
🗣️ A Real-Life Conversation That Stuck
Not long ago, I sat down with a pair of first-time buyers—smart, excited, but clearly overwhelmed by all the noise out there. Like many, they’d gotten advice from a well-meaning family member who still thought, “the seller always pays the buyer’s agent.”
At the same time, I’ve had sellers come to listing appointments saying, “I heard I don’t have to offer commission to the buyer’s agent anymore, right?”
It's clear the messaging is hitting both sides of the transaction, creating confusion we now need to manage.
So yes—there’s confusion all around.
With my buyers, it took about 15 minutes of clear, calm explanation:
- What buyer representation really means.
- The strategy and guidance I bring to protect their interest.
- And the multiple ways we can approach compensation—including negotiating it into the deal.
They didn’t sign on the spot, and that’s okay. But a couple of days later, they reached out ready to move forward—with trust in place.
🎉 Small win. Big shift.
🧾 The Ground Truth: Sellers Still Pay… Sometimes
Here’s what’s actually happening in most of my deals right now:
- Buyer agents are submitting offers asking sellers to pay their commission.
- Most sellers—after some education—are agreeing.
That’s why at my listing appointments, I don’t gloss over this anymore. I address it directly:
“You can decline to offer buyer comp… but odds are, they’re going to ask you to pay it in the offer. Let’s make it easy from the start, attract more serious buyers represented by dedicated agents, and avoid potential renegotiations down the line.”
It’s cleaner, less emotional, and less likely to derail negotiations later.
💡 What I’m Still Figuring Out
Like everyone, I'm constantly refining my approach. Here's the kind of pushback I'm encountering and navigating:
- “Wait, I have to pay you?”
- “What’s your commission—and is that negotiable?”
- “Can we skip this agreement part and just look at houses?”
That’s when your value proposition really needs to shine.
And let’s be real—a lot of buyer’s agents are negotiating their commission now. It’s not always the flat 3%. Some are lowering it to meet buyer expectations, others are bundling in additional value. The key is being transparent, flexible when needed, and focused on delivering results.
But it’s not just on the buyer side...
Sellers are negotiating commission too—either at the listing appointment or when they get an offer that includes a buyer-agent fee request. They’ve heard “you don’t have to pay a buyer’s agent anymore,” and they’re trying to capitalize on it.
That’s why we need to be prepared—with comps, strategy, and a clear case for why buyer-agent compensation is part of getting the deal done smoothly.
🤝 Let’s Pool Our Insights
This shift isn’t going away—and none of us should have to figure it out alone.
Let’s lean into the strength of this community.
🗨️ What’s Working for You?
- How are you introducing the buyer agreement conversation? Any phrases that land especially well?
- What kind of resistance are you seeing—and how are you overcoming it?
- Have you tried different service tiers or flexible compensation options?
- Beyond the mechanics, what specific value propositions are you finding resonate most when justifying your fee directly to buyers now?
- What’s a “small win” you’ve had that gave you confidence this new model can work?
👇 Drop your stories, tactics, or even your frustrations in the comments. We’re all learning this in real time—and the more we share, the stronger we get.
John Sansaricq
Broker/Owner – Sancastle Realty
📧 jp@sancastlerealty.com
📞 386-433-3507
🌐 sancastlerealty.com
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