Are You Afraid of the New NAR process or Using it Correctly to be Great?
Why Fear of Having the Conversation is no Excuse
Who Really Decides Buyer Agent Pay?
Let’s put this one to rest: the seller doesn’t decide what a buyer agent gets paid.
But you wouldn’t know it from the way some agents behave.
The Right Flow (And the “OR” Everyone Misses)
Buyer + Buyer Agent sign a Buyer Broker or Showing Agreement before touring homes. That’s where the agent’s fee is set.
Seller may (or may not) have already agreed in their listing agreement to authorize compensation to a buyer’s broker.
If they did, they’re obligated to honor it when asked.
If they didn’t, it’s a negotiable point in the offer.
The seller’s obligation and the buyer’s agreement don’t have to match.
It’s the buyer agent’s job to reconcile that difference with their client — not hide behind the seller’s side.
🚨 Bad Agent Behavior (The Compensation Chasers)
Here’s what too many agents are still doing:
Before showing a single home, they’re already calling the listing agent asking: “What are you paying?”
They avoid the hard conversation with their buyer client by trying to shortcut the system.
They act like the seller is supposed to set their paycheck.
They lean on “the seller pays” mythology instead of facing reality: the buyer is their client, and the buyer is the one who owes them a fee.
This isn’t just sloppy — it’s backwards.
🤦 Compensation Chaser vs. 🎯 Professional
🤦 The Compensation Chaser
Calls the listing agent before showing: “What are you paying?”
Avoids the tough sit-down with their buyer.
Relies on “the seller pays” mythology.
Lets the seller’s offer dictate their own fee.
Starts showing homes without a signed Buyer Broker Agreement.
🎯 The Professional
Gets a Buyer Broker or Showing Agreement signed before showing property.
Defines their fee directly with the buyer — no surprises later.
Checks if the seller has obligated compensation, but only after the buyer is committed.
If seller’s offer doesn’t match, bridges the gap with a concession request or with the buyer.
Protects both sides by following the proper flow: buyer agreement first, seller obligation second.
Why Sellers Shouldn’t Broadcast Compensation
Yes, a seller can obligate themselves to compensation in a listing agreement. But they cannot dictate what a buyer agent charges their client. Those are two separate contracts.
When sellers (or listing agents) try to broadcast commission promises upfront, they’re stepping into a relationship they don’t belong in — and creating confusion.
The Bottom Line
Seller may have an obligation in writing.
Buyer and agent must have an agreement in writing.
The two may not match — and that’s fine.
The pro agent’s job is to have that conversation up front, not fish around before showings.
If you’re chasing commission numbers before you’ve even agreed to represent your buyer, you’re not practicing agency. You’re just freeloading.
And that’s not representation — that’s failure