Agents, let’s talk. If you are still gripping over the commission lawsuit, for the love of real estate—please stop.
Our jobs did not change. Instead of panicking, let’s focus on actions that actually move the needle forward. Here are three things agents need to stop doing to set up a powerful 2025.
#1—Stop stressing over the buy-side commission
I have yet to ask a listing agent, “Are you offering a buyer-side commission?” because it doesn’t matter. As Byron Lazine said at BAM Mania, “We’re putting everything into the offer and negotiating from there.”
This has been my perspective since the changes took effect in August, and it is exactly what has gotten me paid on every deal. I explain this to all my buyers, showing them that I can build the commission into the deal so they won’t need extra cash upfront. I know what I bring to the table, and I’ve set my own standards for how I’ll negotiate to get my clients the win. For me, commission is a tool—a powerful one—and I approach each deal with the confidence to negotiate creatively to close.
#2—Stop leading with commission conversations
I recently won over a $4 million relocation buyer—one who was also interviewing a top-producing agent in my market. Full disclosure, that top-producing agent blows me out of the water when it comes to ranking online.
So, how did I come out on top?
When talking to prospects, the top producer led every conversation with the buyer representation agreement. Not only did it make this relocating family feel transactional, but it also made them feel unwelcome and uninformed about the town they were moving to. They did not sign with them because they felt the agent only cared about getting paid because they led with the commission conversation.
What did I do differently?
I started working for them before the contract was signed. I sent them information on neighborhoods, local schools, and family-friendly activities. I also asked them questions about their needs, timelines, and what they really wanted from a real estate agent. In other words, I did my job.
Weeks later, once they were in town and ready to tour homes, I brought up the buyer representation agreement. They signed without a single objection because they already saw me as their trusted advisor.
#3—Stop posting about commissions on social media
We do not look like “the market expert” when we rant about industry changes or focus on what we need from our clients. This kind of content often feels self-serving, and frankly, our clients don’t care.
Our clients don’t need to listen to us complain about not getting paid. They likely already think the industry, in general, is overpaid and our jobs are easier than they actually are. As every social media guru has said on repeat, make your content for the viewer. And what our clients want to hear about is educational content that benefits them. So let’s focus on creating content that resonates with our clients’ needs and showcases our expertise in a way that actually helps them.
Bottom line
We need to change our perspectives on commission. Clients deserve agents who are solution-driven, people-first, and who bring real experience to every transaction. The scarcity mindset is for the weak ones, and well, the future isn’t looking good for that group.
I hope these three takeaways are impactful lessons because I wholeheartedly believe that when you put people first, you will serve your clients to a higher level—and, yes, be well-compensated for it.
