Who Pays Realtor Fees?

Can you negotiate Realtor fees?

Yes, real estate commissions are always negotiable. That was true before the NAR settlement, and it remains true today. Whether you’re talking to a listing agent or considering what to offer a buyer’s agent, here are a few ways sellers may negotiate commissions:

• Set a lower total commission rate: Some listing agents may agree to a lower rate, especially on higher-priced homes or in more active markets.
• Adjust how the commission is split: You can propose a different percentage split between the listing agent and the buyer’s agent, or offer to pay only your own agent and leave the buyer to cover their own representation.
• Use a tiered or performance-based model: For example, you might agree to a total 5.5% commission if the home sells for your target price, and 5% if it sells below that.
• Opt for limited or flat-fee service: In some cases, especially for experienced sellers, it may make sense to work with a flat-fee or à la carte brokerage that charges less in exchange for fewer services.

That said, commission should be weighed alongside results. An experienced agent who charges more may still help you walk away with more net proceeds by pricing the home effectively, staging it well, and attracting stronger offers.

What other concessions can sweeten a deal?

If you’re unsure about covering the buyer’s agent commission — or you’re looking for ways to make your listing more attractive — seller concessions can be a powerful tool.

Here are common seller-paid incentives that can help close the deal:

• Closing cost credits: Sellers can offer to cover a portion of the buyer’s closing costs to reduce their upfront cash burden.
• Interest rate buydowns: You might contribute to a temporary buydown to lower the buyer’s mortgage rate for the first year or two.
• Repair credits: Rather than fixing everything post-inspection, some sellers offer a credit so the buyer can address items themselves after closing.
• Home warranty coverage: Covering the first year of a home warranty can give buyers peace of mind and set your home apart.

According to our survey, besides paying the buyer’s agent commission, here are the top three seller concessions being used in the current market:

1. Paying for repairs or offering repair credits (52%)
2. Offering closing cost assistance (50%)
3. Offering to fund an interest rate buydown for the buyer (21%)

Only 7% of agents, mostly from the Northeast region, report that sellers in their market are not offering any concessions.

In a market where affordability is a concern, these kinds of concessions, alongside a competitive buyer’s agent commission, can help your home stand out and move faster.

Why top agents can still net you more

With more flexibility around commissions, it’s tempting to shop for the lowest rate or minimize what you offer a buyer’s agent. But real estate isn’t just about what you pay — it’s about what you walk away with.

A top-performing agent brings pricing strategy, marketing power, and negotiation skills that can ultimately boost your bottom line. In fact, HomeLight’s internal transaction data shows that the top 5% of agents sell homes for up to 10% more than average agents.

Working with a trusted agent can also help you:

• Understand your local market norms for buyer agent fees
• Decide what level of commission makes sense for your goals
• Evaluate offers and concessions in the context of current demand
• Navigate changing rules with confidence

And when you work with a top agent, you’ll likely have a clearer picture of what your home is worth and what you can expect to net, even if you’re offering to pay both sides of the commission.

Commission rules change, but strategy still matters

The rules may have changed, but the fundamentals of selling a home haven’t. Buyers still need representation. Sellers still want strong offers. In the end, smart commission strategies help bridge the gap, and that starts with hiring a proven real estate agent who earns their commission.

HomeLight can connect you with top-performing local agents in your area through our Agent Match platform. This free tool analyzes over 27 million transactions and thousands of reviews to determine which agent is best for you based on your needs.

Whether you decide to pay the buyer’s agent commission or not, make sure your approach supports your bigger goal: a successful sale with the best possible outcome.

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