Episode 295: Why Buyer Agents Struggle to Get Paid

In this episode, we unpack why buyer agents struggle to get paid despite having signed buyer brokerage agreements. Eight months into the rollout of the BBA, the training and attention around the topic have drastically faded. Agents are still getting the BBA signed, but the commission they collect at closing often doesn’t match what was agreed upon. This gap reveals a deeper issue: a lack of confidence, preparation, and true understanding of value.

The Disconnect Between Contracts and Compensation

Agents report that they’re not facing much resistance in getting BBAs signed. The problem arises when those agents, at the first sign of pushback, reduce their fee or offer discounts without being asked. This leads to a compensation that doesn’t align with the contract. Listing agents rarely reduce their fee, even when unexpected costs arise. So why are buyer agents so quick to give theirs away?

The Missing Buyer Consultation

A big part of the issue stems from skipping or rushing through the buyer consultation. Initially, agents were conducting thoughtful, thorough consultations to comply with the new rules. But now, many simply hand over the BBA for signature without educating the client. Without that foundational conversation, buyers don’t understand the value they’re receiving or the breakdown of costs, leading to confusion and resistance when money is discussed later.

Confidence Comes From Process

Many agents feel uncomfortable charging their stated fee because they aren’t confident they’ve earned it. That discomfort often comes from a weak or inconsistent process. Newer agents may feel unsure of their worth and reduce their fee accordingly, but this should be a reflection of experience—not fear. To confidently charge for your service, you must consistently provide value and communicate it clearly.

Treat Buyers Like Sellers

When taking a listing, agents always conduct an in-person consultation. They discuss pricing, market conditions, and seller expectations. The same should happen with buyers. A buyer consultation should walk through lender meetings, estimated costs, insurance considerations, and search strategy. Without it, agents revert to being “door openers” rather than trusted advisors.

Your Fee Reflects Your Value

Buyer agents must take control of the conversation around compensation. When agents skip over critical steps like reviewing fees worksheets or communicating with the lender, it’s no wonder they feel unsure about asking to be paid. If you’re not providing a high level of service, then you haven’t earned a high-level fee. It’s that simple.

Train to Serve, Not to Charge

Real estate training should focus on how to serve clients well, not just how to command a high fee. If brokers want agents to charge full service fees, they must train them to provide full service. Agents need tools, education, and support to elevate their professionalism so that their value becomes undeniable.

Conclusion: Earn Your Compensation

Ultimately, buyer agents are struggling to get paid because they aren’t consistently earning their fee. A signed BBA doesn’t guarantee compensation—your actions and professionalism do. When agents focus on service, confidently walk clients through the process, and provide real value, they don’t just get paid—they get referrals too. The key is to own your role as the boss of your business and step up your level of service.

Buyer Brokerage Agreement Cover Letter: hustlehumblypodcast.com/bba
Episode 232: Buyer Brokerage How To’s
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