In today’s shifting real estate market, agents are facing new challenges, especially when it comes to handling buyer brokerage fees. A common question many agents are asking is, “What if the seller won't give concessions to cover my buyer brokerage fees, and my buyer can’t afford them?”
If this sounds familiar, you’re not alone. Let’s break it down.
The Situation: Seller Refuses to Cover Fees
It’s not unusual to encounter a seller who won’t budge on price, repairs, or concessions. If a seller is unwilling to cover your brokerage fees, it’s similar to any other negotiation deal-breaker. Sometimes, you simply have to move on to the next property.
While it can be frustrating, there’s a bigger question at play here. Why does this situation feel so daunting? It often stems from a scarcity mindset—the fear that this deal is the only opportunity available for your buyer.
The Real Fear: Losing the Deal
Many agents worry that if their buyer can't afford the fees, the buyer might go directly to the seller and cut them out of the deal. Or, agents might feel pressure to make the sale happen because they’re depending on that one commission check to pay the bills.
But here's the truth: If you find yourself in this position, it may be time to shift your focus from scarcity to abundance. Let’s explore how to make that shift.
Shifting from Scarcity to Abundance
When agents feel like they’re stuck on one deal, it’s often because they don’t have enough clients. If you’re relying on just one or two buyers, any hiccup in the transaction can feel catastrophic. But when you have a full pipeline of potential clients, losing a deal isn’t the end of the world. You’ll have other opportunities.
Think about it: If you have 20 or 30 clients actively looking to buy, losing one deal won’t hurt as much. In fact, you might find yourself in a position where you have more clients than you can handle and need to start referring them out!
The key is to consistently market yourself, build your brand, and keep that pipeline full. When demand for your services increases, you won’t be as reliant on any one transaction. And when you’re in high demand, clients are more likely to pay your fees because they value your expertise.
How to Build an Abundant Pipeline
So, how do you get to this point of having too many clients rather than not enough?
It comes down to consistent marketing and prospecting. Here are a few strategies to help you get started:
Secure Your Fees Through Marketing
In real estate, a steady stream of clients solves a lot of problems. If you’re finding it tough to get sellers to cover your fees or buyers who can afford them, the solution often lies in expanding your client base.
The more clients you have, the less pressure you’ll feel to make any one deal work. As demand for your services grows, you’ll be in a stronger position to negotiate your fees and have clients who are happy to pay for your expertise.
Ready to Build Your Client Pipeline?
Feeling stuck or unsure where to start with your marketing efforts? Our Agent Marketing Concierge (AMC) program is designed to help you grow your business, attract more clients, and increase your commissions.
Sign up for a free consultation today and learn how we can help you build a thriving real estate business with a consistent flow of clients.
By shifting from a scarcity to an abundance mindset, you can take control of your real estate career and create more opportunities for success. Start marketing yourself, engage with more clients, and watch as your pipeline—and your commissions—grow.
It’s not unusual to encounter a seller who won’t budge on price, repairs, or concessions. If a seller is unwilling to cover your brokerage fees, it’s similar to any other negotiation deal-breaker. Sometimes, you simply have to move on to the next property.
Many agents worry that if their buyer can't afford the fees, the buyer might go directly to the seller and cut them out of the deal. Or, agents might feel pressure to make the sale happen because they’re depending on that one commission check to pay the bills.
When agents feel like they’re stuck on one deal, it’s often because they don’t have enough clients. If you’re relying on just one or two buyers, any hiccup in the transaction can feel catastrophic. But when you have a full pipeline of potential clients, losing a deal isn’t the end of the world. You’ll have other opportunities.
So, how do you get to this point of having too many clients rather than not enough?
- Host Open Houses: Get in front of potential buyers and sellers by hosting open houses. It’s a great way to build relationships and demonstrate your expertise.
- Engage on Social Media: Be active on platforms where your potential clients spend time. Share success stories, market updates, and tips for buyers and sellers.
- Network Consistently: Attend local events, partner with mortgage brokers, and build relationships with other industry professionals.
- Provide Value: Offer valuable resources like homebuying guides, free consultations, or market reports. When you’re seen as a helpful resource, people will be more likely to seek out your services.
In real estate, a steady stream of clients solves a lot of problems. If you’re finding it tough to get sellers to cover your fees or buyers who can afford them, the solution often lies in expanding your client base.
Feeling stuck or unsure where to start with your marketing efforts? Our Agent Marketing Concierge (AMC) program is designed to help you grow your business, attract more clients, and increase your commissions.
Sign up for a FREE consultation now and take your real estate business to the next level!
