How to Work with Buyer's Agents When Selling FSBO

Here’s a number that should shape your entire FSBO strategy: 86% of buyers purchase their home while working with an agent.

That’s not an opinion. It’s from the NAR’s own data. And it means that if you refuse to work with buyer’s agents, or make it awkward and difficult for them, you’re shutting out the vast majority of people who might buy your house.

The good news is that working with buyer’s agents is straightforward. You don’t need a listing agent to do it. You just need to understand how the relationship works and what they expect from you.

They represent the buyer, not you

This is the most important thing to understand. A buyer’s agent works for the buyer. Their job is to help their client find a home, write a competitive offer, and get the best deal possible. They are not on your team.

That doesn’t make them your enemy. It makes them the other side of a business transaction. Treat them that way. Be professional, be courteous, and be clear about your terms. But don’t confuse politeness with partnership. They’re looking out for their client. You’re looking out for yourself. That’s how it should be.

When you sell with a listing agent, your agent talks to the buyer’s agent and relays information back to you. Since you’re selling FSBO, you’re the one having that conversation directly. It sounds intimidating, but it’s actually an advantage. You cut out the middleman. There’s no game of telephone between four people. It’s just you, the buyer’s agent, and your real estate attorney backing you up.

One important thing changed after August 2024: buyer’s agents are now required to have a signed buyer representation agreement with their client before touring homes. That agreement spells out what the agent earns and — critically — who is responsible for paying it. The buyer and their agent work that out together before they ever knock on your door. You are not automatically a party to that arrangement, and you have no obligation to honor whatever the agent negotiated with their own client.

When they call

A buyer’s agent will typically reach out in one of two ways: they’ll call the number on your listing, or they’ll submit a showing request through whatever platform you’re listed on (Zillow, MLS, etc.).

When they contact you, they want three things: Can they see the house? When is it available? And what’s the situation with commission?

Handle the first two immediately. Respond within an hour if you can. Agents schedule showings for their clients constantly, and they’ll move on to the next house if you’re slow. Have your showing availability ready. If you have a lockbox, tell them the code. If you prefer to be home during showings, give them a couple of time slots.

The commission question deserves its own explanation — and the post-settlement rules change how it plays out.

Why they’re asking upfront: Under the NAR settlement rules that took effect in August 2024, sellers and listing agents cannot advertise buyer-agent compensation on the MLS. There is no field for it. That means a buyer’s agent calling you has no idea whether you intend to offer anything. They’re asking to find out — and sometimes to establish an expectation before their buyer gets emotionally attached to your house.

You don’t have to answer with a number. You can, and should, defer to the full offer. The scripts below show you exactly how.

Making showings easy

Buyer’s agents bring you buyers. That’s a service, even if they don’t work for you. Your job is to make it as easy as possible for them to show your home.

Get a lockbox. A combination lockbox costs $20-$30 and lets agents show your home even when you’re not there. More access means more showings, and more showings mean more offers.

Keep the house show-ready. Once your home is on the market, treat it like it could be shown at any moment. Clean counters, made beds, no dishes in the sink. If you have pets, have a plan for them during showings.

Put together an information packet. A one-page sheet with the property details, recent upgrades, your CMA comps, HOA info if applicable, and your attorney’s contact information. Leave copies on the kitchen counter. Agents notice when a seller is organized. It tells them you know what you’re doing and that the transaction will go smoothly.

If you followed the advice in how to create a listing that attracts serious buyers, you’ve already laid the groundwork. The “Buyer’s Agents Welcome” line in your listing description does a lot of heavy lifting. It signals that you understand how the process works and you’re not going to make their job harder.

The commission conversation (post-NAR settlement)

This is where most FSBO sellers get nervous. Don’t be. The August 2024 NAR settlement shifted the power balance in your direction — more than most sellers realize.

Here’s what changed: sellers are no longer required to offer buyer’s agent compensation through the MLS. In fact, no offers of buyer-agent compensation can appear on the MLS at all. Buyers must sign written agreements with their agents before touring homes — agreements that spell out what the agent earns and who is responsible for paying it. That means every buyer who walks through your door with an agent has already signed paperwork with that agent about compensation. You are not a party to their agreement. You are not automatically on the hook.

Commission is now a negotiation, not a preset cost. For the full breakdown of how commissions work before and after the settlement, read how real estate commissions actually work.

Some agents will ask about commission when they first call to schedule a showing. Don’t commit to a number upfront. Here’s a script that works:

“I’m open to discussing compensation as part of any offer we receive. I’d prefer to evaluate the full terms of the offer — price, contingencies, closing timeline, and commission — as a complete package.”

That’s honest, professional, and keeps your options open. Most agents will respect it and move on to scheduling the showing.

What to offer at each commission level

When an offer comes in, the buyer’s agent commission will either be baked into the offer price or presented as a separate line item. Here’s what each level means for your bottom line on a $400,000 sale:

0% (buyer pays their own agent). You save the full buyer-agent commission. The buyer has a written agreement with their agent and handles that cost directly. Your net benefit: you keep every dollar of the sale price minus your own FSBO costs. This is becoming more common with buyers who negotiated flat-fee or hourly arrangements with their agents.

0.5% ($2,000 on $400K). A token referral-style payment. Many agents will accept this rather than lose the deal, especially if their buyer is motivated. You save $10,000 compared to the traditional 2.5%.

1% ($4,000 on $400K). A reasonable middle ground. Shows good faith, keeps the deal moving, and still saves you $8,000 versus the old standard. This is the sweet spot where most post-settlement negotiations are landing.

2% ($8,000 on $400K). Generous by post-settlement standards. Use this as a counteroffer if an agent initially asks for 3% — meeting them partway usually closes the gap. You’re still saving $4,000 compared to the old normal.

2.5-3% ($10,000-$12,000 on $400K). The pre-settlement “standard.” Nothing requires you to pay this, and post-settlement, fewer sellers do. But if a buyer’s offer is strong enough — say, above asking price with minimal contingencies — the commission might be worth it when you look at the complete picture.

The math that matters: Don’t evaluate commission in isolation. A buyer offering $410,000 with a 2.5% commission request puts more in your pocket than a buyer offering $395,000 with zero commission. Always calculate your net proceeds for each offer. The FSBO savings calculator makes this comparison easy.

The offers and negotiation guide walks through exactly how I handled this and paid 0.5% total on a $400,000 sale.

Negotiation scripts for common situations

Post-settlement, buyer’s agents know they can’t see any compensation offer on the MLS before calling you. Some will ask directly. Some will imply your obligation. Here’s what to say in each scenario.

Agent asks “What commission are you offering?” on the first call: “I’m evaluating compensation as part of each offer. Let’s get your buyer through the door first — if they love the house, we’ll find terms that work for everyone.”

Agent pushes back: “My client’s agreement says I earn 2.5%”: “I understand you and your client have an agreement — that’s between the two of you. I’m happy to discuss whether I can contribute to your compensation as part of a written offer. What purchase price is your client thinking?”

Agent says they won’t show the house without a commission commitment: “I respect your position. Your client is also welcome to contact me directly, or you can include your compensation request in the written offer. I’m not trying to make this difficult — I just want to evaluate the full terms before committing to numbers.”

If they refuse entirely, note that under the buyer representation agreement they should already have signed, the agent has a fiduciary obligation to show their client homes the client wants to see. A buyer who wants to see your house and an agent refusing to show it is a mismatch between agent and client — not your problem.

Agent implies it’s “standard” to offer 2.5-3%: “The NAR settlement changed the standard. I’ll consider buyer-agent compensation as part of each offer’s overall terms.”

That’s it. Don’t over-explain, don’t apologize, don’t volunteer a number. The agents who push hardest for commission upfront are often the ones whose buyers are least committed. Serious buyer’s agents bring motivated clients and work out the compensation details in the offer, because they know a closed deal at a lower commission beats a dead deal at 3%.

What not to do

A few things that will cost you buyers:

Don’t badmouth agents. You chose to sell FSBO. That doesn’t mean agents are the enemy. A buyer’s agent who feels disrespected will steer their client toward another listing. You can disagree with the commission model without being rude to the people working in it.

Don’t be unreachable. If an agent calls and gets voicemail three times, they’re done. Answer your phone. Return calls quickly. Respond to showing requests the same day.

Don’t refuse all cooperation. Some FSBO sellers take an adversarial stance from the start. They refuse to pay any commission, demand agents sign extra paperwork, or make agents jump through hoops to schedule a showing. All of this reduces your showings, which reduces your offers, which costs you money.

Don’t give away your negotiating position. Being cooperative doesn’t mean being a pushover. You don’t have to agree to 3% commission because an agent asks. You don’t have to accept the first offer. Be reasonable, but protect your interests. That’s what your attorney is there for.

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The agents who show your house are the reason 86% of your potential buyers will walk through your front door. Make it easy for them to bring those buyers, negotiate commission as part of each offer, and let your attorney handle the paperwork.

For the complete negotiation strategy, including how I paid 0.5% total commission, read how to handle offers and negotiate as a FSBO seller. To understand the full commission structure and why it’s stacked against sellers, see how real estate commissions actually work. And for the full walkthrough of every step in the process, check out the complete FSBO guide.