For licensed agents
The agreement is not the problem. The apology in your voice is.
A short training on presenting a buyer representation agreement early, talking about what you are paid without flinching, and handling the moment a buyer asks why they should sign anything at all.
Educational only. Follow your broker and your state forms.
What is in it
What the agreement actually does, in plain words
When to present it, and why earlier is easier
The compensation conversation, start to finish
What to do when the seller offers nothing
The four objections and what they really mean
Buyers are not refusing to sign. They are refusing to sign something nobody explained.
The agreement arrived in most agents’ businesses as a compliance requirement, so it gets presented like one: late, awkwardly, and with a tone that suggests the agent is sorry it exists. Buyers read that tone perfectly and respond to it.
Presented early, as the thing that describes what you are going to do for them, it is one of the least difficult conversations in the business.
What buyers are actually reacting to
They are not refusing the agreement. They are refusing the apology.
Presented late and awkwardly, the form reads as a demand. Presented first, as the description of what you are about to do for somebody, it is one of the least difficult conversations in this business.
What you walk away with
Four things you will have that you do not have now.
The conversation in order
Five steps, and the order matters more than the words do.
Language for the compensation question
Including the version where the seller offers nothing.
The four real objections
And what each of them is actually asking underneath.
A way to present it early
Which is the single change that removes most of the friction.
Worth your time if
- You are licensed and actively working with buyers
- You delay the agreement until it feels safe
- You have lost a buyer over the compensation talk
- You want words that are yours rather than a script to read
Not worth your time if
- You want legal advice about your state forms
- You are not licensed yet
- You want a way around having the conversation
- You are not willing to change how you work
Before you put your number in
The four things agents ask us first.
Is this a pitch dressed up as a training?
The training stands on its own and works whether or not you ever speak to us. The offer sits about two thirds of the way down, clearly labeled, and you can stop reading before it.
How long does it take?
Around forty minutes to watch. The whole thing is written out underneath, so you can read it in about ten if you would rather skim.
Do I have to leave my brokerage?
No. There is a paid option that changes nothing about where you hold your license, and the training explains both routes plainly.
What happens the second I submit this?
The training opens on the next page. Leave a number and we text you the link as well, so you can pick it back up later on your own time.
On tape, and still not settled
Two of our panelists answer this in opposite ways.
Both of them do this for a living. Both said it out loud on a recorded panel. The training covers which one holds up, and when.
Do not use buyer broker agreements.
He tells buyers why he dislikes them and calls them effectively unenforceable, because he would never sue a client. A share of buyers refuse to sign and you lose a closable client.
Put every single buyer on one.
He signs one hundred percent of his clients and names protecting the buyer side fee as the reason, with offered compensation already sliding in his market.
Recorded on a NXTGEN Agent panel, April 21, 2022.
Instant access
Where should we send it?
Name and email. The phone number is optional.
Worth knowing before you watch: this is educational and your broker and state forms govern. The free route means partnering with our organization at eXp Realty. The training explains exactly what that means, and what it does not.
Cameron Smith
Cape Coral, FL · Licensed since April 2009 · Partnered with the NXTGEN organization at eXp Realty
Free training. Name and email, and a number only if you want one. Opens on the next page.
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