Steve Bradley is a licensed real estate broker with 23+ years of active transaction experience. The insights here reflect real brokerage practice, not legal advice. For matters specific to your contract or state, consult a real estate attorney.
This is one of the most common scenarios in FSBO transactions, and one that trips up sellers who haven't thought through how it works. When a buyer with their own agent wants to purchase your FSBO home, the dynamic is different from a direct buyer, and knowing what to expect will help you navigate it without feeling like you're at a disadvantage.
The buyer's agent is working for the buyer, not for you. This seems obvious, but it has real implications. The buyer's agent is legally obligated to represent their client's interests, which means negotiating the best possible price and terms for the buyer. They are not there to help you. They are skilled at this process, and you need to be prepared for a professional negotiation rather than a casual one.
As of August 2024, sellers are no longer required to pre-set buyer's agent compensation in the MLS listing. In practice, buyer's agent compensation often comes up as part of the offer or as a negotiated item. The buyer's agent may include a request for seller-paid compensation as a term of the offer. You evaluate that as you would any other term: is the overall package worth it given what they're asking for compensation, price, contingencies, and closing timeline?
Under the new rules, buyers must have a signed representation agreement with their agent before the agent can show them homes. That agreement specifies how the agent will be compensated. When an agent submits an offer on your home, it's worth understanding whether their buyer agreement requires you to pay the commission or whether the buyer is handling it. This affects your net proceeds from the transaction, and it's a legitimate item to ask about or to negotiate.
Even though the buyer's agent is on the other side of the table, being professional, responsive, and organized makes the transaction go more smoothly and gives you better outcomes. Respond to inquiries promptly, be straightforward about what you will and won't do, and maintain a tone that keeps the door open for negotiation rather than creating adversarial dynamics.
One thing to be careful about: some buyer's agents will try to represent both sides of the transaction informally, offering to "help you with the paperwork" or acting as if they're doing you a favor by guiding you through the process. Their duty is to their buyer. Be polite but clear that you're representing yourself, and get an attorney or title company involved to review documents before you sign.
Having a buyer come through an agent isn't a problem. It happens all the time in FSBO transactions and often results in a clean, professional closing. Just go in with clear eyes about who's on which side of the table.
Written by Steve Bradley, Licensed Real Estate Broker — Bradley Group Realtors, Manassas, VA 20110 — Virginia License #0225 066093. This article is for educational purposes only and does not constitute legal, financial, or real estate brokerage advice. Requirements and laws vary by state and change over time. Consult a licensed professional for guidance specific to your situation.
Published: October 2, 2026 · Last reviewed: October 13, 2026
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