Compensation Conversation - Discussing Seller Options

In North Carolina (and nationally), seller-paid buyer agent commissions are no longer assumed or automatically offered via MLS—so explaining this clearly to sellers is now a crucial part of the listing conversation.

Here are some scripts and professional verbiage options you can use to explain seller choices around buyer agent compensation in North Carolina real estate transactions.

🔷 GOAL: Educate, not persuade.

Your tone should be informative, neutral, and strategic, focusing on what’s in the seller’s best interest—not on defending the traditional model.

✅ SCRIPT 1: Balanced, Seller-Focused Explanation

“In North Carolina, sellers have the option to offer a commission to the buyer’s agent as part of their overall strategy to attract buyers.

This isn’t a requirement, but many sellers still choose to offer something—because most buyers are working with agents, and those agents may prioritize homes where their commission is already factored in.

That said, you have control here. You can choose to offer nothing, offer a flat fee, or offer a percentage—whatever aligns with your goals.

I can walk you through what homes in your area are doing right now, what’s commonly seen in this market, and how that might impact your final sale price, buyer traffic, and time on market.”

✅ SCRIPT 2: If the Seller Is Unaware of the Change

“You may have heard about the recent changes in how real estate commissions work. It used to be very common for the seller to offer a commission to the buyer’s agent through the MLS. Although we are no longer allowed to publicly advertise this compensation, we're seeing that most sellers are still offering it, or at least open to considering it with a reasonable offer.

As the seller, you can choose whether to offer that at all, how much, and how to structure it.

It’s important to know, though, that many buyers still expect their agent to be compensated—and if the buyer is responsible for it, that can affect how much they can offer you, especially if they’re tight on cash or financing.”

✅ SCRIPT 3: If the Seller Is Resistant to Paying a Buyer Agent Commission

“Totally fair question. Many sellers ask, ‘Why should I pay the buyer’s agent?’ And the truth is—you don’t have to. But here’s what to consider:

Most buyers are working with an agent, and if you don’t offer compensation, those buyers might either skip over your home or build their agent’s fee into a lower offer.

By offering a commission upfront, you might attract stronger offers and more interest overall."

✅ SCRIPT 4: For Sellers Who Want the Fastest Sale

“If your top priority is to get the home sold quickly and with the strongest buyer pool, offering buyer agent compensation is still one of the best tools we have.

It’s not required, but it sends a message to buyer agents that their clients are welcome—and that they won’t have to negotiate their own fee into the deal.

We can position it strategically so it supports your bottom line without costing you unnecessarily.”

✅ SCRIPT 5: Explaining the Options Clearly

“Here are your options as a seller when it comes to buyer agent commission:

1. Offer a full commission to the buyer’s agent—just like before.

2. Offer a reduced or flat-fee commission.

3. Offer nothing, and let the buyer pay their agent directly OR make a specific request with their offer submission.

Each option has pros and cons, and what works best depends on the price point, location, and competition in your market. I’ll walk you through what we’re seeing right now so you can make the most informed decision.”

✅ Script 6: Seller-Discretion Strategy (No Upfront Offer, But Open to Negotiation)

“So one approach that gives you the most flexibility is not advertising buyer agent compensation up front, but staying open to the idea of contributing toward that fee as part of a competitive offer.

What that means is—we wouldn’t list any set buyer agent commission on our transaction forms. Instead, if a buyer comes in and wants to include their agent’s fee in the offer, you get to evaluate that request as part of the full offer package. You stay in control of the bottom line.

This can be a great option for sellers who want to avoid overcommitting, but still want to encourage activity and give buyers room to structure their offers creatively.

I’ll make sure buyers’ agents are aware that commission is negotiable based on offer terms, so they know you’re not closed off—just being strategic.”

🧠 BONUS STRATEGY: Use Market Data to Guide the Decision

Pull comps or recent listing data to show what other sellers in their area are offering (or not offering) in terms of buyer agent compensation. Unfortunately, unless you have requested this information from a listing agent, or you are pulling info from in-house listings, it may be difficult to have a broad understanding of who is offering what. You may want to do some soft inquiring of any similar homes in the area to see if a listing agent is willing to share whether buyer agent compensation is offered.

Then say:

“Here’s what similar listings in your area are doing right now. The ones offering buyer agent commission are seeing [X%] more showings or selling [X days] faster. That doesn’t mean it’s the only path—but it helps us make a smarter strategy.”