Can You Negotiate Real Estate Commissions as a Seller? Yes—Here’s What You Need to Know 

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One of the most common questions homeowners ask when selling a home is:
“Can I negotiate the commission I pay a real estate agent?”

The short answer is yes—absolutely.
But here’s the truth: many sellers focus on negotiating commission without fully understanding what they’re receiving in return.

When you shift the conversation from price to value, you put yourself in a much stronger position to save money—and potentially make more.

Should Sellers Negotiate Real Estate Agent Commissions?

Yes, commissions are negotiable, and sellers should never feel uncomfortable discussing them. Transparency in commission conversations is essential in today’s real estate market.

If you’re thinking about negotiating, ask yourself:

• Do I understand what services are included?

• What marketing and protection am I receiving?

• How will this affect my final net proceeds?

Negotiating blindly can cost you far more than it saves.

The Better Question: What Do You Get for the Commission You Pay?

Instead of asking “Can I negotiate commission?”, a smarter question is:
“What services am I receiving for the commission I’m paying?”

If two agents offer the same marketing, exposure, and guidance—but one charges less—then negotiating makes sense. However, a lower commission often means reduced marketing, fewer resources, and less protection during the transaction.

Value matters more than the percentage.

A Smarter Option: The Menu of Services Model 

One of the most seller-friendly approaches in real estate is a menu of services model.

This model allows sellers to:

• Choose their commission 

• Select a service level that fits their needs

• Control how much they invest in marketing and support

On 1245 Team, we offer listing commission options ranging from 1% to 4.5%, depending on the marketing package and services selected. The seller makes the choice—not the agent.

Different Sellers Need Different Levels of Service

Not every home sale requires the same approach. Common service levels include:

• Transaction Management Only – Ideal if you already have a buyer and want expert guidance through the process

• Basic Marketing Package – Essential exposure for experienced sellers

• Standard Marketing Package – Enhanced marketing plus stronger protection and support

• Premium Full-Service Package – Maximum exposure, larger marketing budgets, contractor coordination, and renovate-now-pay-later programs

There is no one-size-fits-all solution—and that’s exactly how it should be.

Do Sellers Have to Pay a Buyer’s Agent Commission?

The answer is no—sellers are not required to pay a buyer’s agent commission.

However, it’s important to understand the market:
📌 Approximately 95% of sellers still offer a buyer’s agent commission.

Why? Because not offering one limits your buyer pool to about 5% of the market. Most sellers want maximum exposure, competition, and strong offers.

Buyer Agent Commission Is Negotiable

Today’s real estate process is far more transparent than it used to be:

• Sellers choose their listing commission

• Buyer agent compensation is clearly stated in the offer

• Everything is negotiable

If a buyer submits a low offer while requesting a higher buyer agent commission, you can negotiate terms. You are never locked in.

The Bottom Line: Sellers Are in Control

This is your home.
This is your investment.
You are in the driver’s seat.

The goal isn’t just to negotiate commission—it’s to:

• Understand what you’re paying for

• Choose the right service level

• Work with an agent who delivers real value

When you focus on value instead of price alone, you set yourself up for a stronger sale and better results.

Thinking About Selling Your Home? Let’s Talk

If you’d like a free consultation to review commission options, marketing strategies, or a menu of services tailored to your goals, we’re here to help.

Our mission is simple: serve you well and help you achieve the best possible outcome when selling your home.

Written By: Nate Johnson & Shawn Derrick

The 1245 Team – Keller Williams Realty

Serving Northern Virginia, Fredericksburg & Maryland 

(571) 477-1245

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