written buyer agreements<\/a>. In the commercial sector, many practitioners are familiar with offers of compensation not being communicated through an MLS. The point is that for many in the industry, these practices are not new, and they are not scary, because they\u2019ve been a part of the fabric of their businesses for a long time. The industry can look to agents and brokers in those states and markets as guides to help others adjust.<\/p>\n\n\n\n\u201cThose of us who\u2019ve been [using written agreements] for decades feel it\u2019s a non-issue,\u201d says Carroll. \u201cIt does not need to create issues for agents, if they have the right skill set and are properly trained.\u201d<\/p>\n\n\n\n
Emphasize Adaptability<\/h2>\n\n\n\n
\u201cLife is filled with choices,\u201d says Lynn Madison, owner of Lynn Madison Seminars \u201cand change is inevitable. You can either wait until the sky falls or change, evolve, and prosper.\u201d Remind agents that the industry has navigated many transitions, including the advent of the internet. \u201cBack then, everyone said we were doomed, would never survive and would go the way of travel agents,\u201d she says.<\/p>\n\n\n\n
To highlight agents\u2019 own resilience and skill, point out they\u2019ve likely adapted to other changes throughout their careers. Just like they did in those situations, they\u2019ll be able to pivot as needed in a changing industry, so long as they\u2019re open to it.<\/p>\n\n\n\n
Establish Clear Processes<\/h2>\n\n\n\n
To make the upcoming industry changes easier to navigate, brokerages should set up a process for agents to follow, Carroll advises. Specifically, they should apply the same standards they\u2019ve created on the seller side\u2014detailed presentations, written agreements, representation specifics and compensation specifics\u2014to the buyer side. \u201cAgents like a familiar context in which to do business, so they can free-flow,\u201d she says. \u201cIf they don\u2019t have that system to give them context, they\u2019re in unfamiliar territory.\u201d<\/p>\n\n\n\n
To standardize the signing process, Carroll provides the following advice when a prospect asks to see a property. First, agents should ask for 20 minutes of the prospect\u2019s time to answer questions and explain their services. During this meeting, the agent should review the process of buying a property and explain the written buyer agreement before asking for a signature. If buyers express concerns, agents can explain how signing is in the buyers\u2019 interest, and a written agreement is required for any MLS participant.<\/p>\n\n\n\n
Train Agents to Discuss Their Value<\/h2>\n\n\n\n
\u201cAs with any business, professionals seeking business have to differentiate themselves from the competition,\u201d Carroll says. \u201cThere have always been and there will always be different brokerage models and brokerage compensation programs,\u201d Madison adds. \u201cWe have dealt with them all these years and will deal with them again.\u201d<\/p>\n\n\n\n
All REALTORS\u00ae should be able to communicate the value of their experience and expertise to consumers. When agents talk to consumers, they should focus on the big themes that matter to them most, such as a REALTOR\u00ae\u2019s ability to reduce stress in a highly complicated, high-stakes transaction; demystify the home buying or selling process; and use their experience to navigate difficult negotiations, write the best offer possible, set the right price for a listing, and help consumers avoid common mistakes\u2014all ultimately saving consumers money and time.<\/p>\n\n\n\n
Start Early<\/h2>\n\n\n\n
To further ease the transition, suggest agents start securing written agreements now, Carroll recommends. Doing so now rather than waiting until the settlement goes into effect is good for the consumer as well, as it sets their transaction up for success. The use of a written buyer agreement ensures that the real estate professional and the buyer have a clear understanding about the value that is being provided and what that equates to in terms of compensation.<\/p>\n\n\n\n
Encourage your team to begin with people they know, including current and past clients, friends and family, business vendors, and community members, she adds. \u201cWhen they\u2019re successful [in getting people to sign], they\u2019ll be less nervous to ask strangers.\u201d Then, celebrate those signings.<\/p>\n\n\n\n
Provide the Right Tools<\/h2>\n\n\n\n
In addition to complying with the mandatory provisions for written buyer agreements, brokerages should make the language in their written buyer agreement simple and understandable, Madison stresses. The document should provide options for the consumer and give both the real estate professional and the consumer the ability to efficiently define the relationship based on the transparent and clear conversation they have when deciding to work together. Ensure that agents are able to explain the options available to buyers and how to communicate the value of an agent.<\/p>\n\n\n\n
<\/p>\n\n\n\n
National Association of REALTORS\u00ae
Reprinted with permission<\/p>\n","protected":false},"excerpt":{"rendered":"
As the industry closes in on changes resulting from the Sitzer-Burnett case, agents are looking for guidance, and brokers should be prepared to help. Real estate is an evolving industry, and it is natural to have questions about how practice changes may impact you and your business. \u201cWhile the industry adapts to the practice changes … <\/p>\n
Continue reading<\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[16,8],"tags":[5,32,4,9],"class_list":["post-24901","post","type-post","status-publish","format-standard","hentry","category-news","category-real-estate-tips","tag-anthony-didonato","tag-news","tag-real-estate","tag-tips","item-wrap"],"yoast_head":"\nHow to Handle Agents\u2019 Concerns About Industry Changes - Real Estate Agent and Sales in PA - Anthony DiDonato Broomall, Media, Delaware County and surrounding areas in Pennsylvania<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.anthonydidonato.net\/wordpress\/how-to-handle-agents-concerns-about-industry-changes\/\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"admin\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/how-to-handle-agents-concerns-about-industry-changes\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/how-to-handle-agents-concerns-about-industry-changes\\\/\"},\"author\":{\"name\":\"admin\",\"@id\":\"http:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/#\\\/schema\\\/person\\\/964792b6994e8cc4cbddc36ad4824908\"},\"headline\":\"How to Handle Agents\u2019 Concerns About Industry Changes\",\"datePublished\":\"2025-05-20T13:58:57+00:00\",\"dateModified\":\"2025-05-20T13:59:00+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/how-to-handle-agents-concerns-about-industry-changes\\\/\"},\"wordCount\":884,\"publisher\":{\"@id\":\"http:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/#\\\/schema\\\/person\\\/964792b6994e8cc4cbddc36ad4824908\"},\"keywords\":[\"Anthony DiDonato\",\"News\",\"Real Estate\",\"tips\"],\"articleSection\":[\"News\",\"Real Estate Tips\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/how-to-handle-agents-concerns-about-industry-changes\\\/\",\"url\":\"https:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/how-to-handle-agents-concerns-about-industry-changes\\\/\",\"name\":\"How to Handle Agents\u2019 Concerns About Industry Changes - 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