We explain typical commission structures, recent market reporting, and the tradeoffs that come with discount broker models and flat-fee listings. Use this as a starting point to model net proceeds and document any negotiated changes.
Realtor commissions are the fees sellers commonly pay to compensate the listing agent and the buyer agent when a home closes. These fees are most often calculated as a percentage of the sale price and paid from seller proceeds, but the exact amount and how it is split are negotiated between the parties.
In many markets the traditional structure has been a combined seller-paid commission that is shared between the listing agent and the buyer agent, and this setup is described in industry reporting and seller profiles.
The way commissions are set depends on several factors, including local custom, the agent business model, and state-level practices; for an overview of buyer and seller compensation and how it is reported, see the NAR profile of home buyers and sellers NAR profile of home buyers and sellers.
Business models influence accepted rates. Full-service agents typically bundle marketing, open houses, negotiation and contract management into a single percentage fee, while discount or limited-service agents offer fewer bundled tasks and lower headline fees.
Quick net proceeds estimate for a seller to compare commission structures
Use as a rough comparison
State regulation and local MLS rules also shape how compensation appears in listings and how buyer-agent payment is shown to sellers and buyers, which is one reason commissions are treated as negotiable rather than fixed in many places.
When a seller pays a commission, the amount is typically stated in the listing agreement and then shared between the seller’s listing agent and the buyer agent according to the agreed split. The listing agreement should specify who pays what and what services are included.
Sellers should confirm who covers buyer-agent compensation if they are exploring nontraditional fee arrangements so there are no surprises at closing.
Historically, total seller-paid commissions in the U.S. have commonly clustered around roughly 5% to 6% of the sale price, split between listing and buyer agents, as a widely cited reference range in seller guidance and market profiles NAR profile of home buyers and sellers.
That historical reference point helps sellers form expectations when they interview agents, but reported averages can mask local differences in dense urban markets or high-value suburbs.
More recent market data show some downward pressure on buyer-agent shares in certain quarters, with reporting that buyer-agent portions have fallen into lower ranges in 2024 and 2025 in parts of the market Redfin data on commission trends.
Published averages and quarterly reports are useful context, but they can hide variation by property type, price point, and local demand, so sellers should treat them as background rather than a fixed rule.
Full-service listing agents typically charge a percentage fee and include a set of tasks: listing on the MLS, professional photos, coordination of showings, negotiation, and contract work. That bundled approach is why percentage fees tend to be higher with full-service representation.
Discount brokerages and limited-service agents lower the headline fee by unbundling or reducing those services, for example offering a flat-fee MLS listing or charging separately for marketing and staging.
Flat-fee MLS listings, buyer-rebate programs, and discount broker models can reduce or replace traditional percentage commissions, sometimes offering flat amounts or fees well below the 5% to 6% norm, though the exact availability and terms vary by market and provider.
When fees are lower, sellers should expect tradeoffs. Reduced marketing, fewer open houses, or limited agent availability can result from lower-fee models, and those tradeoffs may affect the number of showings or the final sale price.
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Start by gathering local comparable sales and asking for sample net sheets from agents under different fee scenarios. Comparing estimated net proceeds under realistic price assumptions helps show whether a lower headline fee actually improves the seller’s bottom line.
Ask agents to provide written examples of recent listings where they accepted a reduced fee and include the sale outcomes so you can compare cases that resemble your property.
Common seller tactics to lower fees include offering tiered commission splits where the buyer-agent share increases if the buyer brings a full-price offer, unbundling services so the seller pays separately for marketing, and soliciting multiple bids to compare service and net proceeds.
Any deviation from a standard commission should be written into the listing agreement. Document the scope of services, who pays buyer-agent compensation, and any separate marketing fees so the contract reflects the negotiated terms.
Factors that commonly allow lower commissions include a high-demand local market, a higher-priced property where an agent may accept a smaller percentage, and a seller willing to accept limited or unbundled services, as seen in market analyses and seller guidance Realtor.com guidance on commissions.
Compare net sale proceeds rather than headline percentages, and ask for written net sheets that model likely sale prices under each fee option so you can see estimated proceeds after fees and expenses.
The lowest commission varies by market and service level; while traditional total seller-paid commissions have often clustered around 5% to 6%, discount models and negotiated splits can reduce fees, though sellers should compare net proceeds and service tradeoffs before accepting a lower rate.
Also consider how reduced marketing or fewer showings might change buyer traffic; in some cases lower fees correlate with less outreach and fewer competitive bids, which can reduce the final price and offset commission savings.
A frequent mistake is focusing on the percentage alone without modeling net proceeds. A lower fee that comes with weaker marketing or fewer showings can reduce the sale price enough to erase any commission savings, so always run the numbers.
Another mistake is relying on verbal assurances. If an agent agrees to a lower fee or different service levels, require those terms in writing in the listing agreement and an explicit marketing plan so expectations are clear.
Failing to check an agent’s track record on similar lower-fee deals or not asking for recent references can also leave sellers exposed to poor execution when they need to attract buyers and manage negotiations.
Scenario: a seller with a high-value home in a very hot local market may find a listing agent willing to accept a lower percentage because the likely sale price means the agent still earns a satisfactory commission in absolute dollars; when that happens, confirm the agent will still provide full marketing and negotiation services similar to their standard package.
Scenario: a flat-fee MLS listing can cut seller costs, which may make sense if the home is priced to move quickly and the seller will handle showings and some marketing, but that path typically reduces exposure to buyer agents and may require the seller to coordinate more tasks.
For any scenario, run a net-proceeds comparison that includes the expected sale price under realistic exposure assumptions, the proposed fees, and estimated closing costs so you can judge whether a lower commission truly improves your outcome.
Confirm which services are included and which are extra, and get that list in writing. Ask specifically about photography, open houses, paid marketing, and who will handle negotiations and contract paperwork.
Request recent sell-side examples where the agent accepted a reduced fee and ask for the resulting net proceeds so you can compare similar outcomes, and ask for a written net sheet comparing options.
Ask how buyer-agent compensation will be shown in the MLS and whether the agent expects you to pay any additional listing costs if certain marketing items are needed.
Lower commissions can save money, but the key question is whether the reduced fee changes marketing, showings, or negotiation quality enough to lower the sale price and net proceeds. Verify service scope, compare written net sheets, and document any fee changes in the listing agreement.
When you interview agents, ask for written service scopes, sample net sheets, and recent examples of similar listings where they accepted different fee arrangements; use those documents to compare expected outcomes and to record any agreed fee changes in the listing contract.
FinancePolice can be a resource for plain-language checklists and templates to help you compare proposals and document decisions without promising outcomes or results.
Yes. Commissions are typically negotiable. Ask agents for written proposals, compare net proceeds under different fee structures, and document any agreed changes in the listing agreement.
Not always. Lower commissions can reduce marketing or showings and may lower the sale price enough to offset the fee savings, so compare modeled net proceeds before deciding.
Ask which services are included, for recent examples of similar reduced-fee sales, and for a written net sheet showing estimated proceeds under the proposed fee.


