How do I handle a commission-free buyer?

Claudia, this is one of the most common moves unrepresented buyers make, and it sounds reasonable on the surface until you look at what you're actually giving up. The short answer: no, it's not a fair trade. That buyer is asking you to discount your price AND you'd be taking on all the liability of managing the entire transaction yourself, both sides. When a buyer doesn't have an agent, the work doesn't disappear. Someone still has to make sure inspections, financing, title, disclosures, and closing deadlines are handled correctly. Without agents on either side, that all falls on you. Here's what to keep in mind: The buyer not having representation is their choice, not your discount. Your home is priced based on market value, not based on who's involved in the transaction. Don't let someone talk you into leaving money on the table just because they chose not to hire a professional. The risk is real. Without an agent on either side, there's no one managing the contract, watching deadlines, or catching problems before they blow up the deal. If something goes wrong with disclosures, financing contingencies, or contract terms, you're exposed. And if that buyer comes back later claiming they didn't understand something they signed, you have no buffer. How to protect yourself: at minimum, hire a real estate attorney to review every document before you sign anything. Better yet, consider bringing on a listing agent who can manage the transaction, negotiate on your behalf, and protect you from liability. The cost of representation is almost always less than the cost of a mistake. Don't give away your equity because someone else chose not to hire a professional. Barrett Henry, REALTOR® RE/MAX Collective (813) 733-7907 nowtb.com

When an unrepresented buyer asks you to “knock 2.5% off the price,” they’re assuming that your agent’s commission automatically disappears. It doesn’t. And more importantly, they’re asking you to give them a discount while taking on more legal risk, more work, and more liability. This is not an even trade. 1. Your listing agreement already determines the commission Your contract with your listing agent spells out: - What you owe the listing agent - Whether there is a separate buyer‑agent fee - Whether the listing agent keeps the full commission if they procure the buyer Most listing agreements say the total commission stays the same whether the buyer has an agent or not. So the buyer’s assumption that “no agent = 2.5% discount” is usually incorrect. 2. An unrepresented buyer is not doing you a favor They are: - Asking for a discount - Asking you to take on more risk - Asking you to navigate legal paperwork - Asking you to negotiate directly with them - Asking you to be responsible for disclosures, timelines, and compliance They are saving themselves money, not you. 3. You take on significantly more legal risk When the buyer has no agent, you become the only guided party in the transaction. That means: - Every disclosure must be perfect - Every deadline must be met - Every document must be accurate - Every conversation can be misinterpreted - Every mistake becomes your liability If something goes wrong, the buyer can claim you misled them, pressured them, or failed to disclose something. A buyer’s agent protects you as much as the buyer. 4. A discount is not automatic — it’s negotiable You are not obligated to reduce the price. If the buyer wants a discount, they need to justify it with: - A clean offer - Strong terms - No contingencies - A fast closing - Proof of funds A discount is a negotiation point, not a rule. 5. Your listing agent can still represent only you Just because the buyer is unrepresented does not mean your agent becomes a dual agent. Your agent can: - Represent you exclusively - Treat the buyer as a customer, not a client - Draft paperwork - Maintain your negotiation advantage - Protect your interests This is the safest structure for you. 6. How to protect yourself from a DIY buyer Here’s the smart seller playbook: - Keep your agent representing only you - Require all communication to go through your agent - Have your agent draft all paperwork - Do not give legal advice to the buyer - Do not negotiate directly - Do not reduce the price unless the offer terms justify it - Document everything Your agent’s job is to shield you from liability and keep the transaction clean. 7. The buyer is trying to turn their lack of representation into leverage But the truth is: - They are harder to manage - They create more work - They increase your risk - They often misunderstand the process - They can derail the deal through inexperience If anyone deserves compensation for the extra work, it’s your agent — not the buyer. Bottom line A commission‑free buyer does not automatically earn a discount. You take on more risk, not less. Your listing agent can still represent only you and protect your interests. If the buyer wants a price reduction, it should be tied to the strength of their offer — not the absence of their agent.