🧭 Buyer Agency After the Settlement: How To Get Paid (Ethically), Protect Your Value, and Keep Deals Moving in Ohio

Buyers and agents are still asking the same question: “What happens when the seller is not proactively offering buyer-agent compensation?” Short answer: you still have clear, professional paths to get paid, protect your fiduciary role, and keep your client focused on winning the right home.

I am Mike Ferrante with Century 21 Homestar and the 21 Mike Team, serving Greater Cleveland and all of Ohio. If you have a real estate need anywhere from Central Ohio through Northeast Ohio, go to 21mike.com and click the button at the top to schedule with me or someone on the team. Prefer email? mike@21mike.com.

🎯 The Big Idea

Post-settlement, compensation is a client-level conversation, not an MLS default. Your job is to:

Set expectations in writing with a Buyer Representation Agreement.
Ask for compensation as a term of the offer when appropriate.
Negotiate creatively while keeping your client’s goals and timeline first.
Document your value so clients understand exactly what they are paying for.

This article is educational and not legal advice. Always follow your brokerage policies and State law.

1) Start Right: Signed Buyer Agreement Before Showings 🖊️

Use your brokerage’s Buyer Representation Agreement every time, before the first showing.
Define how you are compensated (source can be seller, buyer, concessions, or a combination).
Clarify the minimum service scope, timeline, and cancellation path.
Use plain language and remove surprises: “If a seller does not offer compensation, we may request it in our offer; if it is not granted and you do not wish to cover it, we move on to another property.”

Why it matters: Without a clear agreement, you risk doing unpaid work and you weaken your negotiating position when compensation becomes part of the offer structure.

2) When The Seller Is Not Offering Compensation: Your Options 🧩

Option A: Ask in the offer.
Include a simple compensation term among price, possession, and credits. Example structure:

Purchase price: $X
Buyer requests seller to pay $X for buyer-broker compensation at closing

If the listing advertises a different amount or “none,” you may still ask. Offers are negotiable.

Option B: Buyer covers it.
If the buyer refuses, move on unless the buyer voluntarily elects to cover the fee. Your agreement should already explain this path so there is no pressure at the eleventh hour.

Option C: Blend it.
Structure compensation through seller concessions if allowed by the loan type and within limits, or adjust price/terms to create room. Coordinate closely with the lender so the deal remains financeable.

Pro Tip: Even if a seller stated “no compensation,” many change position once there is a real offer. You do not need advance permission to ask. Put it in writing and let the seller decide.

3) Pricing vs. Payment: Keep the Client Outcome-Focused 💡

Buyers care about monthly payment and net value, not line-item philosophy. If the property is “the one,” discuss:

Payment delta of raising price versus a concession for compensation
Appraisal risk and whether a modest appraisal gap or price tweak makes sense
Alternative homes where the economics may be cleaner

If the numbers or risk do not work, move on quickly and protect your client’s leverage.

4) Protect Your Value: Make Your Work Visible 📋

Most buyers underestimate what you do. Make it obvious and documented:

Strategy call, lender alignment, and budget design
Neighborhood and micro-market analysis (zip-code and block-level comps)
Property vetting (permits, point-of-sale requirements, lead-safe items, POS escrow norms by city)
Offer architecture (timelines, contingencies, appraisal plan, inspection language)
Vendor coordination (title, inspectors, contractors, insurance, property managers for investors)
Contract management through close (deadlines, addenda, compliance)

Include a one-page “What I Do For You” with your Buyer Agreement so compensation has context.

5) Scripts You Can Use 🗣️

When the buyer asks, “Will you reduce your fee?”

“My fee reflects the strategy, analysis, and risk management that increase your odds of winning the right home on the right terms. If a seller will not contribute, we can request it in the offer. If they refuse and the numbers do not work for you, we will move on. My job is to protect your outcome first.”

When the listing shows “no buyer comp”:

“Understood. Our offer will include a buyer-broker compensation term along with price and possession. Please present all terms to your seller.”

When the buyer wants the house but refuses to cover compensation:

“Totally your choice. If you are unwilling to cover it and the seller declines, we will continue searching for a home where the structure fits your budget.”

6) Amending Compensation (If Circumstances Change) 🧾

If you and your buyer agree to change the compensation terms (up or down), amend the Buyer Agreement in writing before or concurrent with the offer. Keep a short file note:

Why the change (scope of work expanded, timeline extended, unique complexity, builder bonus handling, etc.)
Buyer acknowledgment that they understand and agree

Documentation avoids confusion later and supports you if the file is ever reviewed.

7) Compliance & Professionalism ✅

Avoid discussing amounts with other agents beyond your specific offer terms.
Keep fair housing front and center; do not allow compensation issues to steer clients or limit marketing audiences.
Make sure your lender validates any concession or pricing structure for the loan program.
Use clear, neutral language in the contract. No side deals, no verbal promises.

Quick Checklist For Agents 🧪

Buyer Agreement signed (compensation sources explained)
“What I Do For You” value sheet delivered
Lender aligned on concessions vs. price and appraisal strategy
Offer includes compensation term when needed
If changing comp, Buyer Agreement amended in writing
Title company aligned; timelines realistic; all terms clear

Need Templates Or Talk Through A Tough Scenario?

I am happy to share:

A Buyer Representation Agreement walkthrough
A one-page Buyer Value Sheet
Sample offer clause language for requesting buyer-broker compensation
A short client explainer you can email or text before showings

Work With A Team That Knows Ohio’s New Normal

From Cleveland to Columbus and everywhere in between, my team is helping buyers and agents navigate post-settlement realities while keeping transactions smooth and compliant.

👉 Go to 21mike.com and click the button at the top to schedule with me or someone on the 21 Mike Team.
📩 Prefer email? mike@21mike.com.

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Protect Your Value – Buyer Agency After the Settlement!