Joe Homs 949-625-4533Real Estate Broker, Pellego · Real Estate Broker at Pellego

NAR Settlement – Why Buyers Must Sign & How Agents Still Get Paid

6 Nov 2025 · 4 min

Watch on YouTube

3:34

In this presentation, seasoned broker Joe Homs explains how the National Association of Realtors (NAR) settlement has fundamentally changed compensation for buyer’s agents. He argues that without a signed buyer representation agreement (BRA), agents risk not being paid. Homs outlines a step‑by‑step conversation framework: start by diagnosing the buyer’s needs, then present a plain‑English BRA that clearly defines term, services, cancellation policy, and compensation options (seller credit, buyer‑paid fee, or hybrid). He stresses the need for a focused showing strategy that only tours homes meeting underwriting criteria, and describes modern 2025 offer‑writing tactics such as handling appraisal gaps, leveraging inspections, and coordinating with lenders. Relationship safeguards like weekly check‑ins and a “no‑ghosting” clause protect the agent’s time. After closing, Homs recommends an onboarding call to handle utilities, tax exemptions, contractor referrals, and warranty reminders, turning satisfied clients into 5‑star reviewers and referral sources. The overall message is urgent and confidence‑building: agents who adopt this structured, value‑first approach will thrive in the new normal, while those who don’t will be left behind.

Chapters

NAR settlement reality check: why buyers must sign and how agents still get paid. If you're a buyer's agent sitting around waiting for the MLS to go back to normal, I've got bad news. That ship has sailed. The game has changed. Today, if you're not getting buyer representation agreements signed, you're not getting paid. Don't panic. I'm going to give you the conversation, the structure, and the confidence to make this Normal with your clients. My name is Joe Homs, 50 years in the trenches as a broker, mentor, and investor. I lived through 17% rates and more lawsuits than I can care to count. The pros adapt. Let's get you paid like one. Start with value before paperwork. You wouldn't walk into a doctor's office and demand a contract before they look at you. Diagnose first. Sit down with the buyer. What is your budget? What's your timeline? Your must-haves. Schools or commute? More important, any lease you're breaking? When people feel heard, they trust you with the next step. Now, present the agreement in plain English. Term, 90 days or 6 months. Services, search strategy, showings, analysis, offer writing, negotiations, inspections, escrow management. Cancellation, if they're unhappy, here's how we part ways professionally. Compensation, crystal clear. Ambiguity kills confidence. Clarity builds it. Walk through compensation options. Sometimes a seller contributes through a credit. Sometimes the buyer pays a flat fee. Sometimes you blend both. Put a $700,000 example on paper and show exactly what 2% looks like as a buyer-paid fee versus a seller credit at closing. Transparency earns signatures. Set a showing strategy. No more real estate tourism. We only tour homes that fit underwriting and buyer's goals. This saves you time, protects your weekends, and positions you as a professional, not a chauffeur. Offer writing in 2025 demands precision. Appraisal gaps, credit versus price reductions, inspection leverage, and lender coordination. You're not a typist, you're a strategist. Tie the advance you give back to why they hired you. Protect your time, Weekly check-ins, lender readiness, and a no ghosting clause. If a buyer vanishes for 3 weeks, you pause the relationship. This is about respect on both sides. Close strong and keep the relationship alive. After closing, do an onboarding call. Utilities transfers, tax exemptions, contractor referrals, warranty reminders. Happy clients leave 5-star reviews. And send referrals. Referrals are pure gold. Agents who master the conversation will thrive in the new normal. The ones who don't will be complaining on Facebook while you stack closings with clients who respect your value and sign happily.