The Do’s and Don’ts of Buyer Agency Agreements Every Real Estate Leader Needs to Teach Their Team
Buyer agency isn’t optional anymore—leaders must train agents to present it with confidence, clarity, and care to protect clients and careers.
“To be prepared against surprise is to be trained. To be prepared for surprise is to be educated.” – James P. Carse
Buyer agency isn’t optional anymore—leaders must train agents to present it with confidence, clarity, and care to protect clients and careers.
Here’s what we know: there’s a lot of noise in the market right now. Buyers are confused. Agents are nervous. And somewhere in the middle, buyer agency agreements are waiting.
If you’re a real estate leader, this is not the time to leave your agents guessing. The stakes are too high. Legal risks are real. And if your team isn’t confidently presenting these agreements to buyers—and getting them signed—they’re not just leaving money on the table. They’re leaving themselves wide open to trouble.
Related reading: Why Signing the Buyer Agency Agreement Can Seem Scary to Buyers
Here’s what you should be driving home with your team:
Do’s: Key Practices for Success
As real estate leaders, it’s vital to guide your team on effectively navigating the intricacies of this agreement. This requires not only an understanding of the legal frameworks but also the nuances of clear communication and ethical practices.
Teach your team to:
✅ Always approach the buyer agency agreement with transparency and clarity.
A clear understanding of the terms is beneficial not just for your agent, but for their buyers. Explaining it clearly establishes a solid foundation for their professional relationship. Agents must educate clients about the purpose of the buyer agency agreement, so they should take the time to explain how it protects their clients’ interests, providing them with a sense of security throughout their home-buying journey.
✅Emphasize the importance of reviewing the agreement together.
Agents should always sit down with their client and go over each section to ensure all details are understood. Questions should always be encouraged in order to discuss any concerns buyers might have. This collaborative approach not only builds trust but also showcases your agent’s commitment to upholding their best interests.
✅Highlight their value as a professional.
Agents should clearly outline the services and support they will provide under the agreement. When they can illustrate how their expertise allows them to navigate the complexities of the real estate market—much like hiring an attorney to protect your legal interests or a therapist to help you work through challenges—it positions them as a trusted guide, not just a salesperson. This demonstration of value helps clients realize the advantages of the agreement beyond just legal terms.
✅Present the agreement early in the conversation.
Waiting until the buyer wants to write an offer is too late. Train your team to present the buyer agency agreement as part of the initial consultation, not as a last-minute form. Position it as a benefit to the buyer, not just a protection for the agent. It’s not about forcing loyalty. It’s about demonstrating value early enough that loyalty is earned—and confirmed in writing.
✅Update agreements when necessary.
If there are changes in circumstances or market conditions, ensure that these are reflected in the agreement to avoid any potential misunderstandings. New laws and regulations can change how agents operate, so it’s important to keep on top of industry changes. This proactive management demonstrates your responsiveness and helps maintain a positive client-agent relationship.
✅ Use Buyer Agency Agreements to clarify their role.
In today’s market, buyers often think agents work for them automatically. But that’s not always the case. These agreements help your agents to legally establish who’s representing whom. This is especially critical when multiple offers and dual agency come into play. Help your agents understand: This isn’t just a form—it’s a line of protection that keeps everyone above board.
✅ Practice this conversation through role-play.
This is one of the most important dialogues your agents need to master—and role-playing it makes all the difference. It’s not enough that they understand the agreement, they need to present it to their buyers with confidence. Help your team practice until it becomes second nature.
“Mr. Buyer, just like sellers sign a listing agreement to work with a professional, this agreement is how we establish our professional relationship. It makes sure we’re on the same page about expectations, representation, and compensation—so you’re protected every step of the way.”
Related reading: Key Real Estate Resources – Do’s and Don’ts for Buyer’s Agents Following the NAR Settlement
Don’ts: The Pitfalls to Avoid
When executed correctly, Buyer Agency Agreements can greatly enhance the service experience, offering clear benefits and setting precise expectations for all parties involved. It’s vital, then, to avoid these common pitfalls that could otherwise complicate or undermine these agreements.
Teach your team to:
❌ Never assume the buyer understands the agreement.
One of the biggest mistakes agents make? Rushing through the explanation. If a buyer signs something they don’t fully understand, that can backfire legally—and ethically. Coach your agents to slow down, explain the terms in plain English, and check for understanding. Buyers should be free to ask as many questions as they need to.
❌ Never be vague about your compensation.
Now more than ever, buyers want to know how their agent is getting paid. If your agents are dodging that conversation or not approaching it confidently, they’re undermining trust—and potentially leaving themselves open for issues. Train your team to have transparent, confident conversations about compensation. This is their moment to demonstrate their expertise by outlining all of the options for how they get paid and reassure homeowners that even if the seller offers no compensation, there are options.
❌ Never to leave their loyalty to chance.
A buyer agreement isn’t just a formality—it’s a foundation of trust and professionalism. If your team is still winging it, hoping clients will “just stick with them,” it’s time for a culture shift. When buyers commit in writing, your agents can commit in service. That’s when real loyalty is built. Make buyer agency part of your onboarding, your training calendar, and your daily conversations. Normalize it. Prioritize it. Your agents—and their careers—depend on it.
The Bottom Line for Leaders
This isn’t just about paperwork. It’s about raising the bar for how your agents operate and protect their clients. Done right, buyer agency agreements reduce risk, elevate professionalism, and give your team a clear framework for success.
Related reading: Brett Stomps – The Good & Bad of Buyer Agency Agreements
Related reading: Why Savvy Sellers Should Insist That Buyers Have Representation
Darryl Davis is an award-winning international speaker, real estate and business coach, and best-selling author of three books, all published by McGraw Hill Publishers.
For more than 35 years, Darryl has spoken to and trained more than 100,000 sales professionals around the globe to more than double their production year after year. His book, How to Become a Power Agent in Real Estate, tops Amazon’s charts for one of the most sold books to real estate agents.
He was awarded the Certified Speaking Professional (CSP) designation by the National Speaker’s Association, which is given to less than 2% of all speakers worldwide.
Whether from a stage or Zooming into a virtual room, Darryl’s extraordinary humor, relatability, and natural gift for teaching real-world, results-producing skills and mindsets to audiences have made him a client favorite throughout his career.
Audiences will laugh, learn, and ultimately walk away better prepared for a changing world, with the tools, skills, and training they need to build their businesses with more ease and less stress and to design lives and careers worth smiling about.
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