Buyer's agency has broadened the definition of REALTORs® in terms of what they do and for whom. Because the seller pays the commission for both the buyer's agent and the selling agent, both agents actually are working for the seller with the fiduciary responsibility to get the highest price possible for the seller. But the new consumerism has changed that paradigm - buyers want representation, too. That has spawned an entire sub-specialty for agents - those who choose to work exclusively with buyers.

No longer concerned with farming a territory for listings, buyer's agents focus instead on referrals and relocating buyers. They farm corporations, relocation firms and advertise with a wider net to catch not only the in-town buyer, but the transferee as well. Then they are challenged to keep the buyer either by contract or by providing such service that the buyer remains loyal.

Most agents continue to concentrate on listing homes - working with sellers to prepare and present their homes to an ever-changing marketplace. Also working by referral, these agents tend to develop specialties such as a neighborhood, type of home (historic, vacation home,) and price range - luxury, starter, or move-up. With more competition, the seller's agent must work harder to establish an expertise and reputation in their chosen specialties.

Seller's agents also encounter buyers who call from or yard signs, run across the home on the Internet, or attend an open house. Seller's agents are often asked to represent both sides in a dual agency transaction, or if the seller's home fails to suit, they are able to take the buyer and show them other homes, thus becoming the buyer's agent.

Whether an agent is working for the buyer or seller, both sides work hard to make the real estate transaction happen. The seller's agent works to put the home in the most favorable position to sell quickly and at the highest price possible. The buyer's agent works to find the buyer the best home in the market that will fit their needs and at the lowest price. The skill at negotiating the contract separates the professionals from the part-timers, for it is negotiation that keeps the deal from falling through.

But each side has its pitfalls that can prevent the deal from closing. Unreasonable sellers, buyers who buy from other agents, stonewalled negotiations, sellers and buyers who don't tell the truth, the emotional and financial sides of the transaction, and much more can all add up to deal-breakers - some preventable, some negotiable, some not.

So who works harder at making the deal - the buyer's agent or the seller's? What is the most difficult aspect of representing the buyer or seller - marketing yourself, farming for business, building a business, working the deal, handling the emotions of the buyer or seller, negotiating or closing? Where do you put the most effort in a transaction? Where do you feel you really earn your commission? We invite you to write your thoughts to our editor - .

Published: August 24, 1998

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Blanche Evans is the award-winning senior editor of Realty Times, the Internet's leading independent real estate news service. She is featured daily on the Realty Times Video Network in the "Realty Viewpoint" segment. Blanche has been named one of the "25 Most Influential People In Real Estate" by REALTOR Magazine, and has been twice recognized as a "notable." In 2005, she was named "Top Reporter Covering the NAR" by Delahaye-Bacon's. Blanche is a renowned author of five real estate books. Her newest, Bubbles, Booms and Busts: Make Money In Any Real Estate Market, McGraw-Hill, was rave-reviewed by The New York Times. She was also selected from hundreds of real estate experts to contribute to Donald Trump's book, Trump: The Best Real Estate Advice I Ever Received: 100 Top Experts Share Their Strategies, Rutledge Hill Press, and is featured on page 68. Order Now Review - Honors In 2006, Blanche was selected among scores of candidates to author two consumer real estate guidebooks for the National Association of Realtors: The NAR Guide to Home Buying, and The NAR Guide to Home Selling, Wiley & Sons. She is currently planning two new books for the NAR and its members.       Known for her keen insight into real estate industry issues and for her ability to make complex subjects easy to understand, Blanche is a sought-after keynote and continuing education speaker. Real estate organizations from MLSs, to brokerages, to franchisors, to associations hire her to provide up-to-the-minute analysis of real estate industry news and advice on how to improve revenues. Her passionate delivery, peppered with stinging wit, is a huge hit with audiences and fans. Don Klein, CEO Greater Nashville Association of Realtors, Blanche Evans, Richard Courtney, president 2007, GRAR "The GNAR membership meeting last week featured Blanche Evans as the keynote speaker. Her comments and insights resonated extremely well with those in attendance and we have had many requests for copies of her PowerPoint Presentation. She was a terrific part of the membership meeting and convention program!" - Don Klein, CEO Greater Nashville Association of Realtors Coverage from WSMV, Nashville - 8-14-2007 That Interview Guy - Get Inside The Head Of Today's Generation 2007 AE Institute Session - To purchase 2006 AE Institute Session - Parts 1 2 3 4 5 6 7 8 9 HouseValues Mastermind call - Parts 1 2 Blanche's fireside chat with Jeremy Conaway, HAR - Click here. To contact Blanche, email her at . For more articles by Blanche, click here.