Hiring a buyer's assistant or buyer's agent can be a very large and expensive decision -- with the duties of a buyer's assistant varying as greatly as their compensation plans. So is it profitable to hire one?

A good buyer's assistant or agent, who works the program for the acquisition of buyers, showing of buyers, writing of contracts, and all other duties relating to the same, will soon discover that the real estate business is very profitable. For a buyer's assistant/agent to effectively complete these items, they might require as much as 50 percent of the commission, sometimes even a commission plus an hourly fee. Let's look at what happens when you pay a buyer's assistant a 50 percent of the gross commission from a sale.

It's your office -- and your systems -- that are most likely producing the buyer leads. This happens through your work and it is translated in overhead. For most real estate agents overhead is between 20 and 40 percent.

Let's take 30 percent as a good average. When you add that 50 percent commission to your overhead, are you making more than 25 percent net profit? If you say, "It might be close," shouldn't you consider just referring the buyer out to an agent in your office for 35 percent and not adding another layer of personnel to manage? This is a personal decision that usually centers on the following questions:

1. Can I refer for a high referral fee?

2. Will that net me more proceeds than bringing on personnel?

3. How good of a manger am I?

4. Can you make your buyer's assistant/agent generate buyer and seller leads?

5. What is the quality and longevity of your referral agent or the candidate for buyer agent/assistant?

6. Where does the closed client's information and contact information reside? What are the chances of leveraging the relationship for the future?

Consider this. Maintain buyer's assistants and agents as salaried individuals and use them in the most labor intensive part of the buyer's system, which is running the buyers around.

This way you're handling the qualification meetings and obtaining the signatures on the Buyer's Brokerage Agreement. You're in charge of lead generation activities, but you have help from the salaried individual. The actual carting around of the buyer will be lessened by virtual tours and other technological advances, but, as we all know, a decision cannot be made unless they're actually physically at the property. This touring of properties can be handled by a commissioned, licensed buyer's assistant or agent; however, I believe this to be a salaried, licensed employee activity and not a commission activity. The actual negotiating should happen with the rainmaker agent involved, and the rainmaker agent should receive all commission income.

This concept flies in the face of many top producers and "current" on the circuit speaking coaches. The reason is that I don't believe the numbers have ever really been studied on a commissioned buyer's agent/assistant. Most speakers on the circuit today have never sold real estate successfully or determined net profit from a top real estate agent's operation. Please reconsider the use of a commissioned buyer's assistant or buyer's agent. When you're using the hoop system, you're only working with qualified buyers anyway. Paying a 50 percent referral fee to a hoop-cleared buyer, I think is a waste of money.

As an alternative, you may be able to use a commissioned buyer's assistant or buyer's agent on the buyers who do not make it through your hoops. These are class "B" and "C" buyers, and you may go ahead and give all these people to the buyer's assistants or buyer's agents.

But why pay the overhead of an in-house person, when you can out-source? All major corporations in this country are learning the advantages of outsourcing. They're not burdened by the overhead of an in-house person, the management responsibilities, the ups and downs, and all the other challenges with an employer, employee, or independent contractor relationship. Outsourcing to another real estate agent for a large referral fee on class "B" and "C" buyers is probably the most profitable method of working with a buyer that you don't want to handle, mainly the ones that don't make it through the hoop system. Carefully consider your methods of delegation prior to hiring the buyer's assistant or agent.

Published: July 12, 2007

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Beginning in the late seventies, Walter re-wrote records in real estate particularly in number of transactions and dollar volume. His best year was 1992 with $72 million in sales. In today’s economy, that would equal to over $133 million dollars per year in personal production sales! He sold a house a day for seventeen years. Now, he is one of the most requested trainers in real estate. Franchises request and mentor his systems, which he has developed. Delegation, net-profit strategies, working hard and still having a life are a few of the easy to implement, low-cost strategies that we are proud to bring you. Some industry decision-makers believe Walter Sanford was one of the top agents in North America during the ‘80s and early ‘90s. To contact Walter, you can email him at or by calling 815.929.9258.