Revolution in real estate: How the NAR settlement is changing the game

The real estate sector is going through changes that will reform the industry. This change follows the agreement made by the National Association of Realtors (NAR) and Sitzer-Burnett, a group of home sellers in a class-action lawsuit filed in Missouri federal court.

Defendants are Anywhere Real Estate, Berkshire Hathaway HomeServices, HomeServices of America, Keller Williams Realty, and RE/MAX. The plaintiffs claimed that real estate commission rates are too high, buyers’ representatives are overpaid, and the NAR’s Code of Ethics and MLS Handbook, along with the corporate defendants’ practices, lead to inflated commission rates. This alteration to established practices concerning broker fees is set to reshape how agents, buyers, and sellers engage in the market.

The NAR settlement focuses on the framework of real estate fees, which traditionally mandated that sellers cover both their agent’s fee and the buyer’s agent’s fee. With the deal in place, there will be adjustments to this practice with the aim to promote transparency and competition within the real estate industry. This pivotal change is set to significantly alter the dynamics between real estate stakeholders.

Real estate agents are likely to experience the most direct impact of these changes. The traditional security of commission-based earnings may now depend significantly on the agent’s ability to negotiate terms directly with their clients.

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For buyers, the settlement could mean a shift toward more visible and possibly lower costs, empowering them with better negotiation leverage. However, with sellers not having to pay the buyer’s agent/broker commissions, buyers could have to come up with the cash themselves in order to pay an agent to represent them. This could be a challenge for homebuyers as a large sector of first-time home buyers may be strapped for cash. Meanwhile, sellers might benefit from a more competitive market spurred by this change, potentially leading to reduced costs of selling homes and altering their approach to listing and negotiations.

This NAR settlement is ushering in a completely different design for real estate commissions, emphasizing transparency and direct negotiation between agents and their clients. This regulatory upheaval prohibits the traditional practice of listing buyer broker compensation in MLS listings, compelling agents to justify their fees directly to their clients. As a result, agents are likely to see a more varied commission model landscape, including potentially lower rates as competition intensifies, with projections suggesting rates could drop to 1%-1.5% per agent. This shift is expected to drive significant innovation within the industry. 

Agents may increasingly adopt diverse pricing strategies, such as hourly rates or flat fees, tailored to the specific needs and transactions of their clients. Additionally, this could lead to the development of new business models, like AI-driven real estate services, which could radically alter how agents interact with clients and handle transactions. Agents who adapt quickly and effectively, offering clear value and transparent practices, will be better positioned to thrive in this evolving market. This transformative period in real estate is not just about adjusting to new rules but also about seizing the opportunity to stand out in a crowded field by enhancing service delivery and client satisfaction.

The long-term economic impacts of these changes are still unfolding. Lower transaction costs could encourage more activity in the housing market. This could be especially advantageous in markets currently considered sellers’ markets, where high expenses may discourage buyers. The increased competition among real estate agents might also drive innovation in the services offered, further benefiting consumers.

Initial responses from industry professionals indicate a mix of concern and hope. While some agents worry about decreasing earnings, others are optimistic that this shift will result in a more efficient and client-centered market. Consumers, buyers, and sellers are gradually recognizing these changes and their possible advantages, although it may take time for acceptance and understanding of the consequences to develop.

Ultimately, the NAR settlement marks a significant pivot in real estate practices, with potential benefits for all parties involved. As the industry adapts to these changes, stakeholders at all levels will need to stay informed and flexible, and be ready to spearhead the new landscape of real estate transactions.

Editor’s note: This is the second installment of a monthly real estate column written by Kelley Regan, aimed at providing Eden Prairie residents with insights into current real estate trends. Regan has lived in Eden Prairie since 2004 and has over 28 years of experience in real estate, focusing on senior housing, first-time homebuyers, and negotiation strategies. Beyond her professional role, she volunteers with local organizations, including The PROP Shop and the Eden Prairie Historical Society.