The “Discount” Myth: What Really Happens When a Buyer Comes Direct

There’s a moment that happens more often than people realize: a buyer reaches out directly to the listing agent and says some version of, “Since I don’t have an agent, shouldn’t I get a discount?”

On the surface, it sounds logical. No buyer’s agent. No “other side” to pay. Everyone saves money, right?

In reality, this is where transactions can get messy—fast. Not because direct buyers are “bad,” but because the work, risk, and responsibility don’t disappear when a buyer has no representation. They shift.

And that changes everything.

Why Buyers Think They Deserve a Discount

Most buyers asking for a discount aren’t trying to be difficult. They’re trying to be smart. Here’s what’s usually driving it:

1) “I’m saving the seller money.”

Buyers assume the seller was planning to pay a split commission, so if there’s no buyer’s agent, the seller should have “extra room” to discount the price.

2) “The listing agent gets paid anyway.”

There’s a belief that the listing agent’s job is basically done once the home is listed—so removing the buyer’s agent means less total work.

3) “I found the house myself.”

Many buyers equate “finding the listing online” with doing the buyer agent’s job. Finding a house is one step. Navigating inspections, negotiations, deadlines, loan conditions, appraisal issues, legal disclosures, and closing logistics is the work.

4) “If you represent me too, you’ll make more.”

Some buyers assume the listing agent gets a “windfall,” so they want part of it.

Here’s the truth: when a buyer is unrepresented, the listing agent may earn more on paper—but the scope of work and liability can expand dramatically, and it can feel like triple the effort to get to closing cleanly.

Why Sellers Think They Should Demand a Discount

Sellers often hear, “No buyer’s agent,” and immediately think:

• “Great, we’ll pay less commission.”

• “Why should I pay for a service the buyer isn’t using?”

• “If you’re doing both sides, isn’t it easier for you?”

Sellers aren’t wrong to ask the question. They should understand how compensation works and what value is being delivered. But what many sellers don’t see is the behind-the-scenes reality:

When there is no buyer’s agent, there’s no professional buffer. No translator. No strategist on the other side to manage expectations and keep the buyer moving forward rationally. The listing side often becomes the de facto project manager for everyone.

The Hidden Pitfalls for Buyers Who Go Direct

If you’re a buyer thinking, “I’ll just go straight to the listing agent,” here are the common landmines:

1) You don’t get an advocate

The listing agent’s fiduciary duty is to the seller (even in states where agency relationships vary). That doesn’t mean a listing agent will treat you unfairly—it means the priorities are not the same as yours.

2) You can misread the market—and overpay or under-offer

Without a buyer agent running comps, interpreting trends, and giving you context, many direct buyers swing too high or too low. Both can cost you:

• Too low → you lose the home

• Too high → you overpay or set yourself up for appraisal issues

3) Negotiation becomes personal and emotional

Buyers often underestimate how intense inspection and repair negotiations can get. Without representation, buyers can accidentally escalate conflict or concede too much because they don’t know what’s standard.

4) Deadlines and compliance mistakes happen

A missed disclosure. A late objection. A misunderstood HOA document. A sloppy repair request. These aren’t small errors—they can cost real money or kill a deal.

5) You may lose leverage asking for a “discount”

Ironically, pushing hard for a commission discount can make a seller more guarded and less flexible overall—especially if they sense the buyer is inexperienced or trying to negotiate without understanding the mechanics.

The Listing Agent Reality: “More Pay” Doesn’t Mean “Less Work”

In a typical sale, when both sides are represented, there are two professionals doing two different jobs:

• Listing side: pricing strategy, staging guidance, marketing, showing strategy, seller negotiation, contract oversight, and closing coordination.

• Buyer side: buyer education, comps, negotiation counsel, inspection strategy, lender/appraisal navigation, deadlines, and emotional management.

When the buyer has no agent, those buyer-side responsibilities don’t vanish. They land on the listing agent’s lap—while the listing agent still has the full listing-side job.

That often includes coordinating and communicating directly with:

• the buyer (who may be unfamiliar with norms and deadlines)

• the buyer’s attorney (if applicable)

• lender and loan officer

• appraiser

• inspectors and contractors

• title company and closing team

• HOA/condo management and documentation (often a major undertaking)

And it increases risk: more opportunity for misunderstandings, more time spent explaining, more liability exposure, and more effort required to keep the deal stable.

So no—“both sides” is not automatically a lottery win. It can be a complicated, high-touch transaction that demands more skill, more hours, and more protection of the seller’s interests.

The Bottom Line

Discounts feel like common sense until you look under the hood.

• Buyers ask because they think removing an agent removes cost.

• Sellers ask because they think removing an agent removes work.

• But the reality is: the work and risk don’t vanish. They shift.

Handled ethically, a direct-buyer situation can still close smoothly. But it requires clarity, structure, and experienced guidance—because what looks simpler on paper can become more complex in real life.