A broker working with a buyer
Some buyers choose to be represented by a real estate broker when looking for a home. When this happens, the procedure for the sale isn’t very different from a sale without an intermediary. You prepare the same way.
The main difference is that you won’t necessarily be dealing with the buyer but their broker. This broker will surely be present during the home visit and will be the one to submit the offer to purchase on behalf of the client, using their own forms.
Broker’s compensation from the buyer
The compensation for the broker working with your buyer will be set out in the brokerage contract for purchasing, which is signed between buyer and broker. This commission could be paid to the broker out of the selling price by the notary.
The buyer generally has 2 options:
1. Paying the broker directly, if the buyer has the means to do so (in which case, you are not involved);
2. Adding the broker’s fee into the purchase price, for instance, including it in the mortgage amount. The buyer must then increase the amount of their offer to you to account for this. You should therefore check whether or not the commission is included in the selling price, to confirm that the amount going to you is satisfactory.
Call our notaries
We strongly advise that, before you sign a document given to you by a buyer’s broker, you contact a notary at DuProprio* or in private practice to make sure you understand the contents completely and that the contract respects the terms of your agreement.
Clause R 2.5 of Appendix R
If the amount of the commission is included in the selling price, you’ll find the details in clause R 2.5 of Appendix R in the offer to purchase used by the broker. Make sure the amount indicated in the appropriate location (shown in the red box in the image below) is actually the amount you wanted to get from the sale of your property. 
Tip from a coach
During a negotiation, keep in mind that you don’t have to accept an offer if you feel you won’t reach your objectives. Everything relating to the broker’s compensation can be negotiated between the parties. Our real estate coaches can help you prepare to negotiate with a buyer or their broker. They’re available by scheduling an appointment at 1 866 387-7677.
* Depending on the package selected.