Ken Deshaies

As a consumer, you can ask your agent to shoulder it entirely, share the risk, or take it all yourself. Each alternative offers a different type of compensation, and the selection can be done with open eyes, full knowledge and no surprises.

As a Realtor®, I have worked with clients who felt my commissions should be cut because their particular transaction seemed simple. They did not understand that for every successful transaction, there are five where my time was spent unsuccessfully - people change their minds, life circumstances change, or a buyer becomes disqualified. But, the work done for each who did not buy or sell was done for free. Our only payment is on successful deals. Consumers whose goals and abilities are clear, however, can engage a qualified agent for less if they are willing to shoulder the risk of compensation for representation. They can have a choice. And so can the agent. Welcome to the new face of real estate."

Ken Deshaies is the author of "How to Make Your Realtor® Get You the Best Deal" and "Get the Best Deal When Selling Your Home".