Are Realtors Steering Buyers for Higher Commissions? A Growing Concern in the Fraser Valley

This one is more of a rant—but it’s coming from real conversations happening right now.I’ve had multiple people in the industry bring up the same trend over the past few weeks. I haven’t personally experienced it directly, but I trust the sources enough to take it seriously. And if it’s happening, it’s something buyers and sellers in markets like Surrey and Langley should understand.Because if this trend is real, it changes how deals are getting done in a slower market.

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The Situation: A Slower Market Changes Behavior

Let’s start with the basics.Right now in the Fraser Valley:

• Inventory is higher
• Sales are slower
• Buyers have more choice

In a typical scenario, a buyer might be choosing between 5–10 similar properties. When that happens, the decision usually comes down to:

• Price
• Location
• Condition and upgrades
• Layout and livability

If a property isn’t getting offers, it’s usually simple:

• Buyers don’t see enough value at that price

That hasn’t changed.

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The Trend: Buyer Agents Asking for More Commission

Here’s where things get interesting.What’s being reported is this:After showing a property, some buyer agents are calling the listing agent and saying something along the lines of:

• “My client likes your property, but before we write an offer, will your seller increase the commission?”
• “Another property they’re considering is offering a higher commission—can you match it?”

In some cases, this is framed as a requirement before even bringing an offer forward.

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Is This Allowed?

Technically, commissions are negotiable.There’s nothing inherently wrong with:

• Offering higher commission as a seller
• Structuring deals differently

But the issue isn’t the commission itself.The issue is:

• Are buyers fully aware of what’s happening?
• Is their agent acting in their best interest—or their own?

In British Columbia, there is a requirement for disclosure of remuneration, meaning buyers should be informed of how their agent is being paid.But in reality:

• These disclosures are often buried in paperwork
• Many buyers don’t fully understand them

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The Real Concern: Steering

The bigger concern is steering.That’s when an agent influences a buyer’s decision based on:

• Their own compensation
• Not the buyer’s best outcome

In a tight market, this becomes more tempting.If an agent is struggling to close deals and can earn:

• An extra $1,500
• $2,000
• Or even $4,000

That can influence behavior—whether consciously or not.

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Another Angle: The “Kickback” Model

There’s another layer to this.Some agents operate on a model where they offer buyers:

• Cash back
• Commission rebates

That’s their value proposition.But here’s where things can get murky.If an agent promises a buyer:

• “I’ll give you 20% of my commission back”

There’s an incentive to:

• Increase the commission on the deal
• Ask the seller to “top it up”

So instead of giving up their own income:

• They try to extract more from the transaction

And the buyer may not fully understand how that’s happening.

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What Buyers Need to Know

If you’re a buyer in today’s market—especially in areas like Surrey or Langley—this matters.You should be asking your agent:

• How are you getting paid?
• What happens if a property offers less commission?
• Will that affect what you show me or recommend?

These conversations should happen before you even start viewing homes.

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What Good Representation Looks Like

From my perspective, the value of a real estate agent should come from:

• Market knowledge
• Negotiation strategy
• Guidance through inspections and due diligence
• Understanding contracts and risk

Not:

• Chasing higher commissions

In a slower market, the difference between a good agent and a bad one becomes more obvious.

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Why This Is Happening Now

Markets like the Fraser Valley have changed.We’re no longer in a market where:

• Everything sells instantly
• Agents are doing high volume

Now:

• Deals are harder to come by
• Competition between agents is higher

And when that happens:

• Some people look for shortcuts

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My Take (From Surrey)

Working in the Surrey real estate market, I can say this:

• The market is tougher
• Deals require more effort
• Buyers have more power

But that doesn’t justify questionable behavior.If anything:

• This is when professionalism should matter most

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Key Takeaways

• Some buyer agents may be requesting higher commissions before writing offers
• This raises concerns about steering and transparency
• Buyers may not fully understand how their agent is being compensated
• Commission structures are flexible—but must be disclosed properly
• A strong agent should prioritize client outcomes over compensation

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Final Thought

This may not be happening everywhere—but it’s being talked about enough that it’s worth paying attention to.If you’re buying in today’s market:

• Ask better questions
• Understand how your agent is paid
• Make sure your interests come first

Because in markets like Surrey and Langley, the difference between a good decision and a bad one often comes down to who’s advising you.

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Written by:
Steve Karrasch PREC
Karrasch Real Properties Team
Macdonald Realty