The Other Side of Dual Agency

There’s a phrase in real estate that tends to make agents’ eyes light up: dual agency.

One transaction. One agent. Both sides.

And yes, let’s address the obvious — financially, it can be attractive. When you represent both the buyer and the seller, you have the opportunity to earn both sides of the commission. I’d be lying if I said that wasn’t exciting.

But after navigating dual agency myself, I think we talk far less about the other side of it:

It can be incredibly challenging.

When I represent a seller, my role is clear. I’m focused on helping my client navigate the transaction and make informed decisions that serve their interests.

When I represent a buyer, the same is true.

But when you represent both?

Suddenly, two people with naturally opposing interests are looking to you for guidance at the exact same time.

The seller wants the strongest possible deal.

The buyer wants the best possible terms.

One may want to hold firm while the other wants to negotiate. One may believe something is reasonable while the other thinks it’s completely unfair.

And you’re standing directly in the middle.

That’s where dual agency stops feeling like a financial opportunity and starts feeling like an ethical responsibility.

There are things you simply cannot do for either client in the same way you could if you represented only one side. You have to be extremely conscious of what information you share, how you communicate, and whether something you’re saying could inadvertently favor one party over the other.

And sometimes neutrality doesn’t feel neutral to the people involved.

A buyer may think you’re protecting the seller.

A seller may think you’re advocating for the buyer.

Meanwhile, you may be doing everything possible to make sure you aren’t advocating for either one at the expense of the other.

That can be uncomfortable.

I’ve learned that one of the hardest parts of dual agency is resisting the urge to fix everything.

As agents, we’re problem solvers. We negotiate. We strategize. We advise. We want to get the deal across the finish line.

But sometimes the most ethical thing you can do is present the information, explain the options and consequences, answer the questions you’re permitted to answer, and allow each person to make their own decision.

Even when you know the transaction could fall apart.

Even when your commission is attached to the outcome.

Actually, especially then.

Because earning more commission also means accepting more responsibility.

Dual agency isn’t inherently good or bad. With informed consent, clear boundaries, transparency and the right circumstances, it can work beautifully.

But I no longer look at it and simply think, double commission.

I think: double the awareness. Double the boundaries. Double the responsibility.

And sometimes? Double the stress.

Real estate will teach you very quickly that getting a deal under contract is only the beginning.

Until Next Sunday,

Morgan