What do you actually say when a buyer says "I'm not signing that buyer agreement"?

Question

I've been talking to agents about this since the NAR settlement. The answers I'm getting are all over the place -- some freeze, some push back hard, some just hope it goes away.

What's YOUR real response? Not the textbook answer -- the thing you actually say on the call when it gets awkward.

Curious how people are actually handling this live, not just in theory.

Janice Carter · Answer

@Tim Bart It is your responsibility as the agent to educate the buyer on why a signed Buyer Brokerage Agreement is necessary and how it protects and clarifies the responsibilities of both parties. If after you have clearly explained it, the buyer still refuses to sign that could be a red flag that you may be working with a difficult buyer who is unwilling to make a commitment.

Caleb Brown · Answer

Agency is required. If they won't sign I will try to find out why, give them value to bridge the gap. Ultimately if they are difficult I will move on, plenty of other clients out there.

Brandon Vukelich · Answer

It's a rather easy conversation in WA, it has been a state law since JAN 2024. These are my exact words: I can't offer you (the buyer) any real estate services (tours, offers, analysis, etc.) without a signed Buyer Broker Services Agreement. If you're not happy with my service after 3 days or 3 weeks, we terminate it. Not a big deal.If they are super hesitant to sign, it's a red flag to me. They're probably intending to moonlight with other agents in my service area.

Emmanuel Richard · Answer

Honestly, by the time it gets awkward on the call, it's usually already too late the real fix is setting the expectation before that conversation ever happens. If a buyer's first contact with you is just a form or a "call me" button with zero context, they show up not knowing what to expect, so the buyer agreement feels like a surprise ambush.

I've started seeing agents pre-frame it earlier a quick qualifying step before booking (are they pre-approved, working with another agent, timeline) that also sets the expectation that working together means signing something. By the time they're on the phone, it's not a shock.

Doesn't eliminate the awkward moment completely, but it happens a lot less when they're not blindsided.

What do you actually say when a buyer says "I'm not signing that buyer agreement"?

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