Do I Pay a Realtor for Presale? Here's How It Actually Works

One of the most common questions I get from first-time buyers and new investors is: "If I use you to buy a presale condo, how much do I have to pay you?" The answer is simple, but it surprises almost everyone: $0. When you buy a presale condo or townhome in British Columbia, using a specialized presale realtor costs you absolutely nothing out of pocket. The developer pays the realtor's commission. But if it is free, why doesn't everyone use a realtor? Usually, it is because buyers think they can get a better deal by walking into the presentation centre alone. Unfortunately, that is the biggest and most expensive mistake you can make in the presale market. Let us break down exactly how realtor commissions work in presales, why the developer is happy to pay us, and why walking in without representation is a massive risk. The Myth: "If I Don't Use a Realtor, the Developer Will Give Me a Discount" This is the number one misconception in the presale world. Buyers think: "If the developer does not have to pay a realtor a 3% commission, they will just take that 3% off the purchase price for me." This never happens. Developers do not discount the purchase price if you come in unrepresented. Why? Because presale pricing is heavily regulated by the developer's lenders. The bank financing the construction requires the developer to sell units at a specific price point to prove the project is viable. If the developer suddenly drops the price of a unit by $15,000 just because you did not bring a realtor, it devalues every other unit in the building and messes up their financing model. If you walk into a presentation centre without a realtor, you pay the exact same price for the condo. The only difference is that the developer's internal sales team keeps the commission instead of splitting it with your representative. You saved no money, but you gave up your only advocate. Who Does the Presentation Centre Staff Work For? When you walk into a beautiful presale presentation centre, you are greeted by friendly, professional sales staff. They will offer you coffee, show you the gorgeous display suite, and walk you through the floor plans. They are incredibly helpful, but you must…

This article is part of the PresaleProperties.com BC real estate guide library. It is intended for buyers comparing presale condos, townhomes, assignments, deposits, completion timelines, neighbourhoods and developer incentives across Metro Vancouver and the Fraser Valley.

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