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行业知识 · 经纪人与佣金

很多海外观众习惯“找中介就是找房源”。在美国，房源基本是公开的，你找经纪人，更多是找一个代表你利益、处理整个交易的人。理解这一点，就能理解经纪人之间为什么合作比竞争更重要。

1代理制度：房源是公开的

经纪人拿到房源后录入 MLS，Zillow、Redfin 等网站从中抓取数据公开展示。除了少数不上市交易，绝大部分在售房源所有人都能看到。

所以在美国，买家不需要到处找中介“看房源”，而是选择一位经纪人代表自己，处理看房、出价、谈判、验房、过户中的所有事情。这是与很多国家“中介手握房源”模式最大的不同。

2佣金怎么付：传统做法与 2024 年新规

南加州的住宅交易，传统上由卖方支付佣金，卖方经纪人再与买方经纪人分配。佣金比例从来不是法律规定的，一直可以协商；价格较低的房子比例往往偏高一些，豪宅比例偏低一些。

2024 年更新：美国全国地产经纪人协会（NAR）和解协议后的新规从 2024 年 8 月起生效，MLS 上不再展示给买方经纪人的佣金报价；买家在与经纪人一起看房前，需要签署书面的买方代理协议，写明服务内容和报酬。佣金仍然可以协商，可以由买家支付，也可以在交易中与卖方协商。

在市场特别火热的时期，曾出现部分卖方经纪人或建商压低甚至不提供买方经纪人佣金的情况。李斐的态度是：尊重带客户看房、跑前跑后的买方经纪人，合作才能长久。

3竞争：房源是有限的

从整体看，行业从业者之间当然存在竞争：房源有限，卖家选择谁来代理，几乎决定了谁能获得这笔交易的报酬。

这个行业没有底薪，新人起步很难，大部分交易集中在少数经纪人手中。一旦做出口碑，成交记录、客户评价都会成为天然的背书。

4合作：比竞争更重要

• 卖房需要所有经纪人帮忙：挂牌后，你希望所有手里有买家的经纪人都带客户来看，口碑好、乐于合作的经纪人更容易让房子快速成交。
• 不上市机会靠人脉：不少不上市交易，都是在关系良好的经纪人之间完成的。
• 联手开发房源：不同公司的经纪人可以共同服务一个卖家，优势互补。

反面例子是：明知买家已有经纪人，仍要求对方必须通过自己购买，以拿双边佣金。这类做法会损害经纪人在同行中的名誉，长远来看得不偿失。

在这一行，名誉和合作精神，比抢一单更重要。

常见问题

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How US Real Estate Agents Work Together: Cooperation Over Competition

Please note: This video was published on August 31, 2022. It is more than a year old. Market data, prices, rates, and policies reflect that date and may have changed. Contact us for the latest information.

Industry Basics · Agents and Commissions

Many overseas viewers assume that finding an agent means finding listings. In the US, listings are largely public. You hire an agent to represent your interests and manage the transaction. Understanding that explains why cooperation among agents matters more than competition.

1The Agency Model: Listings Are Public

Agents enter listings into the MLS, and sites like Zillow and Redfin display them. Apart from a small share of off-market sales, almost every home for sale is visible to everyone.

So US buyers do not need to visit multiple brokers to see inventory. They choose one agent to represent them through showings, offers, negotiation, inspections, and closing. That is the biggest difference from markets where brokers control listings.

2How Commissions Work: Traditional Practice and the 2024 Rules

In Southern California, sellers traditionally paid the commission, and the listing agent shared it with the buyer's agent. Rates have never been set by law and have always been negotiable; lower-priced homes tend to carry higher percentages and luxury homes lower ones.

2024 update: Under rules following the National Association of Realtors settlement, effective August 2024, MLSs no longer display offers of compensation to buyer agents, and buyers must sign a written agreement with their agent before touring homes together. Compensation remains negotiable and may be paid by the buyer or negotiated with the seller in the transaction.

During the hottest market periods, some listing agents and builders cut or eliminated buyer-agent compensation. Fei's view: respect the buyer agents who show homes and do the legwork, because cooperation lasts.

3Competition: Listings Are Limited

Of course there is competition. Listings are limited, and whoever the seller hires is very likely to earn that fee.

There is no base salary in this business. Newcomers find it hard to get started, and a small share of agents handles most transactions. Once you build a track record, your sales history and client reviews become built-in credibility.

4Cooperation: More Important Than Competition

• Selling needs every agent: once listed, you want every agent with a buyer to bring clients. Agents with good reputations and a cooperative style sell faster.
• Off-market access comes from relationships: many off-market deals happen between agents who trust each other.
• Joint listings: agents from different brokerages can serve one seller together and combine strengths.

A bad example is telling a buyer who already has an agent that they must buy through the listing agent so the listing agent collects both sides. That damages an agent's reputation among peers and does not pay off long term.

In this business, reputation and cooperation matter more than winning any single deal.

FAQ

This article is for general information only and is not legal, tax, lending, or investment advice. Market data and policies reflect the time of publication and may have changed; please consult licensed professionals and verify independently.