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Commission structures, workload differences, fiduciary duties, and income potential on each side of a Canadian real estate transaction.
Updated March 2026 · Buyer vs seller agent Canada · 7-minute read
Every Canadian real estate transaction typically involves two agents: a listing agent representing the seller and a buyer's agent representing the buyer. While both agents earn commission from the same transaction, their roles, responsibilities, income patterns, and business development strategies are fundamentally different. Understanding these differences is essential for agents choosing where to focus their practice and for consumers understanding who works for whom.
In the standard Canadian commission model (5% total, 2.5% each side), both sides earn the same commission per transaction. However, the economics of running a listing-focused vs. buyer-focused practice differ significantly in practice:
| Factor | Buyer's Agent Focus | Listing Agent Focus |
|---|---|---|
| Commission per transaction | Equal (2.5% side) | Equal (2.5% side) |
| Time per transaction | Higher (showings, offers) | Lower per listing (scalable) |
| Income predictability | Less predictable | More predictable (pipeline) |
| Marketing cost | Lower (leads from teams/referrals) | Higher (property marketing) |
| Brand building | Slower | Faster (yard signs, neighbourhood) |
| Scalability | Limited (time-intensive) | Higher (can list many at once) |
| Income ceiling | Lower solo | Higher with systems |
Canadian real estate law (and provincial regulations) impose fiduciary duties on agents representing clients. These duties differ based on which party the agent represents:
These duties apply equally to buyer's agents and listing agents — but the specific information that must be kept confidential differs. A listing agent must keep the seller's minimum acceptable price confidential. A buyer's agent must keep the buyer's maximum budget confidential.
Following the 2024 NAR settlement in the United States and subsequent CREA and provincial rule changes in Canada, the disclosure of buyer agent compensation has become more explicit. Canadian buyers now receive clearer disclosure of how their agent is being compensated. In some markets, buyers are signing written buyer representation agreements (BRAs) that specify compensation terms before beginning their home search. This transparency is reshaping how buyer's agents communicate their value proposition.
Commission cheques vary month to month — KOHO's free account helps you track spending, set aside HST, and manage cash flow without monthly banking fees cutting into your income.
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