Listing Agent vs. Selling Agent

In the world of real estate, there are many moving parts — and just as many professionals playing critical roles behind the scenes. Two of the most common (and often misunderstood) roles are that of the listing agent and the selling agent. While these two agents often collaborate in the same transaction, their responsibilities, loyalties, and functions differ significantly.

Whether you're planning to buy or sell a home, understanding the difference between a listing agent and a selling agent can help you make smarter, more informed decisions throughout the process.

What Is a Listing Agent?

A listing agent represents the home seller. Their primary responsibility is to help the seller list, market, and sell their property for the best possible price and terms.

Core Responsibilities of a Listing Agent:

• Pricing the Home: Using comparative market analysis (CMA) and local market knowledge to recommend a competitive listing price.

• Marketing the Property: Professional photography, MLS entry, online syndication, social media promotion, open houses, flyers, and email campaigns.

• Advising the Seller: Offering guidance on staging, repairs, legal disclosures, and strategic timing.

• Negotiating Offers: Reviewing buyer offers, counteroffers, and negotiating terms on behalf of the seller.

• Coordinating Inspections and Closing: Facilitating inspections, appraisals, and paperwork leading up to the closing table.

Who Hires the Listing Agent?

The homeowner signs a listing agreement with the agent, typically granting them exclusive rights to market and sell the property for a specified period (commonly 90-180 days).

What Is a Selling Agent?

While it may sound counterintuitive, the selling agent actually represents the buyer in a transaction. They are also referred to as the buyer's agent. The term "selling agent" is used because they are the ones who bring the buyer to the transaction — ultimately helping “sell” the property from the buyer's side.

Core Responsibilities of a Selling Agent:

• Helping the Buyer Find a Home: Searching listings, scheduling showings, and identifying properties that meet the buyer’s criteria.

• Market Insight and Advice: Explaining pricing trends, neighborhoods, school districts, and resale potential.

• Negotiating on Behalf of the Buyer: Writing offers, requesting concessions, and negotiating repairs or credits after inspections.

• Navigating the Process: Guiding the buyer through financing, due diligence, appraisal, and closing timelines.

• Protecting the Buyer's Interests: Ensuring the buyer understands contracts, contingencies, and disclosures.

Who Hires the Selling Agent?

The home buyer usually signs a buyer representation agreement, giving the agent the right to represent them in their search and purchase.

Why the Terminology Is Confusing

Many people logically assume that a selling agent represents the seller. In everyday conversation, that assumption would make sense. However, in real estate, the selling agent earns the name because they help “sell” the home to their buyer.

Here’s a simple way to think about it:

Do They Work Together?

Yes — often, a real estate transaction involves both a listing agent and a selling agent. The listing agent lists and markets the property, while the selling agent brings the buyer. Once an offer is accepted, the two agents work together to coordinate inspections, appraisals, repairs, and final paperwork — all while representing the best interests of their respective clients.

In some cases, both roles are handled by the same agent. This is called dual agency, and it’s legal in some states (with disclosure and consent). However, dual agency can raise concerns about impartiality, which is why many buyers and sellers prefer having their own dedicated representation.

How Are Listing and Selling Agents Paid?

In most residential real estate deals, the seller pays the total commission, which is then split between the listing and selling agents. The typical total commission ranges from 5% to 6% of the home’s sale price.

For example:

• Sale price: $500,000

• Total commission: 6% ($30,000)

• Listing agent receives: $15,000

• Selling agent receives: $15,000

The agents then split their commission with their brokerages, according to their individual agreements.

Note: Buyers typically don’t pay their agent directly out of pocket — often times the agent’s commission is factored into the sale.

Who Should You Hire First?

If you’re selling a home, your first step is to hire a listing agent. They’ll help you prepare your home, set the right price, and launch the listing to attract buyers.

If you’re buying a home, you’ll want to start by hiring a selling (buyer’s) agent who can help you navigate the local market and represent your interests throughout the transaction.

Choosing the Right Agent

Whether you're buying or selling, your success depends on having the right agent in your corner. Here’s what to look for:

For Listing Agents:

• Strong local market knowledge

• Proven marketing strategy

• Professional photography and online presence

• Great negotiation skills

• Positive client testimonials and reviews

For Selling Agents:

• Responsiveness and availability

• Knowledge of neighborhoods and pricing trends

• Experience negotiating purchase offers

• Access to listings before they hit the market

• Connections with lenders, inspectors, and title companies

What About Brokerages That Represent Both?

Many real estate brokerages, like VIP Realty, have both listing specialists and buyer’s agents under one roof. This creates a collaborative environment where both sides of the deal can move faster and more smoothly — especially when handled by professionals familiar with one another’s processes.

Final Thoughts

The roles of listing agent and selling agent are both crucial to a successful real estate transaction — but they are not interchangeable. Understanding the difference ensures you work with the right expert, whether you’re looking to buy your first home or sell a property for top dollar.

Both agents play key roles in pricing, negotiating, and closing — but their loyalties, goals, and strategies differ based on who they represent.

Looking for expert help buying or selling a home?
Let VIP Realty connect you with a top-rated listing or buyer's agent in your area. Our team combines local market expertise with cutting-edge digital marketing to ensure you succeed in any real estate market.

Contact VIP Realty today for a free consultation.