# Buyer representation agreement before touring homes: how to explain it on Mac in 2026

> Explain the buyer representation agreement before touring homes, what NAR's 2024 rule requires, and how to cover fees and exit terms in plain words.

URL: https://www.lazur.app/for/realtors/problems/explain-buyer-agreement-before-tours
Updated: 2026-11-06

Before you tour a home with a buyer, they need to sign a written buyer representation agreement with you. Since August 17, 2024, NAR's consumer guide says this applies to in-person tours and virtual tours alike. This page covers what the rule requires, what the conversation has to include, and how to explain it in a way buyers actually follow.

## Quick answer

- Buyers must sign a written buyer representation agreement before touring a home with you, in person or virtually.
- Compensation must be clearly defined. It cannot be open-ended or a range.
- Explain the agreement on the first call, in plain words, and state your fee as one number.
- A touring agreement and a full buyer agency agreement are different. Say which one you are offering.
- Keep signed copies and key terms in one tracker, and follow your brokerage's rules on client data.

## What explaining buyer agreements before tours costs you

- **Tours that stop halfway.** When a buyer learns about the agreement at the front door, the tour stops. You then step back, explain again, and wait for a signature. That delay can cost you the afternoon and the buyer's momentum. Some buyers do not come back.
- **Trust that is hard to rebuild in one call.** Gallup's December 2025 survey found 17% of Americans rate agents' honesty and ethics as high. In 2022 the figure was 24%. A buyer who feels rushed into paperwork may connect you with that doubt, even if you did nothing wrong.
- **Questions from your brokerage.** Your brokerage may check whether a signed agreement came before the first tour. If the file shows a signature after the tour, you may need to explain why. Ask your broker how they log signing dates.
- **Time out of your week.** NAR's 2026 member profile reports that Realtors work a median of 35 hours per week. Every explanation you repeat, and every fix after a missed signature, comes out of that week. Fix the routine once, then reuse it.
- **The buyer's money.** A buyer who does not know the fee may agree to terms they did not understand. CFA says buyers should negotiate agent pay in dollar terms. Clear numbers protect the buyer and you, and they make the conversation shorter.

## Why it happens

1. **The rule is new and the habits are old.** The requirement took effect on August 17, 2024. Many agents still open a tour with a verbal plan and a hope that the paperwork comes later. Old habits carry over until a checklist replaces them.
2. **Buyers have never had to think about your pay.** Redfin's February 2024 survey found about 28% of recent buyers who used an agent did not know the amount. About 17% did not know how it was set, and 19% did not know who paid it. Many buyers arrive at the first tour with no idea what they are agreeing to.
3. **Agreements read like contracts, not conversations.** Full agreements commit the buyer, often exclusively, and set the agent's fee. Effective Agents describes its own agreements as editable contracts, not government forms. Buyers see the word exclusive and stop reading. Your job is to slow down and name what matters.
4. **Two documents with one name.** People say buyer agreement for both a touring agreement and a full buyer agency agreement. A touring agreement is shorter and has no exclusivity. A full agreement commits the buyer more. Mixing them up leads to promises you did not mean to make.
5. **The conversation happens too late.** Agents often raise paperwork after the buyer has fallen for a house. At that point the buyer feels pressure. CFA warns that some buyer agents press buyers to sign a financial commitment before a showing. Your explanation should come first, before anyone reaches the lockbox.

## How to fix it

- **Send the agreement before the tour, in writing.** Email the agreement ahead of the first showing if you can. Add one short cover note that names the agreement type and the expiry date. Save the wording in Gmail under Settings > See all settings > Advanced, then turn on Templates. Sign on the day, before the first stop.
- **Put the fee in one number.** Write the fee as dollars or one percentage. Suppose the agreement says 2% of the sale price. On a $500,000 purchase, that is $10,000. CFA's suggested target is 2% or less. Say the number out loud and let the buyer repeat it back in their own words.
- **Offer a touring-only option when a buyer is not ready.** CFA suggests a touring agreement with no financial commitment. Effective Agents notes that touring agreements usually have no exclusivity and expire after a short time. Some attorneys question whether a bare touring form meets every state's rules, so get your broker to approve the form first.
- **Read the exit terms out loud.** NAR's guide says agreements may have specific conditions under which they can be exited. Read the expiry date and those conditions aloud before the buyer signs. Ask the buyer to say, in their own words, when the agreement ends. A short quiz beats a long apology later.
- **Keep a one-page explainer you can print.** Build a single page in Google Sheets or Pages. List the agreement type, the fee, the expiry date, and the exit terms. Print it or save it as a PDF. Apple's Preview guide says you can fill out PDF forms and add a signature, so the page can double as a signing sheet.
- **Check the open house rule before a private showing.** NAR's guide says a visitor who attends an open house on their own does not need a signature. Once that visitor asks you to represent them for a private showing, the rule changes. Get the agreement first, then book the tour. Ask at the door so nothing is a surprise.

## What the NAR rule requires before a tour

Since August 17, 2024, NAR's consumer guide says buyers are asked to sign a written buyer agreement after they choose a professional. They must sign it before touring a home with that professional. That covers tours in person and tours virtually. Get the signature first, then show the house.

The rule is about touring with you as the buyer's representative. A visitor who walks through an open house on their own does not need to sign one, according to NAR's guide. Florida Realtors notes that a host working only for the seller does not need a buyer agreement either. Virtual tours do need one.

## Who needs a buyer agreement and who does not

- A buyer you take on a private tour in person: get the signature first.
- A buyer on a virtual tour you lead: get the signature first.
- A visitor at an open house who comes on their own: no signature needed under NAR's guide.
- A host working only for the seller at an open house: no buyer agreement, because they work only for the seller.
- Any state with an earlier requirement: follow the state rule, which can be earlier than the tour.

Florida Realtors says a written agreement can be entered at any point, but no later than before the tour. Earlier is fine. Waiting is not. Check your state and brokerage rules, because some states may ask for more than NAR's guide describes.

## What the buyer agreement conversation has to cover

Your compensation must be clearly defined. NAR's guide says it cannot be open-ended or a range. Examples it gives include $0, a flat fee, a percentage, or an hourly rate. Say which one applies, in plain numbers, before the buyer signs anything.

Agreements can also set conditions for ending them. NAR's guide says an agreement may have specific conditions under which it can be exited. Ask your broker what your template says about the expiry date and exit terms. Read those lines aloud before anyone signs.

## Touring agreement vs full buyer agency agreement

Many buyers hear the phrase buyer agreement and think it is one document. It is not. A touring agreement and a full buyer agency agreement do different jobs. Effective Agents describes the difference in plain terms, and the table below uses its summary.

| Feature | Touring agreement | Full buyer agreement |
| --- | --- | --- |
| What it covers | Touring services only | Commits the buyer and sets the agent's fee |
| Exclusivity | None | Often exclusive |
| Compensation for touring | None to the buyer's broker | Set in the agreement |
| Financial commitment | CFA suggests none | Commits the buyer |

_Touring agreement vs full buyer agreement, per Effective Agents and CFA._

A touring agreement is usually short, expires after a short time, and has no exclusivity. Effective Agents also notes that some attorneys argue a bare touring agreement may not satisfy every state's requirements. Do not assume one form works everywhere. Ask your broker which form your state accepts.

> **Do not sign for the buyer:** Let the buyer read every line. Do not fill in their fee, dates, or signature before they say yes. CFA advises against signing contracts that a buyer cannot read or understand.

![Real estate agent meeting a buyer to explain a buyer representation agreement before a home tour](https://lfobmih1tpj3sgpo.public.blob.vercel-storage.com/content-images/problem/explain-buyer-agreement-before-tours/buyer-representation-agreement-before-touring-homes-1-545a2f.jpg)

## Why buyers get confused on the first call

Many buyers have never thought about how an agent is paid. Redfin's February 2024 survey of 2,995 U.S. respondents included recent buyers who used an agent. About 28% of that group did not know how much the agent was paid. The recent-buyer group is only about 120 people, so treat the number as a signal, not a precise measure.

- **28%** of recent buyers who used an agent did not know how much the agent was paid (Redfin, Feb 2024, about 120 recent buyers) ([source](https://www.redfin.com/news/real-estate-commissions-survey-2024/))
- **2%** Consumer Federation of America's suggested target for buyer agent pay, as a share of the sale price, or less ([source](https://consumerfed.org/news/press-releases/consumer-alert-how-home-buyers-and-sellers-can-cope-with-new-real-estate-broker-rules-and-practices/))
- **35 hours** median weekly hours Realtors reported in 2025, unchanged from the prior year (NAR 2026 member profile) ([source](https://www.housingwire.com/articles/nar-2026-member-profile-experience/))
- **17%** of Americans rate real estate agents' honesty and ethics as high, Dec 2025, down from 24% in 2022 (Gallup via HousingWire) ([source](https://www.housingwire.com/articles/real-estate-agent-trust-commissions/))

Trust is a second problem. Gallup's December 2025 survey, as reported by HousingWire, found 17% of Americans rate agents' honesty and ethics as high or very high. In 2022 the figure was 24%. HousingWire gives no sample size, so use it as context, not as a benchmark.

The word exclusive can make a buyer nervous. They may think you want a long commitment before they have seen a single house. A short, plain touring agreement can make that worry easier to address. Name the difference out loud so they do not have to guess.

## A worked example: the first call before three showings

Say a buyer wants to tour three homes on Saturday. Their budget is $500,000. Suppose your fee is 2% of the sale price. On a $500,000 purchase, that is $10,000. Say the number as dollars, not as a range like 2 to 3 percent.

Order matters on this call. Send the agreement first. Walk through the fee, the agreement type, and the expiry date in plain words. Let the buyer ask questions. Then book the first showing. If the buyer wants a touring-only option, offer it and check the form with your broker.

## A 15-minute routine to run before every first tour

1. Confirm the buyer has not already signed an agreement with another agent.
2. Say that you represent the buyer, not the seller.
3. State how you are paid, in dollars or a percent. No ranges.
4. Name the agreement type. Say whether it is a touring agreement or a full agreement.
5. Read the expiry date and the exit terms out loud.
6. Give the buyer time to read. Answer questions in writing if they want that.
7. Save the signed copy in the buyer's folder before the tour starts.

Run the same routine every time. A routine is easier to repeat than a memory of what you said last week. Keep the list on a sticky note or in your template so you do not have to remember it.

## Mistakes that make the explanation fail

- Explaining the agreement at the front door, after the buyer has already driven across town.
- Calling it standard and saying there is nothing to worry about, instead of naming the terms.
- Quoting a range, like 2 to 3 percent, when the agreement needs one number.
- Using a full agreement when the buyer only wants to see a few houses.
- Forgetting that a virtual tour counts as a tour.
- Assuming the open house rule covers a private showing you give after the open house.

Most of these mistakes come down to timing. Send the paperwork first, then book the tour. A buyer who has read the terms will ask better questions, and those questions take less of your time.

## Keeping a record without extra software

Track signed agreements in one Google Sheets file. Use one row per buyer. Columns can be buyer name, agreement type, date signed, compensation, exit terms, and expiry date. Sort by expiry date each Monday. [Google Sheets for realtors on Mac](https://www.lazur.app/for/realtors/google-sheets) shows a setup you can copy.

Gmail can hold the wording. Open Gmail on the web in Chrome, then go to Settings > See all settings > Advanced. Turn on Templates. Save one template for touring agreements and one for full agreements, so the wording does not drift between buyers. More on this in [Gmail for realtors on Mac](https://www.lazur.app/for/realtors/gmail).

If your brokerage limits cloud storage for client details, keep the tracker offline. Follow the brokerage rules on where buyer data can live. That rule matters more than any template.

## Edge cases to check before you show a house

A buyer who already signed with another agent needs a check before you show anything. Read the earlier agreement for exclusivity and expiry. Ask your broker how to handle it. Do not tour homes with that buyer until you have the broker's answer.

A buyer who only wants a list of listings by email is a different case. Confirm with your broker whether that counts as a service that needs an agreement. Check your state rules before you send the list.

![Couple reviewing paperwork with an agent before touring homes](https://lfobmih1tpj3sgpo.public.blob.vercel-storage.com/content-images/problem/explain-buyer-agreement-before-tours/buyer-representation-agreement-before-touring-homes-2-9d505e.jpg)

## Where Lazur fits, and where it does not

Lazur can help you say the explanation out loud. Hold ⌥⌘ and ask about the agreement on your screen, and Lazur answers out loud. It points at the line you name. It can draft a cover email, and you read it, edit it, and send it yourself. It does not send, sign, or click for you.

Lazur does not know your state's rules unless you show it the text and ask. Treat its answers as help with your own reading, not legal advice. Ask your broker or a real estate attorney for the legal answer. Lazur has a 3-day Pro trial with no credit card, and [pricing](https://www.lazur.app/pricing) lists the paid plans.

> **Client data comes first:** Follow your brokerage's rules on client data before you use any AI tool with buyer details. Lazur listens and looks at the screen only while you hold the shortcut. Audio and screenshots go to AI providers to answer and are not stored.

## A week of practice before your next buyer

Use the week plan below to build the habit. Each day adds one piece, so you do not change everything at once. By the end of the week, you will have a template, a tracker, and a script you have said out loud.

After the week, run the routine on your next real buyer. Note any question the buyer asks twice. Add the answer to your cover note. A template that grows from real questions is more useful than one written in a quiet office.

![Person working on a laptop at a desk while planning home tours](https://lfobmih1tpj3sgpo.public.blob.vercel-storage.com/content-images/problem/explain-buyer-agreement-before-tours/buyer-representation-agreement-before-touring-homes-3-9caf32.jpg)

The goal is simple. A buyer should know what they are signing, what it costs, and how to leave before they walk through a door.

## With Lazur

Lazur is a voice assistant for the Mac that lives in the notch. Hold ⌥ ⌘ and ask; it sees your screen, answers out loud, points at buttons and walks you through apps. Hold fn to dictate. Free for 3 days, then $18/month: https://www.lazur.app/download

- “Where is the compensation line on this agreement?”: Lazur draws a circle and a label around the compensation line on your screen, then answers out loud. (Points at it)
- “Explain the difference between a touring agreement and a full buyer agreement in plain words.”: Lazur answers out loud from what you ask. It helps you read the terms, but it is not legal advice, so check your broker for state rules.
- “Where is the compensation line on this agreement?”: Lazur draws a circle and a label around the line on your screen, then answers out loud.
- “Walk me through adding my initials to this changed term in Preview.”: Lazur guides you one click at a time and waits for each click. It does not click for you.
- “Hold fn and speak your call notes into your tracker row.”: Dictation types clean, formatted text at the cursor in any app, so notes go straight into your sheet.
- “Draft a cover email that explains the touring agreement in four short sentences.”: Lazur drafts the text. You read it, edit it, and send it yourself from your own Gmail.

## A plan you can start this week

- **Day 1: Write your 60-second script.** Write the seven steps of the routine in plain words. Read the script aloud once. Cut any sentence you would not say to a friend.
- **Day 2: Build the Gmail template.** Open Gmail on the web in Chrome. Go to Settings > See all settings > Advanced and turn on Templates. Save one touring template and one full agreement template. Send yourself a test copy to check the wording.
- **Day 3: Set up the signed-agreement tracker.** Create a Google Sheets file with six columns: buyer, agreement type, date signed, compensation, exit terms, and expiry date. Add one test row. Check that the dates show as dates, not as text.
- **Day 4: Practice with a colleague.** Run the seven-step routine with a colleague playing the buyer. Ask them to repeat the fee and the expiry date back to you. Note where they hesitated.
- **Day 5: Ask your broker three questions.** Ask which agreement form your brokerage uses for touring, what your state requires, and how they log signing dates. Write the answers in your template notes.
- **Day 6: Run it on one real buyer.** Use the routine on your next real first tour. Note any question the buyer asks twice. Those questions go into your cover note.
- **Day 7: Fix one gap.** Pick the single gap you noticed this week and fix it in the template. Stop there. One fix a week is enough to build the habit.

## FAQ

### Do I need a buyer agreement before a virtual tour?

Yes. NAR's consumer guide says virtual tours require a written buyer agreement, the same as in-person tours. The rule took effect on August 17, 2024. Check your state rules too, since some states may ask for something earlier.

### Does an open house need a buyer agreement?

Not for a visitor who walks through on their own. NAR's guide says so. A host who works only for the seller also does not need one, per Florida Realtors. If a visitor asks you to represent them for a private showing, get the agreement before that tour.

### Can my commission be a range in the agreement?

No. NAR's consumer guide says compensation must be clearly defined and cannot be open-ended or a range. Use one number, such as $0, a flat fee, a percentage, or an hourly rate.

### Is a touring agreement enough in every state?

Not clearly. Effective Agents says some attorneys argue a bare touring agreement may not satisfy every state's requirements. Ask your broker or a real estate attorney about your state before you rely on one.

### What is the 2% number people quote?

The Consumer Federation of America suggests a goal of 2% of the home sale price or less for buyer agent pay. It is an advocacy target, not a legal rule. Your actual fee is whatever your signed agreement says.

### Can I sign for the buyer if they are busy?

No. CFA advises against signing contracts a buyer cannot read or understand. Let the buyer sign their own copy. Check your brokerage's e-signature policy before you send a signing link.

### Does Lazur know my state's buyer agreement rules?

Not by default. Lazur answers from what you ask and what is on your screen. If you need help reading a rule, show Lazur the text. For the legal answer, ask your broker or an attorney.

## Sources

1. [NAR Consumer Guide to Written Buyer Agreements](https://www.nar.realtor/the-facts/consumer-guide-to-written-buyer-agreements), National Association of REALTORS®, checked 2026-11-06
2. [NAR Settlement FAQs (as reproduced by Florida Realtors)](https://www.floridarealtors.org/law-ethics/nar-settlement-faqs), Florida Realtors, checked 2026-11-06
3. [Consumer Alert: How Home Buyers and Sellers Can Cope With New Real Estate Broker Rules and Practices](https://consumerfed.org/news/press-releases/consumer-alert-how-home-buyers-and-sellers-can-cope-with-new-real-estate-broker-rules-and-practices/), Consumer Federation of America, checked 2026-11-06
4. [Buyer Agency Agreements Are Now Mandatory: What You're Signing Before You Tour a Home](https://www.effectiveagents.com/resources/buyer-agency-agreements-are-now-mandatory-what-youre-signing-before-you-tour-a-home), Effective Agents, checked 2026-11-06
5. [Over One-Quarter of Recent Homebuyers Have No Idea How Much Their Agent Was Paid: Survey](https://www.redfin.com/news/real-estate-commissions-survey-2024/), Redfin, checked 2026-11-06
6. [NAR 2026 member profile shows Realtors more experienced](https://www.housingwire.com/articles/nar-2026-member-profile-experience/), HousingWire, checked 2026-11-06
7. [Real estate's trust problem is older than any lawsuit](https://www.housingwire.com/articles/real-estate-agent-trust-commissions/), HousingWire, checked 2026-11-06
8. [Preview User Guide: Fill and sign documents](https://support.apple.com/guide/preview/fill-and-sign-documents-prvw1c1dd5/mac), Apple Support, checked 2026-11-06