The $1.78 Billion Verdict: How the Collusion Trial Impacts Home Buyers, Sellers, Agents, and the Real Estate Industry

November 3, 2023

Overview of the Verdict

In a landmark trial known as the Sitzer/Burnett trial, the National Association of Realtors (NAR), Keller Williams, and HomeServices of America were found guilty of colluding over commission rates. The jury rendered a verdict ordering the defendants to pay $1.78 billion in damages, which could potentially be tripled under U.S. antitrust law to over $5.3 billion.The trial revolved around allegations of collusion facilitated by NAR's Clear Cooperation Policy.

This verdict has sent shockwaves through the real estate industry, as it exposes a long-standing practice of colluding over commission rates. The outcome of this trial has significant implications, not only for the defendants but also for home buyers, home sellers, buyer agents, and listing agents. Let's delve into the potential impact and pros and cons for each of these stakeholders.

Impact on Home Buyers

The jury's verdict could have significant implications for home buyers. It has the potential to disrupt long-standing practices that allow real estate agents to increase commissions as home prices and mortgage rates rise. This disruption may lead to the potential for lower commission rates, making it more affordable for home buyers to purchase properties. Additionally, buyers may have increased flexibility in negotiating commission rates with their agents.

For example, a home buyer who previously had to accept a standard 3% commission rate may now have the opportunity to negotiate a lower rate, saving them thousands of dollars in transaction costs. This could make homeownership more accessible for individuals and families who are struggling with affordability.

In addition, the verdict could also encourage more competition among buyer agents, as they may need to differentiate themselves by offering lower commission rates or additional services to attract clients. This competition could ultimately benefit home buyers, as they would have more options to choose from and potentially receive better service.

Impact on Home Sellers

The verdict in the Sitzer/Burnett trial could bring about changes for home sellers. Sellers would no longer be required to pay buyers' agents, potentially reducing their costs.The traditional commission model, which has been argued to suppress competition and make no economic sense for sellers, may be reevaluated. As a result, sellers may have the opportunity to explore alternative commission structures or negotiate rates with listing agents.

For instance, a seller who previously had to pay a 6% commission on the sale of their home may now have the option to negotiate a lower rate. This could result in significant savings for sellers, allowing them to invest more in their next property or use the funds for other purposes. Additionally, sellers may have the flexibility to choose listing agents based on their offered commission rates, services, and track record.

However, it is important to note that while lower commission rates may benefit some sellers, others may have concerns about the level of service they receive. Sellers should carefully consider the value and expertise that listing agents bring to the table, as well as the potential impact of lower commission rates on the marketing and exposure of their property.

Impact on Buyer Agents

The verdict could also have an impact on buyer agents. It may lead to changes in commission rates and practices, allowing buyer agents to set their own rates.Buyer agents may need to adapt to the new landscape and potentially renegotiate their agreements with clients. Increased competition among buyer agents could arise, offering potential benefits to home buyers.

For example, buyer agents may need to justify their commission rates by demonstrating the value they bring to their clients. They may need to highlight their expertise, negotiation skills, and knowledge of the local market to differentiate themselves from other buyer agents. This increased competition could lead to improved services and a higher level of professionalism among buyer agents, ultimately benefiting home buyers.

Moreover, the ability for buyer agents to set their own rates may create opportunities for innovative business models. Some buyer agents may choose to offer a flat fee structure or performance-based pricing, tailoring their services to the specific needs and preferences of their clients. This flexibility in pricing could enhance competition among buyer agents and potentially result in more affordable services for home buyers.

Impact on Listing Agents

Listing agents may also feel the effects of the jury's decision. They may need to adjust their practices and commission structures to remain competitive. The verdict emphasizes the importance of transparency and fair competition in the real estate market. Listing agents may need to demonstrate the value they bring to sellers in order to justify their commission rates.

For instance, listing agents may need to provide additional services or innovative marketing strategies to differentiate themselves from their competitors. They may need to invest in professional photography, virtual tours, staging, and other tools to effectively market and showcase properties. By demonstrating their expertise and the value they bring to sellers, listing agents can justify their commission rates and attract clients.

Furthermore, the verdict may prompt listing agents to reevaluate their approach to pricing and commission structures. Some listing agents may consider adopting alternative pricing models, such as tiered commission rates based on the price of the property or offering additional services for a higher commission rate. This shift in pricing strategies could lead to a more competitive market for listing agents, ultimately benefiting sellers.

Changes in Commission Rates and Practices

The verdict in the Sitzer/Burnett trial may prompt a reevaluation of the traditional 5-6% commission model that has been prevalent in the real estate industry. Greater flexibility in commission negotiations between agents and clients may be expected. The real estate industry may witness a shift towards more customized commission structures and pricing models.

For instance, real estate agents may start offering tiered commission rates based on the price of the property or the level of services provided. This would provide more options for clients and allow them to choose a commission structure that aligns with their needs and budget. Additionally, agents may start exploring alternative pricing models, such as hourly rates or flat fees, to provide more transparency and flexibility.

In addition, changes in commission rates and practices may also lead to increased competition among real estate agents. With more agents entering the market and offering different commission structures, clients may have the opportunity to compare and choose the agent that best suits their needs. This increased competition could result in improved services, more innovative marketing strategies, and better overall experiences for home buyers and sellers.

Broader Implications for the Real Estate Industry

The jury's verdict could lead to a shift in the way homes are bought and sold, potentially lowering the cost of moving homes by reducing commissions. The influence of NAR may diminish, and real estate agents could consider alternative affiliations. The importance of transparency, fair competition, and consumer-centric practices may become more prominent.

The outcome of the Sitzer/Burnett trial has far-reaching implications for the real estate industry. It challenges the long-standing practices and structures that have been in place for years. The potential reduction in commission rates could make homeownership more affordable for many individuals and families, stimulating the real estate market.

Moreover, the verdict may prompt real estate agents to explore alternative affiliations and business models. Some agents may consider joining independent brokerages or forming partnerships to have more flexibility in setting commission rates and providing tailored services to their clients. This could lead to a diversification of the real estate industry and a greater focus on meeting the specific needs and preferences of buyers and sellers.

Additionally, the verdict highlights the importance of transparency, fair competition, and consumer-centric practices. Real estate agents and organizations may need to prioritize providing value, delivering exceptional customer experiences, and being transparent about their commission structures. This shift towards a more client-centric approach could ultimately benefit all stakeholders in the real estate industry.

Importance of Transparency and Fair Competition

The verdict in the Sitzer/Burnett trial reinforces the need for transparency in commission structures and practices. Increased competition in the market may result in more affordable services for clients. The industry may witness a stronger focus on providing value and delivering exceptional customer experiences.

Transparency and fair competition are crucial in any industry, and the real estate market is no exception. Clients deserve to know exactly what they are paying for and have the opportunity to compare services and prices. With increased competition and the potential for lower commission rates, clients can benefit from more affordable services and a greater emphasis on delivering value. Real estate agents will need to demonstrate their expertise and provide exceptional customer experiences to remain competitive in this changing landscape.

Furthermore, transparency in commission structures can help build trust between agents and clients. When agents are upfront and transparent about their commission rates, clients can make more informed decisions and have confidence that they are receiving fair and honest service. This transparency can also contribute to a healthier and more sustainable real estate market.

Potential Appeals and Lawsuits

It is important to note that NAR, Keller Williams, and HomeServices of America plan to appeal the verdict. They may seek reduced damages or a complete overturning of the verdict. Additionally, additional class-action lawsuits against NAR and major brokerages may emerge.

The appeals process and the possibility of further lawsuits add another layer of uncertainty to the outcome of this trial. It remains to be seen whether the verdict will be upheld or overturned. Regardless of the final outcome, the impact of this trial has already been felt throughout the real estate industry, sparking discussions about the need for reform and increased scrutiny of industry practices.

It is worth noting that the outcome of these appeals and potential lawsuits may result in modifications to the damages awarded or even a complete reversal of the verdict. However, the attention brought to the issue of collusion over commission rates in the real estate industry is unlikely to dissipate. It is possible that similar lawsuits or regulatory actions will continue to emerge, further shaping the future of commission rates and practices in the industry.

Antitrust Investigation and Future Regulation

The U.S. Department of Justice aims to revive an antitrust probe into NAR's practices. The verdict in the Sitzer/Burnett trial may prompt a more thorough investigation into real estate transactions. Future regulation and increased scrutiny of industry practices may be anticipated.

The antitrust investigation by the U.S. Department of Justice signifies a growing concern about the practices within the real estate industry. The outcome of this investigation and any subsequent regulations could have far-reaching implications for how real estate transactions are conducted. It may lead to stricter oversight and a greater focus on ensuring fair competition and consumer protection.

The real estate industry is likely to face increased regulatory scrutiny in the aftermath of the Sitzer/Burnett trial. The investigation by the U.S. Department of Justice will shed light on potential antitrust violations and collusion practices within the industry. This scrutiny may result in the implementation of stricter regulations and guidelines to prevent similar instances of collusion in the future.

Moreover, the outcome of the antitrust investigation and potential future regulation may lead to a more transparent and accountable real estate industry. It could foster an environment where consumers have greater confidence in the fairness of commission rates and practices. Real estate agents and organizations will need to adapt and comply with any new regulations to ensure ethical and legal business practices.


The verdict in the Sitzer/Burnett trial has significant implications for home buyers, home sellers, buyer agents, and listing agents. It could lead to changes in commission rates and practices, potentially making real estate transactions more affordable. The importance of transparency, fair competition, and consumer-centric practices in the real estate industry is emphasized. It remains to be seen how the verdict will be appealed and what future regulatory changes may occur. As the industry adapts to these changes, it is crucial for stakeholders to prioritize the needs and interests of clients, delivering exceptional value and experiences in the process. Transparency and fair competition will play pivotal roles in shaping the future of the real estate market and ensuring a more equitable and consumer-friendly industry.

~ Rick Janson Luxury Properties brokered by eXp Realty

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