Should I pay a full commission or try to save with a discount broker? What do I actually get for 3%? Could I pocket that money and handle some of the work myself? What if I save on commission but end up selling for less?

If you're getting ready to sell your home and these questions are running through your head, you're not alone. And honestly? They're the right questions to ask.

The real estate industry has gone through major changes in the last two years — from the 2024 NAR settlement that reshaped how commissions are discussed, to Texas Senate Bill 1968 that went into effect January 1, 2026, changing how agents represent buyers and sellers. With all that noise, it's harder than ever to figure out what you're actually paying for and whether a discount model could work for your situation.

Here's what we're going to do: walk through the full-service and discount brokerage models side by side, look at the real numbers, and help you figure out which approach makes sense for your home, your timeline, and your financial goals. No pressure. No sales pitch. Just clarity.

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What Does a Full-Service Real Estate Agent Actually Do?

The term "full service" gets thrown around a lot, but what does it actually mean when you hire a traditional listing agent? Here's the full scope of what you're paying for — and why each piece matters when selling a home.

Pricing Strategy and Market Analysis

A full-service agent starts with a detailed Comparative Market Analysis (CMA) — not a Zillow estimate, but a deep dive into recent sales of similar homes in your specific neighborhood, adjusted for condition, upgrades, lot size, and current market trends. In a market like Roanoke, where the median sale price is $585,000 but the 76262 zip code averages $727,000, getting the price right on day one is critical.

Why does this matter? In late 2025, roughly 21% of sellers had to reduce their asking price at least once. Every price reduction costs time and perceived value. An agent who understands the micro-market differences between Fairway Ranch and a standard Roanoke subdivision can prevent that costly miscalculation.

Professional Marketing and Visual Media

This is where full-service agents invest heavily — and where the difference often shows up in your final sale price. A comprehensive marketing strategy typically includes:

• Professional photography — Industry data shows homes with professional photos bring in 47% higher asking prices per square foot. When 87% of buyers use photos as their primary filtering tool, this isn't optional.
• Virtual video tours and drone/aerial footage — Especially valuable for larger properties and homes in communities like Trophy Club or Fairway Ranch where lot size and community amenities are selling points.
• Staging consultation — Guidance on furniture placement, decluttering, and cosmetic improvements that maximize perceived value.
• MLS listing with full syndication — Your home feeds to Zillow, Realtor.com, Redfin, and hundreds of other platforms automatically.
• Targeted digital advertising — Social media campaigns on Instagram and Facebook, which drive an estimated 52% of high-quality real estate leads.
• "Coming Soon" pre-launch campaigns — Building demand before the listing goes live to create momentum from day one.

Showing Coordination and Buyer Management

This is the piece many sellers underestimate until they're living it. A full-service agent manages every showing request, coordinates with buyer agents, handles lockbox access, collects feedback, and filters out unqualified buyers — all while you continue living your life.

Under Texas SB 1968, which became effective January 1, 2026, every buyer walking through your door must now have a written agreement with their agent before viewing homes or submitting offers. Your listing agent needs to understand and enforce these new requirements, including the "showing without representation" framework for unrepresented buyers. This isn't just paperwork — it's legal compliance that protects you as the seller.

Negotiation and Contract Management

Here's where agent expertise often pays for itself several times over. A full-service agent handles:

• Offer review and counteroffer strategy — Evaluating not just price, but financing strength, contingencies, and closing timelines.
• Multiple offer management — When you receive competing offers, an experienced agent knows how to leverage competition without pushing buyers away.
• Inspection negotiation — After the home inspection, buyers often request repairs or credits. This is where thousands of dollars change hands, and an agent who knows what's reasonable versus excessive can protect your bottom line.
• Appraisal gap navigation — If the appraisal comes in below the contract price, your agent negotiates the path forward — whether that's a price adjustment, buyer cash contribution, or deal restructuring.
• Contract-to-close coordination — Managing the timeline with the title company, lender, and buyer's agent to prevent delays and keep the transaction on track.

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What Does a Discount Real Estate Broker Actually Offer?

"Discount broker" is a broad term that covers several very different business models. Before deciding whether one is right for you, it helps to understand exactly what you're comparing.

The Different Types of Discount Models

Model Type	Typical Cost	What's Usually Included	What You Handle
Flat-Fee MLS Listing (e.g., Houzeo, List With Freedom)	$249–$1,399 flat fee	MLS listing, basic syndication to major sites	Photos, showings, negotiations, paperwork, closing coordination
Limited-Service Broker (e.g., Texas Discount Realty)	1%–1.5% commission	MLS listing, some paperwork support, basic contract review	Most showings, marketing strategy, negotiation, coordination
Discount Full-Service (e.g., Clever, Redfin)	1%–1.5% commission	Similar services to traditional agents, but agent handles higher volume	Less personalized attention; agent may manage 3–4x typical client load
Hybrid/Tech Platform (e.g., Opendoor)	Varies (often 5%+ in fees)	Instant offer, fast closing, minimal hassle	Accepting a below-market offer in exchange for convenience

Where the Savings Come From — And What Gets Cut

Discount brokerages don't have a magic formula for spending less money. They reduce costs by reducing services, increasing agent volume, or both. Understanding where they cut is the key to evaluating whether those cuts matter for your specific property.

Services commonly reduced or eliminated in discount models:

• Professional photography — Some models include it, many charge $150–$250 extra, and flat-fee MLS services typically leave it entirely to you.
• Staging consultation — Almost always excluded in discount and flat-fee models.
• Active marketing campaigns — Targeted social media advertising, "coming soon" teasers, and email marketing to agent networks are rarely included.
• Showing coordination — Many limited-service models require you to schedule and host your own showings.
• Dedicated negotiation support — Some discount brokers offer basic contract review, but active negotiation on inspection repairs, appraisal gaps, and buyer contingencies may cost extra ($250–$500+).
• Personalized attention — Discount full-service agents achieve lower rates by handling significantly more clients simultaneously, which can mean slower response times and less strategic guidance.

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The Real Math: Commission Savings vs. Net Proceeds

This is where it gets real. The question isn't "how much does the agent cost?" — it's "how much money ends up in my pocket at the closing table?"

Let's slow this down and look at the actual numbers for a Roanoke-area home.

Side-by-Side: Full-Service vs. Discount on a $650,000 Home

Let's walk through a realistic scenario using current Roanoke market data. We'll assume the seller needs to offer buyer agent compensation (still standard practice in this market) and pays typical Texas closing costs.

The result: The seller using the discount broker saves $10,237 in listing commission — but takes home $20,314 less overall because the home sold for less without the full marketing and negotiation package.

Now — this isn't guaranteed. A discount-listed home doesn't always sell for less. But the data trends in that direction, especially in markets where homes are sitting longer and buyers have more negotiating power.

What the Research Says About Sale Price Differences

According to NAR data, homes sold by owners — the most extreme version of the discount model — sold for a median of $55,000 less than agent-assisted sales. Within the brokerage community, HomeLight research indicates that top-performing agents (top 5%) can sell homes for up to 10% more than average agents.

On Roanoke's median sale price of $585,000, a 10% difference equals $58,500 — far more than even a full 3% listing commission of $17,550.

Does that mean every discount listing underperforms? No. But it means the risk is real, and the savings need to be weighed against the potential cost of a lower sale price, especially on higher-value properties.

Commission Costs at Different Price Points

Home Sale Price	3% Listing Fee	1.5% Listing Fee	1% Listing Fee	Flat Fee ($599)
$350,000	$10,500	$5,250	$3,500	$599
$500,000	$15,000	$7,500	$5,000	$599
$650,000	$19,500	$9,750	$6,500	$599
$800,000	$24,000	$12,000	$8,000	$599

Note: These figures represent listing agent commission only. Buyer agent compensation and closing costs are additional. The average real estate commission in Texas is approximately 5.85% total (2025 data), which is higher than the national average of 5.57%.

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What Texas Law Now Requires: SB 1968 and the NAR Settlement

If you're selling in 2026, two major changes directly affect your transaction — regardless of which brokerage model you choose.

Texas Senate Bill 1968 (Effective January 1, 2026)

SB 1968 is one of the most significant updates to the Texas Real Estate License Act in decades. Here's what matters for sellers:

1. Subagency is repealed. Previously, a buyer's agent without a formal agreement was technically your agent's subagent — meaning you had potential liability for their actions. That's gone. Every agent now has a clearly defined role.
2. Mandatory written buyer agreements. Before a buyer can view your home or submit an offer, they must have a written agreement with their agent. This means every person walking through your door has a defined relationship and clear expectations.
3. "Showing without representation" is now formalized. An agent can show your home to an unrepresented buyer, but they cannot provide advice or opinions about the property during that showing. This protects you and the buyer from blurred lines.
4. Commission negotiability must be disclosed. The law now requires conspicuous disclosure that commission rates are negotiable — reinforcing what was always true but rarely stated clearly.

Why this matters for the full-service vs. discount decision: These new requirements add complexity to every transaction. A full-service agent manages this compliance as part of their standard workflow. With a limited-service model, you may need to understand and manage some of these requirements yourself — or pay extra for compliance support.

The 2024 NAR Settlement

The NAR settlement, effective August 2024, removed the practice of listing buyer agent compensation on the MLS. This has changed the commission landscape in several important ways:

• Sellers now have more control over whether and how much they offer for buyer agent compensation.
• Commission rates haven't collapsed as many predicted. The average buyer's agent commission actually rose to 2.43% in Q2 2025, up from 2.38% the previous year.
• Buyer agent compensation has become a negotiation point within individual offers, rather than a pre-set MLS field.
• Sellers who offer competitive buyer compensation still tend to attract more showings and stronger offers — especially in balanced or slow markets.

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When a Full-Service Agent Makes the Most Sense

Not every seller needs the same level of service. But certain situations clearly benefit from full representation. Here's where the full-service model tends to deliver the most value:

Higher-Value Properties

Homes in the $700,000+ range — common in Roanoke's 76262 zip code, Fairway Ranch, and Trophy Club-adjacent neighborhoods — require a level of marketing sophistication that volume-based discount models often can't prioritize. Professional drone footage, virtual tours, and targeted marketing to qualified buyer pools matter more when the stakes are higher.

Slower or Balanced Markets

When homes are sitting for 100+ days — as they are in Roanoke right now — marketing quality and pricing strategy become critical. In a market where buyers have options, every listing competes for attention. The difference between professional photos and phone snapshots, or between a strategic "coming soon" launch and a quiet MLS upload, can determine whether you sell in 60 days or 180.

Complex Situations

If your sale involves any of the following, full-service representation is worth serious consideration:

• Divorce or estate sales requiring careful handling and legal awareness
• Homes with known issues (foundation, roof, environmental) that need disclosure strategy
• Properties with unique features that require targeted marketing to the right buyer pool
• Simultaneous buy-sell transactions where timing coordination is critical
• Sellers relocating out of the area who can't manage showings and local logistics

First-Time Sellers

If you've never sold a home before, the learning curve is steep. From understanding common transaction pitfalls to navigating inspection negotiations and closing timelines, having someone who does this every day in your corner reduces both stress and the chance of a costly mistake.

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When a Discount Model Might Work for You

Let's be honest about the other side too. There are situations where a discount or flat-fee model can work well — and where paying a full commission might not be the best use of your money.

Properties in High-Demand Areas

If your home is in a neighborhood where properties are selling in under 30 days with multiple offers, the marketing heavy-lift is less critical. The location and market demand are doing much of the work. In these situations, getting on the MLS with decent photos may be enough to attract competitive offers.

Experienced Sellers

If you've sold multiple homes and understand the transaction process — contracts, inspections, appraisals, title work, closing — you may be comfortable handling pieces that a full-service agent would normally manage. You know what you're signing, you know what to negotiate, and you're comfortable hosting showings.

Lower-Priced Properties with Tight Margins

For sellers with limited equity, minimizing transaction costs may be the priority. If you're selling a $250,000 home and need every dollar for your next purchase, the $5,000+ difference between a flat fee and a 3% commission is significant. Just go in with realistic expectations about what you'll need to handle yourself.

Investment Properties

Rental properties or flips where the seller is experienced, the property is vacant (making showings easy), and the financial analysis is straightforward may not need full-service marketing. The buyer pool for investment properties is often smaller and more targeted anyway.

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What Buyers in Roanoke Are Actually Looking For (And Why It Matters)

Understanding who's buying in your market helps you evaluate which brokerage model can best reach them.

According to NAR's 2025 Profile of Home Buyers and Sellers, the buyer landscape has shifted significantly:

Buyer Statistic (2025)	First-Time Buyers	Repeat Buyers
Median Age	40 (record high)	62 (record high)
All-Cash Purchases	N/A	30%
Median Down Payment	10%	23%
Primary Motivation	Building wealth/savings	Lifestyle/neighborhood quality

First-time buyers have dropped to just 21% of all purchases — a historic low. The typical Roanoke buyer is likely a repeat purchaser with significant home equity, prioritizing neighborhood quality (59%) and proximity to friends and family (47%) over commute times.

What does this mean for your listing strategy? These buyers are financially savvy, experienced, and intentional. They're not impulse-shopping — they're comparing properties carefully. To attract them, your listing needs to sell the lifestyle of Roanoke and your specific neighborhood, not just show four walls and a roof. That kind of marketing storytelling is typically a full-service strength.

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Texas Closing Costs: What Sellers Pay Regardless of Brokerage Model

Before you focus too much on the commission line, remember that sellers in Texas typically pay approximately 3.54% of the sale price in closing costs — and this number doesn't change based on your brokerage choice.

Closing Cost Category	Approximate Cost
Prorated Property Taxes	~1.44% of assessed value
Title Service Fees	~$1,963
Owner's Title Insurance	~0.58% of sale price
Recording Fees	~$750
Attorney Fees (if applicable)	$750–$1,250

On a $600,000 home, that's roughly $21,240 in closing costs before any commission. Use our mortgage calculator to estimate your complete costs and see how different commission scenarios affect your bottom line.

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Common Mistakes Sellers Make When Choosing a Brokerage Model

Whether you go full-service or discount, these are the traps that cost sellers the most money:

1. Focusing only on commission percentage. A 1% fee means nothing if your home sells for 5% less than it could have. Net proceeds — the check you walk away with — is the only number that matters.
2. Underestimating the time commitment. Hosting showings, fielding calls from buyer's agents, managing listing updates, and coordinating with the title company adds up to a significant part-time job. If your time is worth $50/hour and you spend 100+ hours managing your own sale, that's $5,000 in time — plus the stress.
3. Not reading the listing agreement carefully. Whether it's a traditional or discount agreement, read every line. Look for cancellation fees, additional service charges, minimum service periods, and what happens if you want to switch agents mid-listing.
4. Choosing based on marketing claims rather than track record. A slick website doesn't mean quality representation. Ask any agent — discount or full-service — for their specific track record: average days on market, list-to-sale price ratio, and total transactions in your area.
5. Ignoring the new legal landscape. The combination of SB 1968 and the NAR settlement means more moving parts in every transaction. Make sure whoever you hire understands the 2026 requirements — not just the pre-settlement playbook.
6. Skipping the interview process. Whether you're meeting with a full-service agent or evaluating a discount platform, ask hard questions. What exactly is included? What costs extra? What's your plan if the home doesn't sell in 60 days? How do you handle inspection negotiations?

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Take Your Time — This Decision Is Worth Getting Right

Here's the thing about choosing a brokerage model: there's no rush. A bad decision here can cost you tens of thousands of dollars — either in overpaying for services you don't need, or in leaving money on the table by cutting corners in the wrong places.

The best approach? Interview at least two or three agents — including both full-service and discount options. Ask them the same questions. Compare not just their fees, but their marketing plans, their negotiation philosophy, their knowledge of your specific neighborhood, and their track record with homes like yours.

And remember: the right agent for your neighbor's home might not be the right agent for yours. A $300,000 townhome and an $800,000 custom home have very different marketing needs, buyer pools, and negotiation dynamics.

Good decisions take time. That's true in real estate, and it's especially true when choosing who represents you in one of the largest financial transactions of your life.

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Frequently Asked Questions

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