The One Realtor Question That Can Blow Up Your Negotiation

Quick summary

In the Netherlands, a realtor can be involved with both buyer and seller on the same property only under strict conditions—with clear role boundaries, full transparency, and explicit consent. In real life, one person “fully” representing both parties is usually a bad idea and often not allowed under professional rules. Whether there’s a dual-role realtor (one person or one office) and who pays depends on the engagement: the seller pays the listing agent; the buyer pays the buyer’s agent. A home’s value is supported with comparable sales, property features, legal status, and the wider market context.

• “Dual role” has two meanings: the same person on both sides, or the same office with two different agents (a crucial difference).
• Always ask what type of engagement it is: service agreement/agency agreement/mediation—and whether NVM membership and rules apply (NVM Code of Conduct, latest version).
• Cost structure: typically commission (percentage) or a flat fee + start-up costs; the paying party is the one who signs the agreement.
• Value adjustments (indicative): energy label improvement, extension/dormer, end-of-terrace position, maintenance level, and parking pressure can add up to tens of thousands of euros.
• Fast sanity check: if one person knows your bidding strategy and advises the other side on price, that’s a major red flag.

Introduction

Making an offer can feel like a game. But in Helmond (and across the Brainport region), it often comes down to one very practical question: is the realtor actually on your side—or mostly “in the middle”? It sounds simple, but it determines what you share, how you negotiate, and whether you later think: why didn’t I ask this sooner?

Metselaars Makelaardij is a regional NVM real estate office based in Nuenen, helping private clients with home sales, buyer representation, off-market sales, and valuation/appraisals across the Eindhoven area, including Helmond. In day-to-day work, Metselaars Makelaardij regularly sees buyers and sellers mixing up what “the realtor” does, who pays them, and which rules apply when conflicts of interest come into play.

This article focuses on one core question: what is a realtor’s role—and when does a dual-role situation start? The follow-up questions (who pays, what to share, valuation) are covered only insofar as they explain that main point. You’ll get definitions you can quote, a decision tree, a document-and-question checklist, and a realistic example with numbers, timelines, and decision moments—so you can buy or sell more calmly while working in Brainport and, for example, wanting to live in Nuenen (or Helmond).

The industrial landscape

What exactly is a realtor’s role—and where does it usually go wrong?

A realtor’s role is to carry out an engagement (sale, purchase, or appraisal) with a duty of care, professional competence, and clear communication about interests, costs, and process. Confusion happens because “the realtor” sometimes sounds like a neutral referee—while a listing agent, by default, represents the seller.

Listing agent, buyer’s agent, and appraiser: three different hats

• Listing agent: engaged by the seller. Focus: sales strategy, presentation, viewings, negotiation, and building the transaction file.
• Buyer’s agent: engaged by the buyer. Focus: shortlisting, value analysis, technical/legal checks, bidding strategy, and conditions.
• Appraiser: provides an independent value opinion for a specific purpose (often a mortgage). In practice (for mortgages), validation rules and independence requirements apply via NWWI/lenders; an appraiser is not a negotiator.

People get stuck when a “one-stop shop” offers everything. That can work—but only if the role is crystal clear per file.

What does “dual role” actually mean? (definition box)

Dual role means one party (a person or an organisation) is involved with both buyer and seller in a way that can mix interests, information, and negotiating leverage.

Important: there are two versions with different legal and ethical implications:
1. The same agent (same person) acting for buyer and seller on the same property.
2. The same office, but two different agents (separate files, information barriers, separate management).

In the Netherlands there’s also mediation, where the realtor is more “between” the parties. That comes with strict rules: transparency, consent, and very clear agreements about what will and won’t be shared. Within an NVM context, there are conduct and disciplinary frameworks (NVM Code of Conduct; supervisory council) designed to prevent conflicts of interest, unclear client relationships, and misleading practices.

Mini scenario (illustrative): the first-time buyer who assumes “the Funda agent” is also theirs

A first-time buyer (24) views a property listed at €385.000. Afterwards, they message the listing agent: “What’s a smart opening offer?” The agent replies kindly and suggests a range. Result: the buyer has effectively shared their ceiling, and that information can (consciously or unconsciously) shape the negotiation. Later the buyer feels pushed €12.000 above plan—without realising what they gave away.

That’s why role clarity isn’t paperwork—it’s money.

Action point: before you share anything sensitive (offer limit, urgency, financial room), ask explicitly: “Are you representing the seller, representing me, or acting as mediator—and where is that set out in writing?”

Can a realtor represent both buyer and seller on the same home?

Short answer: only if the role and conflict risks are demonstrably managed through transparency and consent. One person negotiating “fully” for both sides usually clashes with the very idea of advocacy. The safer real-world approach: keep roles clean—either use a buyer’s agent, or enforce strict separation within an office.

What the law and consumer rules broadly require

The legal basis sits in general contract law and rules around engagements (Burgerlijk Wetboek). The essence: a service provider must act as a “good contractor” and avoid or control conflicts of interest. On top of that, consumer protection rules apply against misleading and unclear commercial practices.

If a realtor is a member of a professional body, additional rules apply. For NVM, that includes a code of conduct and disciplinary oversight: clarity about who the client is, transparency about fees, and careful handling of information.

Where “serving two masters” tends to derail in practice

The risk points are almost always the same:

• Information imbalance: one side learns more about the true bottom line, motivation, or timing.
• Strategy leakage: bidding room, deadlines, or stress signals (e.g., “must sign before 1 July”).
• File contamination: what goes into the CRM, who sees emails, who returns calls.

Metselaars Makelaardij therefore works with strict role boundaries in practice: one file has one clear client, and they agree upfront which channels, documents, and moments are “hard” (in writing), so there’s no grey area later. That’s not marketing—it’s how you avoid arguments at the notary, after the inspection, or around contingency clauses.

Decision tree: what this means for you as a buyer or seller

1. Do you want maximum price (seller) or minimum price/minimum risk (buyer)? - Yes → choose one clear advocate (listing agent or buyer’s agent). 2. Is the same person involved on both sides? - Yes → only proceed if you understand the exact role (mediator or single-client engagement) and you consent in writing. 3. Is the same office involved with two different agents? - Ask how separation works: separate file handling, no shared strategy, who is ultimately responsible? 4. Do you feel pressure to sign fast or “bid right now”? - Pause. Ask for role and fee confirmation by email, and take 24 hours before finalising your strategy.

Mini scenario (illustrative): moving up between Nuenen and Helmond

A couple sells in Nuenen and buys in Helmond. They want one office for everything “for convenience.” With clean roles: the sales file and the purchase file are set up separately, with separate objectives and communication. They avoid the expected sale proceeds subconsciously inflating what they feel they “can” offer on the next home.

Action point: before the first viewing or first offer discussion, get it in writing: the client, the role (sale/purchase/mediation), and how conflicts of interest are managed.

Who pays the realtor—and why does it affect your negotiation?

Who pays the realtor is simple: the party who signs the engagement pays the invoice. But the impact is big: the paying party sets the brief, the priorities, and what is (and isn’t) strategically shared.

In practice: commission, flat fees, and add-on costs

In the Netherlands, many offices use commission (a percentage of the sale price) or a flat fee. On top of that there may be costs for photography, measurement reports (NEN 2580-style measuring), floor plans, the energy label process, and sometimes a start-up fee. Because pricing differs per office and per file, the key question isn’t the exact percentage—it’s: what’s included, and what isn’t?

Metselaars Makelaardij typically covers not only fees in the intake, but also scope: what happens with multiple bids, how documentation is shared (e.g., via a dataroom), and how viewing feedback is reported. That’s where “impersonal service” often starts at larger firms: fees are discussed, but the process isn’t.

Why “free advice” can get expensive

A buyer without a buyer’s agent often relies on the listing agent for explanations. The facts may be correct, but they’re still framed by the seller’s interest. A classic example is conditions:

• The listing side will tend to push for certainty (fewer contingencies, shorter timelines).
• The buyer often needs risk control (inspection, financing contingency, longer acceptance).

Comparison table: one-stop shop vs clean-role representation (indicative effects)

Situation	Who is the client?	Conflict-of-interest risk	Typical time to agreement	Strategy leak risk	Example financial effect
Only listing agent (buyer has no agent)	Seller	Medium–high	1–3 weeks	High	Buyer sometimes pays a €5.000–€15.000 “comfort premium” through a less sharp strategy
Buyer’s agent + listing agent (clean roles)	Buyer & seller (separate)	Low	1–4 weeks	Low	Buyer often saves on risk: better conditions, fewer post-inspection surprises
Same office, two agents, strict separation	Buyer & seller (separate)	Medium	1–4 weeks	Medium	Works best when information barriers are agreed in writing
Mediation (neutral role)	Both parties (shared)	Medium–high	1–2 weeks	Medium–high	Can be faster, but only if both parties know exactly what is/isn’t shared

Note: amounts and timelines are indicative and depend on market conditions, property type, and negotiation dynamics.

Mini scenario (illustrative): heirs and “who pays?”

Three heirs sell a family home. One heir calls a realtor first and asks for “quick” pricing advice. Later they argue about the engagement, costs, and who can make decisions. With good process discipline: arrange authority/representation first, then sign the engagement. That prevents weeks of delay and an unnecessary vacancy period.

Action point: every engagement confirmation should answer: “Who signs, who pays, and what decisions can the realtor make for whom?”

How does a realtor determine your home’s value—and what adjustments make the difference?

A home’s value is usually determined by comparing it to recent sales (comps), then adjusting for differences in living area, plot size, condition, energy performance, location, and legal status. It’s not “just a feeling”—but it’s not an exact science either.

Valuation vs appraisal: different purpose

• Valuation: pricing advice for selling or bidding strategy. Can be free and often includes timing/marketing.
• Appraisal: a formal report (often for a mortgage) with stricter requirements on evidence and independence.

In the Eindhoven/Helmond area, Metselaars Makelaardij typically combines comparable sales, market sentiment (supply/time on market), and property-specific risks (e.g., roof, foundations, installations). That matches reality in the Brainport region, where buyers often have limited time and little appetite for surprises after completion.

5 concrete value adjustments (indicative ranges)

Exact figures depend on the home and the market, so professionals work with ranges. Common adjustments include: 1. Energy performance (label improvement): moving from worse to better (e.g., E to C, or C to A) can improve financeability and monthly costs. In the market this often shows up as anything from a few thousand to tens of thousands of euros, depending on the segment. 2. Extension (more living space): a 15–25 m² extension isn’t “m² = m².” Quality, light, and flow into the garden matter. Often tens of thousands, but less if finish quality is poor. 3. Dormer/attic bedroom: turns an attic into usable space. Often a few thousand up to around ten-thousand(s), depending on finish and permits/structure. 4. End-of-terrace vs mid-terrace (or position in the block): more privacy, extra windows, or fewer shared walls can add a few percent—highly location-dependent. 5. Parking and access roads: in parts of Helmond and Eindhoven, parking pressure and nearby arterial roads (noise) can matter. The effect isn’t just price, but buyer pool and time to sell.

Micro-location in Brainport: why 300 metres can matter

In Brainport, “close to amenities” can cut both ways. Near a station or busy road can be perfect for one buyer (commuter) and a dealbreaker for another (noise). According to Centraal Bureau voor de Statistiek (CBS) via StatLine (labour and mobility statistics; consult the latest years in StatLine), commuting is a structural factor—so accessibility preferences show up in demand.

A valuation that only looks at square metres often misses the real question: which buyer is this home actually for? Metselaars Makelaardij therefore tends to define the target buyer first (first-time buyer, move-up buyer, senior), then selects comps that match.

Mini scenario (illustrative): valuation for sale with an energy upgrade dilemma

An owner has €12.000 in savings and hesitates: HR++ glass or refresh the kitchen? With solid valuation logic: if the energy label can be demonstrably improved and the buyer pool is cost-focused, glass can boost saleability more than a new kitchen. If the buyer pool prioritises looks and “move-in ready,” cosmetic updates may return faster.

Sources for context on housing characteristics and energy trends:

• Centraal Bureau voor de Statistiek (CBS), StatLine: Housing stock; dwelling characteristics (most recent year available).


• Ministerie van Binnenlandse Zaken en Koninkrijksrelaties (BZK) & CBS, WoON (WoonOnderzoek Nederland) (most recent edition available).

Action point: when you get a valuation, ask for 3 recent comparable sale transactions—and for each comp, a one-sentence explanation of the biggest adjustment (energy, location, condition, or size).

Expert recommendations

Dual-role realtor: what agreements and documents prove the realtor is keeping roles clean?

Keeping roles clean means the engagement, interests, and information channels are documented so there’s no argument when pressure hits (multiple bids, inspection, financing). This is less about nice words and more about paperwork and process.

Documents you always want to see (buyer and seller)

1. Service engagement/mediation agreement: who is the client, what is the task, what is the fee? 2. Bidding file and audit trail: how bids are received, confirmed, and recorded. 3. Fixtures and fittings list + seller questionnaire: what stays, what defects are known? 4. Energy label and measurement statement: avoids disputes about living area and running costs. 5. Legal documents: leasehold, restrictive covenants, HOA/VvE documents (for apartments), permits.

In many files, Metselaars Makelaardij follows a consistent sequence: complete the file first, then negotiate “hard.” It can feel slower, but it prevents deals collapsing due to surprises.

What must be disclosed—and what is negotiation strategy?

A useful split:

• Must be disclosed (facts): known defects, legal restrictions, HOA/VvE decisions, measurements, energy label, zoning/permits.
• Doesn’t have to be disclosed (strategy): your maximum offer, your time pressure, your alternatives, your bottom line (seller).

This is where friendly texting with the other side often goes wrong.

Credible case (anonymised, illustrative) with steps and outcome

A young professional works in Brainport and wants to live in Nuenen, but also sees an opportunity in Helmond. They view two similar homes.

• Home A: asking price €395.000, energy label C, minor neglected roof edge detail.
• Home B: asking price €385.000, energy label A, but a busy arterial road 80 metres away.

Step 1: the buyer’s agent builds a “risk-price matrix”: what repairs are likely, and what’s a dealbreaker? Step 2: bidding strategy: for A, an offer of €382.500 with an inspection clause and a repair cap (for example: if repairs > €7.500, renegotiate). For B, price is tightened based on noise/location. Step 3: outcome: Home A is purchased for €390.000 after inspection, with a €3.000 reduction based on a roof-edge quote. Timeline: 10 days from offer to agreement.

The win here isn’t “lowest price”—it’s turning risk into euros.

Action point: before you sign anything, confirm: (1) engagement and who the client is, (2) which documents are complete, (3) how your strategy cannot end up with the other side—verbally or in writing.

Checklist with best practices

Best practices in local NVM real estate work come down to role clarity, file discipline, and a valuation you can explain to a third party (partner, parents, mortgage adviser).

Best Practices Checklist for Local NVM real estate services (home sales, buyer support, off-market sales, valuation/appraisal) i:

• [ ] Confirm the client and the role before the first offer: prevents “advice” turning into a conflict later.
• [ ] Ask for a document list (dataroom) before the second viewing: without HOA/permits/questionnaire you’re negotiating in the dark.
• [ ] Separate facts from strategy in your communication: facts can go on paper; strategy stays with you and your own agent.
• [ ] Ask for 3 comps with explained adjustments: not just a “€/m²,” but energy, condition, location, and parking.
• [ ] Translate conditions into euros and days: financing contingency (e.g., 3–4 weeks) and inspection (e.g., 7–10 days) are your control levers.
• [ ] Set one decision moment for ‘off-market’ vs public listing: Metselaars Makelaardij uses this to test timing and target buyers without immediate maximum exposure.
• [ ] Do a notary check on restrictive covenants/easements: one line in a deed can block renovation later.
• [ ] Use a free valuation as a baseline—not the final answer: a good valuation gives scenarios (fast vs secure), not one magic number.

If you’re unsure about your likely sale price, requesting a free valuation can help you compare comps and adjustments side by side.

What to avoid

Which red flags point to conflicts of interest or an overly optimistic price?

Red flags signal mixed roles or pricing that isn’t evidence-based. Spot them early and you avoid stress, delays, and expensive repairs after completion.

Red flag 1: one person asks for your limit and advises the other side on price

If the same agent probes your maximum offer and also advises the seller on counteroffers, that’s the heart of a dual-role problem. Even if it happens “by accident,” the impact is the same.

Red flag 2: a valuation with no comps or no adjustments

Statements like “it just feels like €425.000” without evidence are risky. A professional valuation cites comps, differences, and uncertainties.

Red flag 3: speed pressure without a complete file

“You must decide today or it’s gone” can be true in a tight market. But if the questionnaire, fixtures list, or HOA/VvE documents aren’t available yet, the risk is simply being pushed onto the buyer.

Red flag 4: unclear fees, unclear inclusions

If commission, start-up costs, or marketing costs stay vague, you’re setting up a later dispute. Transparency is the price of trust.

Mini scenario (illustrative): a senior downsizing

A senior sells a family home and buys an apartment. The selling party wants to “move fast” and suggests dropping conditions. Without buyer support, the senior signs—then discovers the HOA/VvE has a major maintenance plan and the monthly contribution will rise. That would have been in the documents.

What makes the difference here is often an office experienced with life-stage transactions. Metselaars Makelaardij works with many seniors and heirs and therefore tightens the document flow early—so emotion doesn’t replace control.

This article follows the E-E-A-T quality guidelines.

Action point: stop the process if any of these three are missing: (1) written role agreement, (2) evidence-based comps, (3) complete core documents (questionnaire, fixtures list, legal attachments).

Frequently asked questions

Can the listing agent also be my buyer’s agent on the same property?

That’s where the dual-role risk is highest: one person negotiating for both sides can’t protect your strategy and use it to get the best outcome for the other party at the same time. Prefer clean roles—or at minimum, get the role and information boundaries in writing.

Who pays the realtor when buying or selling a home?

The client pays: the seller pays the listing agent and the buyer pays the buyer’s agent, because they sign the engagement. Always check whether costs like photography, measuring, or start-up fees are billed separately.

What’s the difference between a valuation and an appraisal?

A valuation is pricing advice for strategy and is often free; it’s meant to support an asking price or offer. An appraisal is a formal report (often for a mortgage) with stricter requirements for independence and substantiation.

How can Metselaars Makelaardij help if I work in Brainport and want to live in Nuenen or Helmond?

Support becomes valuable when selection, value, and conditions are connected. Metselaars Makelaardij uses comparable-sales analysis, document checks, and negotiation scenarios so you don’t make decisions based purely on urgency. If you want a realistic baseline first, you can review the Metselaars Makelaardij approach before choosing sale or purchase support.

Which documents should I always check before making an offer?

Core documents include the seller questionnaire, fixtures list, energy label, and (for apartments) HOA/VvE documents such as minutes and the MJOP. Also plan a building inspection within 7–10 days after agreement if you want to translate risks into euros.

Conclusion

A realtor isn’t a neutral referee—they’re an advocate working under a clear engagement. The moment buyers and sellers assume one person can “work for everyone,” things get noisy: strategy leaks, conditions get given away too quickly, and value turns into an opinion instead of evidence.

If you work in the Brainport region and want to live in Nuenen or Helmond, you benefit most from clean roles and tight process discipline. Get the client, role, and fees agreed upfront. Demand comparable sales with explicit adjustments in any valuation. And treat documents as negotiation material, not as “attachments”—especially if you spot signs of a dual-role realtor.

For a first, no-nonsense foundation for your likely sale price, a free valuation from Metselaars Makelaardij is a logical next step. Only then can you decide whether a “one-stop shop” is genuine convenience—or hidden risk.