The Agent You Choose Changes Everything
In real estate, the difference between an okay experience and an exceptional one almost always comes down to the agent you hire. The right REALTOR® isn’t just someone who opens doors and writes contracts — they’re your strategist, negotiator, local expert, and advocate from the moment you start searching until the keys are in your hand.
We’re Susan & Kurt Johnston, REALTORS® with Iron Valley Real Estate of York County. We’ve built our reputation on personal attention, local expertise, and the kind of no-surprises communication that makes buying a home feel manageable — even exciting. But we believe you should ask every agent the tough questions. Including us.
Understanding Buyer Agent Compensation
If you’ve heard about the 2024 real estate industry changes, you may be wondering
what they mean for you as a buyer. Here’s a straightforward explanation of what
changed, what didn’t, and what to expect when you work with us.
What Changed in August 2024
As part of a national settlement effective August 17, 2024, the rules around how
buyer agent compensation is communicated changed significantly. The key points
that affect you as a buyer:
- Written agreement required before touring homes. Pennsylvania
law and the new NAR policy both require that you sign a written Buyer Broker
Agreement with your agent before touring any property. This agreement must
clearly state the services we will provide, the compensation we will receive,
and must include a conspicuous statement that broker fees and commissions are
fully negotiable and are not set by law. - Compensation is no longer advertised on the MLS. Prior to
August 2024, sellers typically offered a buyer agent commission through the MLS
listing. That is no longer permitted. Compensation arrangements are now negotiated
outside the MLS. - Sellers can still offer to cover buyer agent compensation.
Nothing prohibits a seller from offering to pay your agent’s fee as part of the
transaction — it is simply negotiated differently than before. This can be
structured as a seller concession at the time of offer, and remains a common
and completely legitimate part of a transaction. - You may also request seller concessions. A seller concession
— sometimes called a seller assist in Pennsylvania — is financial assistance a
seller agrees to provide at settlement to help cover your closing costs, including
brokerage fees. This is negotiated as part of your offer.
What Didn’t Change
- Compensation has always been negotiable — that remains true
- Sellers can still choose to compensate your buyer agent, just not through
the MLS - You still have full access to professional buyer representation
- The value we bring to your transaction is exactly the same as it has
always been
What You Get When You Work With Us
- A fiduciary advocate who is legally obligated to act in your
best interest - Access to MLS listings before they hit public portals
- Expert pricing analysis so you can make informed decisions
- Skilled negotiation on your behalf
- Coordination of inspections, appraisals, title, and closing
- A trusted partner who knows the local market, neighborhoods, schools,
and values
Our commitment to transparency: Before we tour a single
home together, we’ll sit down with you and walk through our Buyer Broker
Agreement clearly and without pressure — explaining exactly what we will do
for you, what our fee is, and all of your options. Pennsylvania law also
requires us to present you with a Consumer Notice at first substantive contact
explaining your representation choices. We want you to feel completely
informed and comfortable before you sign anything.
5 Critical Questions to Ask Any Agent Before You Hire Them
1. Can you tell me about yourself and how you work?
Look for professionalism, consistency, and a clear process. A great agent has a defined strategy for buyers — not just a vague “I’ll find you a house.” Ask about their team structure if they work with one. The best agents run their practice like a business: organized, responsive, and with strong support systems behind them.
What to listen for: Do they ask questions about your needs first, or do they just talk about themselves? A great buyer’s agent is curious about you before anything else.
2. How long have you been in real estate, and how active are you currently?
Experience matters — but so does current market activity. The average REALTOR® has around 10 years of experience, but raw tenure tells only part of the story. Ask about recent closed transactions, especially in the price range and areas you’re targeting. An agent who closed 20 transactions in your target neighborhoods last year brings more relevant expertise than someone with 20 years of experience and only a handful of recent deals.
What to listen for: Specific, confident answers with real numbers. Vague answers can signal low current activity.
3. Do you have references or reviews I can check?
Any agent who takes pride in their work will enthusiastically point you to testimonials. Look beyond the agent’s own website — check Google Reviews, Zillow, and Realtor.com for unfiltered feedback from past clients.
What to listen for: Specific stories and outcomes, not just generic praise. Reviews that mention communication, problem-solving, and negotiation are especially meaningful.
“I would give 10 stars if I could… From start to finish, Susan went above and beyond to help me and my mom find our dream home. Her expertise and patience were invaluable throughout the process.”
— Dashkar V.
“Such a great team! Sue is the sweetest and truly cares about you and your family. She’s dedicated to getting you in the right home and very informative and diligent throughout.”
— Katelin S.
Read all of our Client Reviews →
4. How will you keep me informed throughout the process?
This is where a lot of buyers get frustrated with other agents. The home buying process has dozens of moving parts, and you deserve to know where things stand at every stage — without having to chase someone down for an update. Ask specifically about their preferred communication method, typical response time, and what a regular update schedule looks like.
What to listen for: Clear, specific answers. An agent with a defined communication process is far more reliable than one who just says “I’m always available.”
“We believe communication is the foundation of a good client relationship. We set clear expectations upfront, and we follow through. You’ll never wonder what’s happening with your purchase when you work with us.”
— Susan Johnston
5. What resources and connections do you bring to the table?
Top local agents have built networks that give their clients real advantages — current market data, connections to trusted inspectors, lenders, attorneys, and contractors, and inside knowledge of neighborhoods, school districts, and local development plans.
What to listen for: Specific resources and real relationships, not generalities. A well-connected agent in York and Lancaster Counties can often help you get priority scheduling with inspectors, introduce you to lenders who know the local market, and share context about neighborhoods that no online portal can provide.
Why Susan & Kurt Johnston, REALTORS®?
We know you have choices. Here’s what makes us different:
| Susan Johnston, REALTOR® | Kurt Johnston, REALTOR® | |
|---|---|---|
| Background | Retired U.S. Air Force Veteran | Seasoned IT Professional |
| Specialty | Buyer representation — guiding buyers to their dream homes | Analytical market analysis; seller-side expertise |
| Strengths | Discipline, integrity, patience, commitment to service | Attention to detail, technology, data-driven decisions |
| Counties Served | York, Lancaster, Cumberland, Adams | York, Lancaster, Cumberland, Adams |
| Brokerage | Iron Valley Real Estate of York County | |
Together, we cover everything. Susan’s military discipline means no deadline gets missed and no detail gets overlooked. Kurt’s analytical mindset means every offer is backed by data. Our clients consistently tell us that our team dynamic — calm, thorough, and always communicating — made one of the biggest decisions of their lives feel manageable.
What to Expect When You Work With Us
- Initial Consultation — We learn about your goals, timeline, budget, and must-haves. We’ll share current market conditions for York and Lancaster Counties and answer every question you bring.
- Preapproval Connection — We’ll connect you with trusted local lenders from our Trusted Partner Program.
- Custom Home Search Setup — We configure a search tailored to your criteria and set up Instant Market Updates so you’re notified the moment a matching home hits the market.
- Home Tours — We tour properties with you, sharing honest assessments and local context you won’t find on Zillow.
- Offer Strategy — We analyze comparable sales, assess competition, and craft an offer designed to win without overpaying.
- Contract to Close — We coordinate with your lender, track inspection timelines, review documents, and keep you informed at every step.
- Closing Day — We’re there. And we’ll celebrate with you.
Frequently Asked Questions
Do I have to sign a buyer’s agreement?
Pennsylvania requires that REALTORS® have a written representation agreement before showing properties. We’ll explain every line of the agreement before you sign and answer any questions you have — no pressure, no surprises.
What if I want to see a home listed with another agent?
No problem — that’s completely standard. We represent you in that transaction; the listing agent represents the seller. You get your own advocate in the negotiation regardless of who listed the home.
Do you work with new construction buyers?
Yes. Buying new construction has unique considerations — builder contracts, upgrade negotiations, and inspection nuances that differ from resale homes. Having your own REALTOR® when buying new construction is especially important, and there’s no added cost to you.
What if I want to look online first before committing to an agent?
Absolutely — most buyers start online, and that’s perfectly fine. When you’re ready to start touring homes or want a local expert’s honest take on what you’re finding, that’s when we come in. There’s no pressure and no obligation to have an initial conversation.