If you’re a small landlord trying to keep things simple, you’ve probably asked at least once: should I accept tenants who come through a realtor, and if so, who pays the commission? It’s a fair question. The answer isn’t a one-size-fits-all, and it isn’t a dramatic turning point for most properties. It’s a practical decision about speed, risk, and the kind of relationship you want with your next tenant.

What a realtor brings to the table

Realtors aren’t magic. But they do bring a few predictable benefits when you’re trying to fill a vacancy:

• Faster exposure: Listings reach more eyes, often including qualified prospects who have already done some screening.
• Pre-screening potential tenants: Realtors may conduct or coordinate background checks, income verification, and outreach to gauge serious interest.
• Less time spent chasing leads: You get fewer, but more serious, inquiries, which can reduce phone tag and on-site showing time.

Those benefits aren’t free. The obvious cost is the commission, but there are other potential downsides to weigh:

• Added costs if you’re paying both sides or if you’re in a market with high agency fees.
• Reduced flexibility in negotiating terms: Realtors may push for standard lease language or terms that don’t reflect your preferences.
• Dependency risk: If there’s a problem later, you might have less direct control over the process because much of the screening and communication is mediated.

A practical way to frame the decision

Think of this as a small business decision rather than a personal preference. Ask yourself:

• How quickly do I need to fill the vacancy? If time is tight, a realtor can help speed things up.
• What does my current process look like for screening applicants? If you have a straightforward, reliable system, you may not need outside help.
• Do I want to handle negotiations and lease language myself, or am I comfortable relying on a professional to draft or review documents?
• What would I consider reasonable in terms of compensation? Some landlords accept a partial commission, or a one-time fee, or simply a marketing-only service.

The cash question: who pays the commission?

Common scenarios vary by market and agreement, but here are pragmatic patterns you’ll see:

• Tenant pays the commission: More common in full-service agency models, this aligns incentives toward finding a ready-to-sign tenant quickly.
• Landlord pays the commission: You control the marketing spend and might prefer to have a smoother negotiating process with the realtor handling the screening as part of the contract.
• Co-broke or shared offering: A compromise where the landlord and the tenant each have a stake in the commission, often seen in competitive markets.

If you’re considering paying the commission yourself, ask:

• Does the realtor provide a guaranteed service level (showing rate, response times, screening rubric)?
• Is the commission a fixed fee or a percentage of the first month’s rent, or something else?
• Will the realtor be involved in lease drafting or just candidate screening and introductions?

What to guard against, regardless of who pays

• Overreliance on a single lead source: If you accept a realtor-led lead without your own due diligence, you may miss warning signs in the application, job stability, or rental history.
• Vague terms in the listing: Ensure you know exactly what the realtor will present (complete application, income verification, references, etc.).
• Mixed expectations: If you and the tenant expect the realtor to handle maintenance or post-move communications, confirm responsibilities upfront.

A simple decision framework you can apply today

1. Define your vacancy timeline: If you must fill in 30 days, a realtor’s reach may be worthwhile. If you’re not in a rush, you can run your own screening and save the money.
2. Verify screening standards: Ensure the realtor uses consistent criteria (income thresholds, credit checks, rental history, etc.). If you already have a solid screening process, you may not need a new layer.
3. Decide who drafts and negotiates the lease: If you’re comfortable with your own lease form, you can use the realtor to connect you with applicants and keep your terms intact.
4. Decide who pays and under what conditions: Consider a trial period or a reduced commission if the tenant cleans and qualifies well.
5. Establish clear expectations for what happens after acceptance: Who handles move-in logistics, keys, and initial communications?
6. Set a trial period: If the tenant comes through a realtor, give yourself a 30–60 day window to observe how they perform on time, payments, and communication.

A practical checklist you can print

• Clarify whether the realtor will do screening, and which checks will be used.
• Decide who pays the commission and how it’s structured.
• Confirm who drafts the lease and who reviews it.
• Align expectations on move-in items and timelines.
• Prepare a standard response if the applicant offers to use a realtor but asks for special terms.
• Document all agreements in writing, including who pays and who covers what.
• Have a back-up plan if the tenant backed by a realtor falls through.

A note on your relationship with the tenant and the property

If using a realtor feels like a good fit for your current situation, treat it as one more tool in your toolkit rather than a default setting. A smooth experience often hinges on clear communication and honest expectations. You want a tenant who can meet the rent on time, respect the property, and respond to reasonable maintenance requests in a timely manner. The realtor’s job is to present candidates who appear to fit those criteria; your job is to verify, document, and finalize terms that work for you and the property.

This is not legal or financial advice. Laws vary by location.

Helpful resources

• Landlord Legal Forms (No-Nonsense Legal Forms) - practical forms for leases and notices
• The Book on Managing Rental Properties - broad, down-to-earth guidance
• Tenant Background Screening Service - screening options for applicants
• Landlord Emergency Contact Poster - quick reference for tenants