Negotiating commission with a commercial estate agent: 7 concrete agreements
The instruction for services is the real document
Everything you agree upon stands or falls with the instruction for services (opdracht tot dienstverlening). Read it line by line and have changes recorded in writing. These are seven points that can be negotiated.
- Percentage with tiers. For example, a base percentage up to an agreed purchase price and a higher percentage on the excess. The real estate agent then shares in the result.
- Minimum fee. Ask explicitly if a minimum applies and what that means for the expected purchase price.
- Marketing costs. Have it recorded that these are included in the commission upon a successful sale.
- Term and notice period. A three-month instruction with tacit renewal gives you more control than a twelve-month fixed term.
- Withdrawal costs. Cap them or link them to demonstrably incurred costs.
- Own-find clause. Agree on what happens if you introduce the buyer yourself.
- Exclusivity. If you want to engage multiple firms, record how the commission will be divided.
What you should not negotiate away
A firm that drops its price on everything is cutting corners somewhere. Good photography, a proper measurement according to the NEN 2580 measurement instruction, and a complete file increase the price a buyer is willing to pay. Negotiate on the structure, not on the quality of the presentation.
You can read more background at what does a business real estate agent cost.