INCLUDE COMM IN OFFERS?

When a broker secures an Authority to Sell, it’s standard practice to talk about net proceeds—what the seller takes home after taxes and the broker’s professional fee (PF). No issues there.

But things get a bit more nuanced when it comes to Offers to Purchase (OTP) or Letters of Intent (LOI).

Some brokers clearly state their professional fee to protect their stake and avoid being sidelined or surprised by a third-party claiming a cut.

Others leave it out entirely—worried that bringing up the PF might tempt the buyer to negotiate it down in hopes of helping the seller hit their target net (especially when their offer is below asking).

So, where do you stand?

Do you write it in—or leave it out?

Survey results will be posted tomorrow.

Answer 1: Yes, we include it.

Answer 2: No, we don't mention it.

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Survey Says: 67% of brokers include the Broker’s Fee in their Offer Letters.

Let’s talk about that.

I get why some brokers hesitate to put their professional fees in writing—especially if it's 5%. Maybe they’ve been burned before. Maybe they’ve had to swallow their pride (and their percentage) just to make a deal happen, dropping from 5% to 3% because a buyer or seller pushed back hard.

But here's my take: transparency is power.

Including your fee in the Offer to Purchase (OTP) or Letter of Intent (LOI) isn’t just professional—it’s protective. It sets the tone. It clarifies expectations. And most importantly, it signals that your work has value.

In over a decade of brokering deals, I've met two kinds of clients:

The ones who respect brokers.

And the ones who think we’re just "ahentes"—dispensable, replaceable, and negotiable at every turn.

The latter group? They’re the ones who’ll ask you to slash your commission—or worse, ask for a “rebate” from it. And it stings, because they have no idea what really goes into getting a deal done.

Here’s what I’ve learned: the brokers who last in this industry—the ones who thrive—don’t just chase new leads. They build a tribe of loyal, repeat clients. And loyalty, like respect, is earned—but also tested.

Writing your commission into an agreement is a great way to test it.

The clients worth keeping will stand by the agreement, even when others pressure them to chip away at your fee. They’ll protect your interest even when no one's watching. That’s when you know you've found a keeper.

So yes—put your professional fee in writing. Every time. It’s not just about getting paid; it’s about knowing who’s really in your corner.