One of the most common questions sellers ask is how property practitioner commission works, and whether it’s really worth the cost.
In South Africa, commission is a percentage of the final sale price, paid by the seller once a transaction has successfully completed. What that fee represents, however, is often misunderstood.
How Property Practitioner Commission Works
Property practitioners are appointed to act in the seller’s interests. Their role is to price the property correctly, market it effectively, secure a suitable buyer, and manage the transaction through to registration.
Commission is only payable once:
- A valid sale agreement has been signed
- All suspensive conditions have been met
- The property has successfully registered in the Deeds Office
Until registration takes place, no payment is made.
The Risk Sits With the Practitioner
Property practitioners carry significant upfront risk. Marketing a property requires real investment, including professional photography, advertising, listing fees, buyer database exposure, viewings, follow-ups and time spent negotiating.
If the property does not sell, those costs are not recovered. The practitioner absorbs them in full.
This model means practitioners are paid only for completed results, not for effort alone.
Commission Reflects Professional Skill and Experience
Accurate pricing, effective negotiation and steady deal management require experience. Poor advice at any stage can delay a sale, weaken a seller’s position, or reduce the final price achieved.
A professional property practitioner understands buyer behaviour, manages expectations on both sides, and keeps transactions moving through inspections, finance approvals and legal processes.
This expertise often protects far more value than the commission itself.
What Is the Typical Commission in South Africa?
There is no regulated commission rate. In practice, property practitioner commission in South Africa typically ranges between 5% and 7.5% of the final sale price.
Commission is agreed upfront in the mandate and may vary depending on the property, pricing, location and market conditions.
That said, lower commission usually means reduced marketing budgets, less exposure and less time dedicated to the sale.
Why Trying to Save on Commission Can Cost More
Treating commission purely as a cost-saving exercise is rarely in a seller’s best interest. Reduced fees often result in fewer marketing channels, shorter sales strategies and limited negotiation support.
This can lead to quicker sales at lower prices, which ultimately costs more than the commission saving itself.
In property, as in most professional services, you generally get what you pay for.
What Sellers Are Really Paying For
Commission covers far more than listing a property online. Sellers are paying for professional judgement, marketing investment, compliance management, availability and accountability from first consultation through to registration.
Our Seller’s Guide explains what full-service representation includes and what sellers should expect from a professional property practitioner.
Frequently Asked Questions About Property Practitioner Commission
Who pays the property practitioner commission?
The seller pays the commission. The practitioner is appointed to act on the seller’s behalf and to secure a successful sale.
When is commission paid?
Commission is paid only once the property has registered in the Deeds Office. It is not payable when a property is listed or when an offer is signed.
Do I pay commission if my property does not sell?
No. If the property does not sell and register, no commission is payable. The practitioner carries the marketing and time risk.
Is property practitioner commission negotiable?
Yes. Commission is agreed upfront in the mandate. However, reduced commission may limit marketing exposure and resources.
Why is commission a percentage and not a fixed fee?
A percentage aligns the practitioner’s incentive with the seller’s outcome. Both parties benefit from achieving the best possible price.
Can a lower commission affect the sale price?
In many cases, yes. Reduced commission often means reduced marketing spend and weaker negotiation support, which can result in a lower final sale price.
What happens if a buyer introduced by an agent purchases later?
If a buyer introduced by the practitioner later proceeds with the purchase, the practitioner may still be entitled to commission, depending on the mandate and circumstances.
