How Certified Real Estate Negotiators Charge in Malaysia: A Vendor’s Guide

How Certified Real Estate Negotiators Charge in Malaysia: A Vendor’s Guide

Selling your property is a major transaction. Understanding how a Registered/Certified Real Estate Negotiator (REN) charges—and what you get in return—helps you appoint confidently, avoid surprises, and maximise your sale price.

Who can charge a fee

- In Malaysia, only licensed real estate firms (with E-number) can invoice fees. RENs act under these firms and must display their REN tag and firm details.

- Fees are billed by the firm, not personally by the REN.

How commission works

- Standard residential/commercial land and buildings: maximum 3% of the transacted price (as set by the Board of Valuers, Appraisers, Estate Agents and Property Managers—BOVAEP). Negotiable downwards but cannot exceed 3%.

- Special or complex transactions (e.g., en bloc, plantations, joint ventures): fee by negotiation under Board guidelines.

- The seller (vendor) typically pays the commission.

When it’s payable

- No sale, no fee. Commission is only due when a sale is successfully concluded.

- Payment timing is stated in your appointment letter. Common structures:

- 100% upon SPA execution

Taxes and other costs

- Service Tax (SST): If the firm is SST-registered, SST (currently 8%) applies to the commission amount.

- Marketing disbursements: Standard marketing is often included.

- Legal fees, stamp duty, valuation, surveys, and compliance checks are separate and paid to the relevant professionals.

Exclusive vs open appointment (Ad-hoc)

- Exclusive appointment (common term 3–6 months):

- You appoint one firm exclusively.

- The firm is accountable for a full marketing plan and buyer management.

- If the property sells during the exclusive period (even if you or a third party finds the buyer), the agreed fee is payable to the appointed firm.

- Ad-hoc/Open/non-exclusive appointment:

- You can appoint multiple firms.

- You only pay commission to the firm that secures the buyer you accept.

- Effort and marketing spend may be lighter because no single firm controls the listing.

Co-broking (sharing listings)

- Professional firms frequently co-broke to widen buyer exposure. The firms split the single agreed commission between themselves.

- You still pay only the agreed commission—never double.

Deposits and client money

- Buyer’s earnest deposit (commonly 2–3%) must be paid into the licensed firm’s client account or your lawyer’s client account—not to the REN personally.

- With your written consent and once earned, the firm may deduct its commission from monies held.

What your appointment letter should include

- Asking price

- Commission rate and when it’s payable.

- Appointment type (exclusive/Ad-hoc) and duration.

- Marketing scope

- Handling of deposits and client account details.

- REN’s name and REN number; firm’s E-license number and address.

• Etc

Simple illustration

- Transacted price: RM1,000,000

- Agreed commission: 3% = RM30,000

- SST (8%) on commission: RM2,400

- Total payable to agency: RM32,400

Final tips to protect your sale price

- Choose on capability, not just the lowest fee. Skilled pricing and negotiation often net you more even after commission.

Note: This guide reflects Malaysian practice for RENs under BOVAEP.

马来西亚认证房地产谈判员如何收费：业主指南

出售物业是一笔重要交易。了解注册/认证房地产谈判员（REN）的收费方式，以及你能获得的服务，有助于你放心委任、避免意外，并最大化成交价。

谁可以收取费用

- 在马来西亚，只有持牌房地产公司（拥有E编号）可以开具服务费发票。REN隶属于这些公司，须佩戴REN标签并注明公司资料。

- 费用由持牌公司开票，REN个人不得私自收费。

佣金如何计算

- 标准住宅/商业土地与建筑：以成交价为基数，最高3%（由估价师、房地产代理及物业管理局 BOVAEP/LPPEH 规定）。可往下谈，但不得超过3%上限。

- 特殊或复杂交易（如集体出售、种植园、合资）：按局方指引“协议收费”。

- 通常由卖方（业主）支付佣金。

何时支付

- 不成交不收费。只有成功达成交易才需支付佣金。

- 支付时间写在委任书里，常见方式：

- 100%于SPA执行时 （SPA execution)

税费与其他开支

- 销售及服务税（SST）：若公司需征收SST，按佣金额另加（目前常见为8%）。

- 市场推广支出：标准宣传通常包含在内

- 律师费、印花税、估价、测量、合规检查等为独立费用，直接付给相关专业方。

独家委任 vs 非独家委任

- 独家委任（常见3–6个月）：

- 仅委任一家公司。

- 公司需负责完整营销计划与买家管理。

- 若在独家期内成交（即便买家由你或第三方找到），仍需支付约定佣金。

- 非独家委任：

- 可同时委任多家公司。

- 只向实际带来并被你接受的买家之公司支付佣金。

- 因为没有独家权，投入与宣传力度可能较分散。

行家分佣（Co-broking）

- 专业公司常会与他行合作分佣，扩大买家覆盖。双方拆分同一笔已约定的佣金。

- 你只支付一次约定的佣金，不会重复计费。

订金与客户资金

- 买方诚意金（常见2–3%）必须付至持牌公司的客户资金账户或你的律师客户账户，不得支付给REN个人。

- 在你书面同意且佣金已符合条件时，公司可自所持客户款项中扣除应得佣金。

委任书应包含的内容

- 叫价或者要卖的价钱

- 佣金费率与支付节点。

- 委任类型（独家/非独家）与期限。

- 营销范围

- 订金托管与客户账户信息。

- REN姓名与REN编号；公司E牌号与地址。

• 其他等

简单示例

- 成交价：RM1,000,000

- 约定佣金：3% = RM30,000

- SST（8%）按佣金计：RM2,400

- 应付给公司合计：RM32,400

最后的增值建议

- 选能力，不只看最低费率。定价与谈判能力强，常能为你净得更高回报。

说明：本指南基于马来西亚BOVAEP/LPPEH框架下的行业惯例。