Leasing agent core skills:
• Rental comparables — tighter $50/month bands
• Tenant screening: Equifax / TransUnion pulls, employment verification, reference calls, prior landlord checks
• Ontario Standard Lease (Form 2229E) — mandatory since April 2018, with sections often filled incorrectly
• Rules: rent deposit limits, key deposit limits, last-month-rent rules, RTA Section 2 surveillance disclosure
• LTB process awareness: N4, N5, N12, L1, L9 — agents who can’t speak to these are not leasing agents

A good sale agent isn’t automatically a good leasing agent.

• If the agent leases first, they earn the lease commission and lose the sale commission (which would be ~6–10× higher). Most agents will gently steer you to the sale in this scenario — sometimes against your real interest.
• If the agent sells first, they may have minimized rental marketing effort. Make sure the rental marketing budget is documented separately in the listing agreement.
• In RECO multiple representation scenarios (same agent represents seller + tenant or landlord + buyer), required disclosure applies. Make sure you understand who the agent represents, and what limits they have.

RECO rule of thumb: if your gut says “why isn’t my agent showing me strong rental candidates?” — get a second opinion.

Lease (Ontario 2026 typical): 1 month’s rent commission, split 0.5 / 0.5 month or sometimes 1 / 0.5 month. On a $3,000/mo lease = $3,000 total commission.

So the agent earns ~15–20× more on a sale. This explains why agents prefer sale opportunities and why you should pay close attention to whether rental marketing is actually being done.

Hidden lease economics: on a renewal or extension, no commission. On a tenant placed by a leasing agent, the agent’s incentive ends at move-in. Long-term landlord support is rarely included unless you pay a separate property management fee (typically 6–10% of monthly rent).

1) Sale listing: MLS, brokerage tour, professional photos, staging budget, social campaign, target days on market, price strategy.
2) Rental listing: MLS rental section, separate professional photos (often skipped), Realtor.ca rental, social posts, tenant screening process used.

Specific clauses to negotiate:
• Time-based listing — sale-first for 30 days, then rental, with clear pivot trigger
• Commission stacking — if the property rents first then sells later within 12 months, is the lease commission credited back?
• Tenant pre-screen quality — minimum credit score, income ratio (typically 30–40% of gross), prior landlord verification confirmed in writing
• Ongoing landlord support — is it included or charged hourly?

1) You’re genuinely testing the market — “list for sale at $1.3M for 30 days, otherwise lease at $3,400.” One agent simplifies the pivot.
2) The agent has documented experience in both — ask for their last 5 sales AND last 5 leases in your area. If they can show both, they’re qualified.
3) You have a single point-of-contact preference — for owners who travel, work in another city, or just don’t want to manage two relationships.
4) The rental marketing budget is in writing — separately stated, with timing, photos, and screening process specified.

Examples where this is right: 70-something downsizer testing the market; out-of-country owner converting principal residence to rental property.

1) You’re a serious landlord (3+ rental properties) — leasing requires specialized RTA / LTB / tenant management skill. Use a leasing-focused agent or property manager.
2) Your current agent shows weak leasing experience — ask for their last 5 leases. If they pause, that’s your answer.
3) The property is already tenanted and you’re selling — tenant rights (N12 for purchaser’s own use, 60-day notice, 1-month compensation, bad-faith damages up to 12 months’ rent) are complex. Get a lawyer + a sale agent who has done this before.
4) You want truly competitive marketing on both — separate agents compete for your future business through results.