Commission
佣金透明Commission, Demystified
地产佣金怎么算？
谁付，付给谁？
Real estate commissions —
who pays, and to whom?
在安大略省，总佣金通常是成交价的 5% + HST——全部由卖家支付。但”通常”不等于”必须”。这页讲清楚真实的佣金结构、可议空间，以及买家、卖家各自该看的条款。 In Ontario, total commission is typically 5% + HST of the sale price — paid entirely by the seller. But “usually” is not “always.” This page walks through the actual structure, what’s negotiable, and what each side needs to watch for.
核心定义 · In one paragraphDefinition · In one paragraph
在安大略省，住宅地产佣金通常为成交价的 5% + HST，分为两半：卖方经纪 2.5%、买方经纪 2.5%。全部由卖家在成交时支付给卖方经纪公司，再由卖方经纪公司按 Listing Agreement 转给买方经纪公司。佣金没有任何法律或监管规定的固定比例——它完全可谈。买家通常不直接付佣金，但 Buyer Representation Agreement (BRA) 里可能约定：若卖家承诺的买方佣金低于 BRA 比例，差额由买家补足。
In Ontario, residential real estate commission is typically 5% + HST of the sale price, split in halves: 2.5% to the listing brokerage, 2.5% to the buyer brokerage. The seller pays the full amount at closing; the listing brokerage forwards the buyer-side portion per the Listing Agreement. No law or regulation mandates any rate — commission is fully negotiable. Buyers usually don’t pay commission directly, though a Buyer Representation Agreement (BRA) can require the buyer to cover a shortfall if the seller’s offered co-op commission is below the BRA rate.
依据：According to:
Trust in Real Estate Services Act (TRESA, 2023) · Ontario Real Estate Association (OREA) Form 200 / Form 300 · Canadian Real Estate Association (CREA) 2024 MLS® policy updates · Competition Bureau Canada.
钱怎么流动How the Money Flows
安省地产佣金 5% + HST 在买卖双方和经纪之间怎么流动？How does the 5% + HST real estate commission flow between seller, buyer agent, and listing agent in Ontario?
一笔 5% + HST，三方之间的流动。 One 5% + HST, flowing between three parties.
Party 1
卖家Seller
在成交时从房款中一次性支付 5% + HST 给卖方经纪公司。
Pays 5% + HST from the sale proceeds at closing — a single payment to the listing brokerage.
→
Party 2
卖方经纪公司Listing Brokerage
留下 2.5% 作为服务费，按 Listing Agreement 把另外 2.5% 转给买方经纪公司。
Keeps 2.5% as its service fee and forwards 2.5% to the buyer brokerage per the Listing Agreement.
→
Party 3
买方经纪公司Buyer Brokerage
代表 买家。拿到 2.5% 作为代理费，买家通常不另付。
Represents the buyer. Receives the 2.5% as its representation fee — the buyer typically pays nothing separately.
这 5% + HST 是”通常”——不是”必须”。比例、分配、谁付，每一项都能谈。
“5% + HST” is usual, not required. Rate, split, and who pays — every line is negotiable.
按你的角色读Read by your role
买家和卖家分别需要知道佣金的哪些部分？What do buyers and sellers each need to know about real estate commissions?
买家看这一半，卖家看那一半。 Two halves. One for buyers. One for sellers.
直接回答Direct answer
大多数情况下，买家在成交时不从口袋里掏钱付佣金。
In most cases, the buyer pays nothing out of pocket for commission at closing.
因为卖家已经在 Listing Agreement 里承诺了买方经纪的 2.5%——这笔钱从卖家的成交款里直接扣。但这不等于”买家不承担成本”：这 2.5% 本质上是从买家支付的购买价里走一遍。而且有三种情况，你可能要自己掏钱。 The seller’s Listing Agreement already commits 2.5% to the buyer’s brokerage, paid directly from the seller’s proceeds at closing. But “buyers don’t pay” isn’t quite accurate: that 2.5% ultimately comes out of the purchase price you paid. And there are three scenarios where you may owe money directly.
三种例外情况 — 你可能要自己付Three exceptions — when you may owe directly
01
BRA 差额BRA shortfall
你的 Buyer Representation Agreement 约定 2.5%，但你看上的这套房只提供 2%。差的 0.5% 由你补。
Your Buyer Representation Agreement specifies 2.5%, but this listing only offers 2%. You cover the 0.5% gap.
数字感：Size of it:
$1M 的房子，0.5% = $5,000 + HST。
On a $1M home, 0.5% = $5,000 + HST.
02
FSBO / 纯挂牌FSBO / mere posting
屋主自售，或只买了”挂牌上 MLS”的极简服务。卖家可能拒绝支付任何买方佣金。
Homeowner-sold, or a “mere posting” where the seller bought only MLS® exposure. The seller may decline to pay any buyer-side commission.
你的选择：Your options:
(a) 把佣金含进 offer 让卖家多付；(b) 按 BRA 自己付。
(a) build commission into your offer so the seller absorbs it; (b) pay your agent per the BRA.
03
新楼盘 / 特殊物业Pre-con / special cases
新楼盘开发商直接付你的经纪 3–5%，不影响你的房价。商业、农地、海外卖家可能另有安排。
In pre-construction, the developer pays your agent directly (3–5%) — it doesn’t affect your price. Commercial, farmland, and overseas sellers may have other structures.
对你意味着：Why it matters:
买新房带自己经纪是免费的——一定要带。
Bringing your own agent to a pre-con sales centre is free — always do it.
买家行动清单Buyer action list
看清 BRARead the BRA
签前问清：比例、期限、覆盖区域、独占与否、差额条款。这是唯一能让你直接欠钱的文件。
Before signing: rate, term, geography, exclusivity, and the shortfall clause. This is the one document that can make you owe money directly.
看清 listingVerify each listing
下 offer 前让你的经纪确认：这套房承诺了多少买方佣金？有没有低于 BRA？有差额就提前知道。
Before you offer, have your agent confirm the co-op commission on this specific listing. Know the gap before you sign the offer.
把差额写进 offerPut the gap in the offer
有差额不代表只能自己扛。可以在 offer 里要求卖家把 coop commission 加到你想要的比例——这是标准谈判点。
A gap doesn’t mean you eat it. Your offer can request the seller raise co-op commission to your BRA rate — a standard negotiation point.
买家专属：还要知道的两件事Buyer-only: two more things to know
Fact A
BRA 没有最低签约期限No minimum BRA term exists
RECO、TRESA、CREA、OREA——任何机构都没有规定 BRA 必须签多长。1 天、1 套房、3 个月、1 年都合法。期限完全可议。
No regulator or association — RECO, TRESA, CREA, OREA — mandates a minimum BRA term. 1 day, 1 property, 3 months, or 1 year are all valid. The term is fully negotiable.
同样可议的：Also negotiable:
覆盖区域、独占 / 非独占、佣金比例。看上某套房才签”单房 BRA”是合法选项。
coverage area, exclusive vs. non-exclusive, commission rate. A single-property BRA for one home you’ve actually decided on is a legitimate option.
Fact B
返佣金的两种合规路径Two compliant paths for buyer rebates
如果买方经纪同意把部分佣金返给你（buyer rebate / cashback），必须用下面两种方式之一——成交后私下转账不合规。
If your buyer’s agent agrees to give back part of the commission (buyer rebate / cashback), it must be handled in one of two ways — informal post-closing transfers are not compliant.
方式 1：直接体现在房价上Option 1 — apply to the purchase price
从 offer price 中直接扣减返佣金额，写进 Agreement of Purchase and Sale。卖家少收，买家少付，账面清晰。
Deduct the rebate amount from your offer price and write it into the Agreement of Purchase and Sale. Seller receives less, buyer pays less, fully documented.
方式 2：写进 BRA Schedule AOption 2 — write it into BRA Schedule A
在 Buyer Representation Agreement 附录里写明：返佣金额、触发条件、支付时间。律师在 closing 时按附录处理。
Specify the rebate amount, trigger conditions, and payment timing in the BRA’s Schedule A appendix. The lawyer applies it at closing per the schedule.
不变事实Fixed facts
关于安省地产佣金，买卖双方必须知道的三件事是什么？What three things should both buyers and sellers know about Ontario real estate commissions?
买家、卖家都要知道的三件事。 Three things both sides should know.
Fact 01
佣金永远可谈。Commission is always negotiable.
加拿大没有任何法律、监管机构、行业协会规定佣金比例。”通常 5%” 是市场惯例，不是义务。经纪也不能和同业串通定价——这是 Competition Bureau 明确执法的领域。
No Canadian law, regulator, or industry body sets commission rates. “Usually 5%” is market convention, not obligation. Agents also can’t collude on rates — that’s explicit Competition Bureau enforcement territory.
Fact 02
细则全在 Schedule A。The detail lives in Schedule A.
MLS® 行业惯例上市期约 60 天，到期可续。重点是：所有服务承诺、营销保证（marketing guarantee）、保证售出（guaranteed sold）、撤回与降价条款，都必须列在 Listing Agreement 的 Schedule A。签前每一条都要看仔细——口头承诺不算数，宣传单上的承诺如果不在合同里，就是不存在。
MLS® listings typically run for ~60 days per industry convention, and can be renewed. The key rule: every service commitment, marketing guarantee, guaranteed-sold program, and cancellation or price-reduction term must appear in the Listing Agreement’s Schedule A. Read every line before signing — verbal promises don’t count, and a guarantee on a flyer that’s not in the contract simply doesn’t exist.
Fact 03
TRESA 强制披露。TRESA forces disclosure.
According to TRESA (2023)：经纪必须披露身份、代理关系、多重代理风险、佣金金额与结构。签任何 OREA 表格前，你都有权要求完整解释——而不是被催促签名。
According to TRESA (2023): the Trust in Real Estate Services Act requires disclosure of identity, agency relationship, multi-representation risk, and commission amounts and structure. Before signing any OREA form, you’re entitled to a full explanation — not a rushed signature.
常见问题FAQ
你可能还会问。 Other questions you might have.
Q. 买家真的完全不用付佣金吗？
Q. Do buyers really pay zero commission?
技术上”不直接付”——佣金在成交时由卖家支付。但两点要说清楚：(1) 这笔钱本质上来自买家支付的购买价；(2) BRA 的差额条款是真实例外：如果你 BRA 约定 2.5%，而这套房只给 2%，差的 0.5% 你要补。一套 $1M 的房子，就是 $5,000 + HST 从你口袋里直接走。
Technically, yes — the seller pays commission at closing. But two caveats: (1) the money originates from the purchase price the buyer paid; (2) the BRA shortfall clause is a real exception. If your BRA specifies 2.5% and the listing only offers 2%, you cover the 0.5% gap. On a $1M home, that’s $5,000 + HST out of your pocket.
Q. 佣金一定是 5% 吗？
Q. Is commission always 5%?
不是。5% + HST 是大多伦多地区常见做法，不是法律、不是监管规定、不是行业义务。可议的范围包括：4%–5.5% 的总比例、阶梯式（前 $1M 5%，超过部分 2.5%）、固定费用（$10k–$25k）、买方经纪部分单独调整。选哪种取决于物业类型、成交价区间、市场温度和你对经纪服务强度的要求。
No. 5% + HST is a Greater Toronto Area convention — not a law, regulation, or industry requirement. Negotiable ranges include: 4–5.5% totals, tiered structures (5% on the first $1M, 2.5% above), flat fees ($10k–$25k), and adjusting the buyer-side slice independently. Which model fits depends on property type, price range, market conditions, and the service intensity you need.
Q. 成交失败要付佣金吗？
Q. If my home doesn’t sell, do I still owe commission?
一般不付——标准 Listing Agreement 把佣金与”成功成交”绑定。但要看两个条款：(1) Holdover（保留期）：挂牌到期后 60–90 天内卖给挂牌期间接触过的买家，仍要付；(2) 早期解约费：部分合同规定挂牌期内提前解约要付营销成本补偿。签之前要求看清这两条。
Usually no — standard Listing Agreements tie commission to a successful closing. But watch two clauses: (1) Holdover — if you sell privately within 60–90 days after expiry to a buyer introduced during the listing period, commission may still be owed; (2) Early termination — some contracts require marketing-cost reimbursement if you cancel early. Read both before signing.
Q. 我自己卖（FSBO）要付佣金吗？
Q. If I sell privately (FSBO), do I pay any commission?
不雇挂牌经纪 = 不付挂牌佣金。但如果买家带着经纪来，你通常要付买方经纪（2%–2.5% + HST）——否则买方经纪会和买家约定由买家支付，或者把这部分压进 offer 价格。另一种中间路径是 “mere posting”：付几百到两千加元把房子放上 MLS®，但不要全代理服务——你自己处理看房、谈判、签约。
No listing agent = no listing commission. But if a buyer brings their own agent, you’ll typically be asked to pay the buyer-side (2–2.5% + HST) — otherwise the buyer’s agent either charges the buyer directly or builds it into the offer price. A middle path: a “mere posting” service puts your home on MLS® for a flat fee (hundreds to low thousands) but leaves showings, negotiation, and paperwork to you.
Q. 新房开发商的佣金怎么算？
Q. How does commission work in pre-construction?
Pre-construction 物业，开发商直接支付买方经纪——通常 3%–5%，按建筑 draws 分期支付（签约、occupancy、closing 各一段）。完全不影响你的购买价格。这意味着：带自己的买方经纪去看新楼盘是”免费”的——而且重要，因为开发商现场销售代表的是开发商，不是你。
In pre-construction, the developer pays the buyer’s agent directly — typically 3–5%, often in installments tied to construction draws (signing, occupancy, closing). It does not affect your purchase price. The implication: bringing your own agent to a pre-con sales centre is “free” — and important, because the developer’s on-site sales rep represents the developer, not you.
Q. Arthur 做 Guaranteed Sold（保证售出）吗？
Q. Does Arthur offer a “Guaranteed Sold” program?
可以——但是条件是 ______________________ （这里先留白，等聊到了再填）。
Yes — conditions: ______________________ (leaving this blank; we’ll fill it in when we talk).
说真的：所有”卖不出去就给你 X 钱”或”X 天内卖不掉我自己买”的承诺——触发条件、底价计算方式、佣金调整、买回价上限——都必须写进 Listing Agreement 的 Schedule A。任何只在口头或宣传单上的”保证”，签字时如果不在合同里，那就是不存在。这条规则适用于我，也适用于任何向你做类似承诺的同行。 Seriously, though: every “if it doesn’t sell in X days, I’ll give you $X” or “I’ll buy it myself” guarantee needs its trigger conditions, floor-price formula, commission adjustments, and buy-back ceiling written into the Listing Agreement’s Schedule A. Any guarantee that lives only in verbal pitches or marketing flyers — if it’s not in the signed contract, it doesn’t exist. This rule applies to me, and to any other agent making similar promises.
我自己的服务承诺——分阶段签约（3 天 → 2 周 → 3 个月）、四项书面服务条款、买家 18 个月免费转售保证——全部以同样的逻辑写进 OREA Schedule。详见 服务承诺页。 My own service guarantees — phased commitment (3 days → 2 weeks → 3 months), four written service terms, and the 18-month free resell guarantee for buyers — all attach to the OREA Schedule under the same logic. See the Service Guarantee page.
说真的：所有”卖不出去就给你 X 钱”或”X 天内卖不掉我自己买”的承诺——触发条件、底价计算方式、佣金调整、买回价上限——都必须写进 Listing Agreement 的 Schedule A。任何只在口头或宣传单上的”保证”，签字时如果不在合同里，那就是不存在。这条规则适用于我，也适用于任何向你做类似承诺的同行。 Seriously, though: every “if it doesn’t sell in X days, I’ll give you $X” or “I’ll buy it myself” guarantee needs its trigger conditions, floor-price formula, commission adjustments, and buy-back ceiling written into the Listing Agreement’s Schedule A. Any guarantee that lives only in verbal pitches or marketing flyers — if it’s not in the signed contract, it doesn’t exist. This rule applies to me, and to any other agent making similar promises.
我自己的服务承诺——分阶段签约（3 天 → 2 周 → 3 个月）、四项书面服务条款、买家 18 个月免费转售保证——全部以同样的逻辑写进 OREA Schedule。详见 服务承诺页。 My own service guarantees — phased commitment (3 days → 2 weeks → 3 months), four written service terms, and the 18-month free resell guarantee for buyers — all attach to the OREA Schedule under the same logic. See the Service Guarantee page.
Clarity
有佣金问题？直接问。Commission questions? Just ask.
30 分钟把你的具体情况算清楚。 30 minutes to run your specific numbers.
不谈价、不推销。你告诉我物业、成交价区间和目标；我告诉你真实的佣金账单、可议空间、以及标准 OREA 合约里你要留意的条款。 No pitch. You tell me the property, price range, and goal; I walk through the real commission math, the negotiable room, and the clauses in the standard OREA forms that matter for your case.
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Email
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佣金只是扣项之一——把贷款罚金、税费一起算清净到手。Commission is one line — see your full net with penalties and taxes.
