--- title: "Pay-at-closing real estate leads: compare the terms" description: "Compare pay-at-closing real estate lead programs by fee basis, repeat transactions, source disputes, exit terms, and your website's inquiry records" canonical: "https://scalewithsearch.com/articles/pay-at-closing-real-estate-leads" --- ## Site navigation - [Scale With Search](https://scalewithsearch.com/) - Services - Services - [AI systems](https://scalewithsearch.com/ai-systems) - [Site build](https://scalewithsearch.com/work#site-build) - [Whole website fix](https://scalewithsearch.com/work#whole-website-fix) - [Content library with SEO](https://scalewithsearch.com/work#content-library) - [Working session](https://scalewithsearch.com/audit) - Start here - [Send your brief](https://scalewithsearch.com/work#send-your-brief) - [Example scope](https://scalewithsearch.com/work#review-the-example-scope) - [Prices and terms](https://scalewithsearch.com/work#prices-and-terms) - Industries - Real estate - [Real estate agents and teams](https://scalewithsearch.com/for/real-estate) - [Platforms, ownership, and IDX](https://scalewithsearch.com/for/real-estate/real-estate-website-platforms-ownership-idx) - [Search, content, and AI](https://scalewithsearch.com/for/real-estate/real-estate-search-content-ai) - [Inquiries, campaigns, and handoffs](https://scalewithsearch.com/for/real-estate/real-estate-website-inquiries-campaigns-handoffs) - [Buyer, seller, and local pages](https://scalewithsearch.com/for/real-estate/real-estate-buyer-seller-local-resources) - [Rules, privacy, and trust](https://scalewithsearch.com/for/real-estate/real-estate-website-rules-privacy-trust) - Browse by business - [Trades and home services](https://scalewithsearch.com/for/#group-trades) - [Health, wellness, and animal care](https://scalewithsearch.com/for/#group-practices) - [Law, finance, and IT](https://scalewithsearch.com/for/#group-professional) - [Marketing and SEO agencies](https://scalewithsearch.com/for/#group-agencies) - [Shops and manufacturers](https://scalewithsearch.com/for/#group-manufacturing) - [Restaurants, shops, studios, and nonprofits](https://scalewithsearch.com/for/#group-local-services) - Chiropractic practices - [Chiropractic and wellness practices](https://scalewithsearch.com/for/chiropractic-and-wellness-practices) - [Chiropractic and physical therapy clinics](https://scalewithsearch.com/for/chiropractic-and-physical-therapy-clinics) - [All industries](https://scalewithsearch.com/for/) - Resources - Free tools - [AI readiness check](https://scalewithsearch.com/check) - [Free tools](https://scalewithsearch.com/tools/) - [Free Starter Kit](https://scalewithsearch.com/kit/business-memory-starter-kit.zip) - Guides - [AI-native library](https://scalewithsearch.com/ai-native) - [Industry intelligence](https://scalewithsearch.com/intelligence) - [Office job guides](https://scalewithsearch.com/guides/) - [Business memory](https://scalewithsearch.com/articles/business-memory-for-ai-agents-guide) - [Agent governance](https://scalewithsearch.com/articles/ai-agent-governance-guide-small-business) - [Migration and ownership](https://scalewithsearch.com/articles/leaving-vendor-ai-memory-guide) - Articles - [All articles](https://scalewithsearch.com/articles/) - [What changed](https://scalewithsearch.com/changes/) - About - Evidence - [Proof](https://scalewithsearch.com/proof) - Scale With Search - [About](https://scalewithsearch.com/about) - [How it works](https://scalewithsearch.com/how-it-works) # Pay-at-closing real estate leads: compare the terms Pay-at-closing real estate lead programs tie a referral charge to completed business. Realtor.com's ReadyConnect Concierge describes no upfront costs and a referral fee on closed transactions. Zillow Preferred describes a success fee when a referred buyer or seller closes. [ReadyConnect Concierge](https://www.realtor.com/marketing/real-estate-managed-services/concierge/) and [Zillow's success-fee guidance](https://zillow.zendesk.com/hc/en-us/articles/33295568333843-Do-I-owe-a-Zillow-Preferred-Success-Fee-on-a-transaction), checked 2026.10.23. Compare the written obligations before accepting the payment model. Ask what triggers a charge, how it is calculated, and which later transactions remain connected. Then decide which inquiry records your website must preserve. This guide compares referral-program buying questions across suppliers. For the specific choice between Zillow's subscription advertising and referral model, read [Zillow Flex versus Premier Agent](/articles/zillow-flex-vs-premier-agent). ## Separate the published offer from your agreement Use these two examples to start a shortlist. They establish the advertised payment model. Request the applicable participation documents before calculating your own costs. Table: Published referral offers and the terms to request. | Program | Published description | Questions for the written proposal | | --- | --- | --- | | Realtor.com ReadyConnect Concierge | Pre-screened leads are transferred by phone. Its page describes a referral fee on closed transactions with no upfront costs. | What fee schedule, brokerage arrangement, reporting duties, and exit conditions apply to this account? | | Zillow Preferred | Its pricing page describes a percentage of the full commission expected. Buyer-originated fees vary by market, transaction price, and connection delivery date. | Which dated schedule applies to this connection, transaction type, and market? | Sources: [ReadyConnect Concierge's product description](https://www.realtor.com/marketing/real-estate-managed-services/concierge/) and [Zillow Preferred pricing](https://www.zillow.com/preferred/pricing/), checked 2026.10.23. Avoid applying one supplier's schedule to another supplier's proposal. Leave the fee unresolved until the supplier identifies your applicable terms. Ask separately about required products, software, or team charges. If you also want to compare subscriptions and purchased contacts, use the broader [real estate lead-generation company comparison](/articles/compare-real-estate-lead-generation-companies). ## Build the commission worksheet before estimating value Request a worked example from the supplier and your broker. Start with the expected commission for your side of the transaction. Identify the amount used to calculate the referral fee. Use a worksheet with these fields: - Expected commission and the source of that assumption - Referral percentage or other charge from the applicable schedule - Brokerage split and the order in which deductions apply - Other agreed transaction and program charges - Amount remaining under the broker's calculation - Staff time and other costs you choose to track separately Treat the calculation as a planning example. Label every assumption. Do not enter a universal commission rate, a guessed supplier percentage, or an assumed number of closings. Ask your broker to reconcile the example against the written arrangement. Request another example if the price, commission, transaction side, or delivery date changes. Compare the resulting obligations with your capacity to handle the introduction. ## Ask how long a connection remains attributable Zillow's success-fee guidance describes fees on up to two transactions with a connection and specifies time limits. It also describes pre-existing-relationship exemptions. The page states that signed contracts take precedence over its summary. [Zillow's fee scope and exceptions](https://zillow.zendesk.com/hc/en-us/articles/33295568333843-Do-I-owe-a-Zillow-Preferred-Success-Fee-on-a-transaction), updated 2025.10.15, checked 2026.10.23. Use that example to ask each supplier about its own rules. Request written answers for later purchases, a subsequent sale, referrals to another agent, and a brokerage change. Ask which obligations continue after participation ends. Do not assume a website inquiry settles an earlier-source dispute. Preserve the new submission and any documented earlier relationship. Have the responsible broker review the applicable terms and evidence. ## Define the source-dispute process before a disputed closing Ask the supplier what counts as evidence of a previous relationship. Obtain its reporting route, deadline, required records, and review process. Add those details to the team's intake instructions. Prepare an internal record with the original connection date, source, assigned agent, and any earlier documented communication. Retain the supplier's acknowledgement and decision when a dispute arises. Keep disputed and resolved cases distinguishable. Assign an owner to review deadlines and update the broker. Avoid treating an internal source label as a supplier's accepted exemption. Use records you are permitted to retain. Keep personal correspondence and transaction documents out of a public website or an initial website-build brief. ## Resolve exit and reporting duties in writing Request the cancellation method, effective date, and treatment of existing connections. Ask who reports a closing and how the supplier confirms receipt of the required information. Bring these questions to the proposal review: | Question | Record to obtain | | --- | --- | | Who participates? | Named agent, team, brokerage, and approving party | | What creates a fee? | Covered event, transaction scope, and applicable schedule | | What must be reported? | Required updates, documents, destination, and deadlines | | What survives an exit? | Continuing duties for previously delivered connections | | What can be retained? | Permitted contact history, exports, and source records | | How are disagreements handled? | Written dispute route and responsible contact | These are recommended buying questions. They do not establish a legal rule or a shared contract term across providers. ## Preserve website inquiries without overwriting the earlier source Give the website builder a field map that distinguishes the current submission from earlier contact history. Include the page, submission time, buyer or seller question, and intended recipient. For repeat contacts, ask how the receiving system handles an existing record. Request a demonstration using test details you control. Check that a later website submission preserves its question without silently replacing the earlier source. Use the [website-to-CRM field-map guide](/articles/real-estate-crm-and-website) for the connection brief. Ask the maintainer to record which fields arrive and what happens when a field is missing. Test seller and buyer paths separately. Confirm receipt at the destination and identify who handles a failed delivery. Keep test records outside any report of real inquiries. ## Bring the website record requirements into your scope Prepare your website address, receiving destination, approved field map, and a redacted example of a missing source record. List unresolved supplier terms separately for your broker. [Send the website brief](/work). Ask for a written scope covering the inquiry path, source fields, repeat-contact checks, and handoff. Keep referral-program selection and contract decisions with the responsible parties. [Real estate website resources](/for/real-estate). - [Zillow Flex vs Premier Agent: compare costs and website inquiries](/articles/zillow-flex-vs-premier-agent) - [Compare real estate lead generation companies before buying](/articles/compare-real-estate-lead-generation-companies) - [Real estate CRM and website: map forms to contact records](/articles/real-estate-crm-and-website) ## Related: Real estate - [Zillow Flex vs Premier Agent: compare costs and website inquiries](/articles/zillow-flex-vs-premier-agent) - [Compare real estate lead generation companies before buying](/articles/compare-real-estate-lead-generation-companies) - [Real estate CRM and website: map forms to contact records](/articles/real-estate-crm-and-website) ---- ```text .|########||. .|########||. .|########||. |##||. .||##|. |##||. .||##|. |##||. .||##|. |#|. .|#|. |#|. .|#|. |#|. .|#|. |#| |#| |#| |#| |#| |#| .#| |#. .#| |#. .#| |#. .#. .#| .#. .#| .#. .#| |#. .#| |#. .#| |#. .#| |# ...... #| |# ...... #| |# ...... #| .# ||#########| #| .# ||#########| #| .# ||#########| #| .#. |######||######|. .#. .#. |######||######|. .#. .#. |######||######|. .#. #. .##|###|##|#|######| .# #. .##|###|##|#|######| .# #. .##|###|##|#|######| .# || |##|#||||||||||||#||#| || || |##|#||||||||||||#||#| || || |##|#||||||||||||#||#| || # |#||||||||||||||||||||#| #. # |#||||||||||||||||||||#| #. # |#||||||||||||||||||||#| #. || |#||||||||||||||||||||||#| || || |#||||||||||||||||||||||#| || || |#||||||||||||||||||||||#| || # .#||||||||||||||||||||||||#| # # .#||||||||||||||||||||||||#| # # .#||||||||||||||||||||||||#| # || ....|||#||||||##|#|||#|#||##||||....|. || || ....|||#||||||##|#|||#|#||##||||....|. || || ....|||#||||||##|#|||#|#||##||||....|. || #. . ....|# ....#||| ||| .#||| ....#. .# #. . ....|# ....#||| ||| .#||| ....#. .# #. . ....|# ....#||| ||| .#||| ....#. .# # . ||||#| .#####|| . .#| .#||| ||||# #. # . ||||#| .#####|| . .#| .#||| ||||# #. # . ||||#| .#####|| . .#| .#||| ||||# #. .| ||||| #. |#|||||. || #. |#||. .||||| || .| ||||| #. |#|||||. || #. |#||. .||||| || .| ||||| #. |#|||||. || #. |#||. .||||| || || |.... #. ....|#. |. ...|. ....|| || || |.... #. ....|#. |. ...|. ....|| || || |.... #. ....|#. |. ...|. ....|| || #. .||||||##||||||##||####|||||||#||||||#| .# #. .||||||##||||||##||####|||||||#||||||#| .# #. .||||||##||||||##||####|||||||#||||||#| .# # .||####|###########################|. # # .||####|###########################|. # # .||####|###########################|. # # .#||||||.#.|| # |. ..# #| #|||||#| # # .#||||||.#.|| # |. ..# #| #|||||#| # # .#||||||.#.|| # |. ..# #| #|||||#| # # .#|||||| .. |# ## |#| ...#|#|||#| # # .#|||||| .. |# ## |#| ...#|#|||#| # # .#|||||| .. |# ## |#| ...#|#|||#| # # .#|||#|# .# .#| #| ##|.#..#|||||#| # # .#|||#|# .# .#| #| ##|.#..#|||||#| # # .#|||#|# .# .#| #| ##|.#..#|||||#| # # .#||||||############|######|||||#| # # .#||||||############|######|||||#| # # .#||||||############|######|||||#| # # |...||#||||||#||||#|#||||||#|||||#||| |.| # # |...||#||||||#||||#|#||||||#|||||#||| |.| # # |...||#||||||#||||#|#||||||#|||||#||| |.| # #. .. ||||# .|||##|. |#| .|| || .|||#. #| # .# #. .. ||||# .|||##|. |#| .|| || .|||#. #| # .# #. .. ||||# .|||##|. |#| .|| || .|||#. #| # .# || | ...|| ...##| | #| .|. |. ##### .. .| || || | ...|| ...##| | #| .|. |. ##### .. .| || || | ...|| ...##| | #| .|. |. ##### .. .| || || ||||| || ||||#| . |. |. |#. ||||| |#| || || || ||||| || ||||#| . |. |. |#. ||||| |#| || || || ||||| || ||||#| . |. |. |#. ||||| |#| || || .# |.....#|....|#.||||.|||##.|#|....||.#||.#. #. .# |.....#|....|#.||||.|||##.|#|....||.#||.#. #. .# |.....#|....|#.||||.|||##.|#|....||.#||.#. #. #.|||||||#############################| ||| .# #.|||||||#############################| ||| .# #.|||||||#############################| ||| .# || ##||#||#||||||#||#||#||#||##. || || ##||#||#||||||#||#||#||#||##. || || ##||#||#||||||#||#||#||#||##. || # .#|||||||||#||#|||||||||||#| # # .#|||||||||#||#|||||||||||#| # # .#|||||||||#||#|||||||||||#| # || |#||||||||||||||||||||||#| || || |#||||||||||||||||||||||#| || || |#||||||||||||||||||||||#| || .# |#||||||||||||||||||||#| #. .# |#||||||||||||||||||||#| #. .# |#||||||||||||||||||||#| #. || |#||||||||||||||||||#| || || |#||||||||||||||||||#| || || |#||||||||||||||||||#| || #. .######|#|#########| .# #. .######|#|#########| .# #. .######|#|#########| .# .#. |#####||||#####| .#. .#. |#####||||#####| .#. .#. |#####||||#####| .#. |# ||########|| #. |# ||########|| #. |# ||########|| #. |# ...... #| |# ...... #| |# ...... #| |#. .#| |#. .#| |#. .#| |#. .#. |#. .#. |#. .#. .#| |#. .#| |#. .#| |#. |#| |#| |#| |#| |#| |#| .|#|. .|#|. .|#|. .|#|. .|#|. .|#|. |##||. .||##| |##||. .||##| |##||. .||##| .||########||. .||########||. .||########||. Scale With Search 2026 [scalewithsearch.com](https://scalewithsearch.com) ```