Tenant rep vs. landlord rep — which side are you on?

Q: Who pays the tenant rep?

Usually the landlord, out of the deal, so tenant representation is often free to the tenant. The exact split varies by market and agreement.

Q: Can one broker represent both sides?

In many states yes, dual agency is permitted with disclosure and consent, but it carries conflict-of-interest considerations.

Q: Which side should I start on?

If you come from residential, tenant rep often feels natural because it mirrors buyer representation. Landlord rep rewards owner relationships and inventory.

Last updated: August 2026

The short answer

In a commercial lease, a landlord rep (listing broker) markets space and represents the owner’s interests; a tenant rep represents the business looking for space and negotiates on its behalf. Each side has its own broker, and the landlord typically pays both commissions. Which you do shapes your clients, prospecting, and expertise.

Landlord rep — you work for the owner

A landlord (or listing) rep is hired by a property owner to lease space: market the availabilities, qualify prospective tenants, negotiate terms in the owner’s favor, and keep the building occupied. Your business is built on owner relationships and building inventory — win listings, and you control space that tenants need.

Tenant rep — you work for the occupier

A tenant rep represents the business searching for space: identify options, tour and shortlist, and negotiate the best economics and terms for the tenant. Your business is built on company and occupier relationships — it’s consultative, advocacy-driven work.

Who pays — and the conflict question

Commissions. The landlord typically pays both the listing and tenant-rep commissions out of the deal, so tenant representation is often effectively free to the tenant. (Structures vary by market and agreement.)
Dual agency. Representing both sides of the same deal is allowed in many states with disclosure and consent, but it carries real conflict considerations. Many brokers specialize on one side to avoid it and build depth.

Which side fits you?

If you’re coming from residential, tenant rep often maps directly to your buyer-rep instincts — you’re representing the person who needs the space, guiding them through options and negotiation. Landlord rep leans more on owner relationships and controlling inventory, closer to a listing-side mindset. Neither is “better” — they’re different books of business, and many agents eventually do both. (See finding your first commercial deal.)

Common questions

Who pays the tenant rep?

Usually the landlord, out of the deal — so tenant representation is often free to the tenant. The exact split varies by market and agreement.

Can one broker represent both sides?

In many states, yes — dual agency is permitted with disclosure and consent. But it carries conflict-of-interest considerations, so many brokers specialize on one side.

Which side should I start on?

If you’re from residential, tenant rep often feels natural — it mirrors buyer representation. Landlord rep rewards owner relationships and controlling inventory.