The 4 Types of Commercial Real Estate Brokerage Services, Explained

If you’re getting into commercial real estate, whether leasing or buying, it helps to understand the different types of brokerage services available. Not all brokers do the same thing. Some specialize in helping tenants, others focus on landlords. Some work with buyers, others with sellers.

Here’s a breakdown of the four main categories of commercial real estate brokerage services and what each one does:

1. Tenant Representation (Tenant Rep)

This is for businesses looking to lease space.

A tenant rep broker works on your behalf to:

• Understand your space requirements

• Search the market for available options

• Tour and compare spaces

• Negotiate lease terms with landlords

• Advocate for incentives like tenant improvement (TI) allowances or free rent

Best for: Startups, growing companies, or anyone looking for retail, office, medical, or industrial space

Who pays: The landlord (your broker’s fee comes from their budget)

2. Landlord Representation (Landlord Rep / Listing Broker)

This broker works for the property owner to fill vacancies.

Their job is to:

• Market the available space

• Set rental rates based on market data

• Respond to tenant inquiries

• Negotiate lease terms

• Maximize the value of the property for the owner

Best for: Building owners or investors with commercial vacancies

Who pays: The landlord (the broker earns a commission when they secure a tenant)

3. Buyer Representation (Acquisition Broker)

Looking to buy commercial property? A buyer rep (also called an acquisition broker) works for you to:

• Source suitable properties (on- and off-market)

• Evaluate comps and market trends

• Conduct financial analysis and due diligence

• Negotiate purchase price and terms

• Coordinate inspections and closing steps

Best for: Investors, business owners buying space, or developers

Who pays: Typically, the seller covers the broker commission, split between both sides

4. Seller Representation (Disposition Broker / Sales Broker)

This broker helps property owners sell a commercial asset.

They take the lead on:

• Pricing and valuation

• Creating marketing materials (OMs, flyers, listings)

• Reaching qualified buyers through their network

• Managing tours and offers

• Negotiating terms and overseeing due diligence

Best for: Owners looking to exit, reposition, or cash out of a commercial asset

Who pays: The seller (the broker earns a commission when the deal closes)

Do Some Brokers Do More Than One?

Yes. Many full-service brokers or firms provide multiple types of representation, but most will only represent one side of the deal at a time to avoid conflicts of interest.

If you’re not sure what kind of broker you need, start by asking:

• Are you leasing or buying?

• Are you the user of the space, or do you own the property?

Your answers will point you to the right kind of help.

Final Word

The right broker makes all the difference, whether you’re filling a vacancy, leasing space, buying your first warehouse, or selling a portfolio.

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