What is it called when the seller pays closing costs?

When the seller pays the closing costs, it’s called a “seller concession.” This helps sellers close the deal and makes the property more affordable for buyers.

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Top 8 Sources for Pay-at-Closing Real Estate Leads in 2026

Looking for real estate leads, but don’t want to pay up-front costs? Check out my list for the top 8 pay-at-closing lead sources in 2026.

Written By

Sophia Doyle

Feb 19, 2026

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Real estate pay-at-closing lead companies offer access to potential clients without the upfront costs typically associated with traditional lead generation services. Agents only pay for leads that result in successful transactions, minimizing risk and maximizing return on investment.

I’ll explore some of the top companies that offer pay-at-closing leads and dive into how real estate professionals can benefit from their services.

Sign up for free with Sold.com to receive real estate referrals and jump-start your business.

Buyer and seller leads
Manage all referrals on the agent dashboard
For individual agents or teams

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The Close’s top picks for pay at closing real estate leads
Clever: Best for a streamlined platform
Zillow Preferred: Best for courses & coaching
SOLD.com: Best for performance-based lead assignment
HomeLight: Best for data-driven lead matching
Agent Pronto: Best for receiving leads via text message
ReadyConnect Concierge: Best for brokerages
UpNest: Best for leveraging technology
ReferralExchange: Best for experienced agents
Pros and cons of pay-at-closing real estate leads
Methodology: How I chose the best sources of pay-at-closing real estate leads
Frequently asked questions (FAQs)
Your take

The Close’s top picks for pay at closing real estate leads

Provider	Best for	Referral fees	Qualifications needed
	A streamlined platform for receiving leads	Fees are not publicly disclosed	Over five years of experience, positive client reviews, extensive market knowledge, negotiation skills, and strong technology proficiency
Visit Clever
	Courses & coaching	15%-40% of commission	By invitation only; only specific locations apply
Visit Zillow Preferred
	Performance-based lead assignment	Typically, 30% of commission	Undisclosed
Visit SOLD.com
	Data-driven lead matching	33% of commission	Undisclosed
Visit HomeLight
	Receiving leads via text message	25%-35% of commission	Strong recent transaction history, proven experience in residential real estate, positive client reviews, and great responsiveness and follow-through
Visit Agent Pronto
	Brokerages	Varies based on agreement	Enrollment must be completed at the brokerage level
Visit Realtor.com
	Leveraging technology	30% of commission	Both the agent and the broker must sign the referral agreement
Visit UpNest
	Experienced agents	Varies based on agreement	Exact qualifications are not specified, but the agent must have multiple years of experience
Visit ReferralExchange

Clever: Best for a streamlined platform


Pros	Cons
No upfront costs	Requires experience to join
Provides qualified leads	Limited lead volume in specific markets
Helps increase agent brand awareness	Doesn’t guarantee completed deals
Reduces marketing costs	Requires agents to provide discounted listing fees

Why I chose Clever

Clever’s commitment to fairness and transparency sets it apart from its competition. This entirely web-based, paid-at-closing real estate lead platform doesn’t favor those willing to pay more.

Instead, it considers the quality of service an agent provides and client satisfaction. Rather than paid tiers, an in-house matching team handpicks and assigns leads based on your experience, local market focus, and client reviews, so you only connect with vetted, high-intent buyers and sellers. Plus, there is no fee to join the program.

Buyer and seller incentives: Clever attracts sellers by guaranteeing their listing agent commission will be capped at 1.5%, lower than typical, and provides buyers with cash back when they buy a home (in states where it’s legal).
Qualified leads: Clever obtains all the pertinent information before sharing the lead with agents.

Agent qualifications needed for Clever — Agent qualifications for Clever (Source: Clever)

Fees & process for Clever

Clever offers motivated, qualified leads to agents, with no fee until closing. Clever attracts leads through incentives and the promise of discounts. Agents are required to charge only a 1.5% listing agent commission, which is below typical rates, and Clever provides buyers with cash back in qualifying states. The more satisfied clients an agent serves, the more business Clever sends their way. Agents are charged a referral fee at closing, which is not publicly displayed. Agents interested in joining Clever can quickly sign up via the website form to determine eligibility and receive more information.

Visit Clever

Zillow Preferred: Best for courses & coaching


Pros	Cons
Access to coaching and resources library	Lead quality is not guaranteed
Top real estate listing website	Stringent performance standards
Trusted real estate brand	Higher referral fee
Performance-based incentives	Only available in specific locations

Why I chose Zillow Preferred

Zillow Preferred (formerly Zillow Flex) is available exclusively to agents already enrolled in the Zillow Premier Agent program. It offers seasoned agents or those already invested in the platform an opportunity to generate leads with no upfront costs. Agents invited to join Zillow Preferred will have access to expert-led courses, strategic support, and tools and resources to sharpen skills and grow their business.

No upfront costs: Agents only pay once they successfully close the transaction. Referral fees are based on the property’s price and range from 15% to 40%.
Geographical area: Only specific locations can participate in the Zillow Preferred program. Contact Zillow Preferred to confirm eligible zip codes

Image containing three squares which display features of Zillow Preferred including, "access the most qualified buyers and sellers", "unlock exclusive tools, perks and recognition", and "accelerate results with elevated support". — Improve your performance with Zillow Preferred (Source: Zillow Preferred)

Fees & process for Zillow Preferred

One of Zillow Preferred’s top benefits is its pricing tier structure, in which the referral fee increases with the transaction price. As an agent who has been part of this program, I appreciate the flexibility that ensures higher rates are associated with higher commission fees, saving agents money on smaller transactions. Agents pay Zillow a commission based on the commission they receive from their side of the transaction, and the rate varies by market location.

Visit Zillow Preferred

SOLD.com: Best for performance-based lead assignment


Pros	Cons
Provides referrals for individual agents or teams	Agent qualifications are not disclosed
Sign-up process is easy	Uneven leads due to geography
Receive both buyer and seller leads	Referral fee amount is undisclosed
Dedicated agent portal	Varying lead quality

Why I chose SOLD.com

Success equals increased opportunities at SOLD.com. Its performance-based model increases connections as agents close more transactions. By prioritizing performance, SOLD.com rewards agents who consistently excel and provides them with increased opportunities for growth. This approach maximizes an agent’s earning potential and ensures they remain continuously motivated to deliver the best client results.

Guaranteed display: Agents can pay an extra fee to increase ranking and exposure on SOLD.com.
Agent dashboard: A dedicated area in which agents can manage all leads.

Benefits of joining SOLD.com (Source: SOLD.com)

Fees & process for SOLD.com

Join the SOLD.com network by completing the sign-up form with the requested information, and your showcase on SOLD.com will be created. Once enrolled, you’ll execute a standard referral agreement outlining the terms and referral fee, and your profile will be activated.

Visit SOLD.com

HomeLight: Best for data-driven lead matching


Pros	Cons
Broker-to-broker referrals system	Lead amounts vary
Leads are vetted before being shared with the agent	Control over lead received is limited
Data-driven matchmaking	It may not cover all geographical areas
Both buyer and seller leads are available	Higher referral fees

Why I chose HomeLight

HomeLight is an excellent pay-at-closing platform due to its user-friendly sign-up process and low-risk nature. With HomeLight, there’s no need to worry about upfront costs or financial commitments. Its performance-based lead assignment is particularly beneficial for agents with extensive industry experience.

Its data-driven matchmaking connects high‑intent clients with experienced agents by analyzing over 27 million public transaction records and thousands of client reviews. HomeLight offers seasoned agents a streamlined, reliable avenue to access valuable leads and grow their businesses.

Mobile app: Agents are able to receive new referrals instantly through the HomeLight Agents app, as well as communicate with clients and update statuses.
Customizable agent profile: HomeLight’s agent profiles act as online resumes, highlighting achievements, client reviews, transaction history, and market expertise, allowing agents to stand out to potential clients.

An image of the HomeLight app for agents on a smartphone. — HomeLight app for agents (Source: HomeLight)

Fees & process for HomeLight

Getting started with HomeLight is a breeze with its simple sign-up process. Agents create a customized profile with their professional achievements and sign a referral agreement. There are no upfront costs; once a transaction closes, agents pay the broker the referral rate from their commissions.

Visit HomeLight

Agent Pronto: Best for receiving leads via text message


Pros	Cons
Leads are pre-screened	Agents must keep the platform updated on their progress
Receives both buyer and seller leads	Control over leads is limited
Agents can submit leads to refer to other agents	Leads may be matched to multiple agents
Performance-based matching	Lead volume may be inconsistent

Why I chose Agent Pronto

Agent Pronto is a pay-at-closing option that simplifies connecting with prospective clients. Agents receive text notifications containing the referral’s first name, city, and estimated sale price or budget. With this information, agents can choose to accept or decline the lead. Agents retain full control over which prescreened referrals they accept, maintaining autonomy while leveraging a performance-based model that aligns cost directly with closed transactions.

Real-time text notifications: Agents receive instant alerts with lead information, allowing them to accept or decline on the go.
Agent referral program: Agents who cannot accommodate a client can refer them through Agent Pronto to a top local agent and earn 25% of the gross commission on the referred side, at no cost to the referring agent.

An image that explains that agents can submit referrals and get paid when those referrals close. — Get paid when you submit referrals (Source: Agent Pronto)

Fees & process for Agent Pronto

Signing up for the Agent Pronto referral programs requires completing a quick form and signing the agent agreement. Once signed up, the Agent Pronto team will match you with leads based on profile, production levels, service areas, client preferences, specialties, communication skills, customer ratings, and much more. The referral fee for Agent Pronto is 25% to 30% of your commission.

Visit Agent Pronto

ReadyConnect Concierge: Best for brokerages


Pros	Cons
Pre-screened leads	Brokerage must sign up, not individual agents
Reported higher than average conversion rate	Referral fees are not publicly displayed
Insights dashboard	Varied lead volume
Specialized referral types	Agents must respond quickly to claim leads

Why I chose ReadyConnect Concierge

ReadyConnect Concierge, through Realtor.com, is a pay-at-closing referral program that connects agents with pre-screened, high-intent buyers and sellers. Concierge representatives qualify prospects before matching them with agents, confirming motivation, timelines, and key transaction details. Agents need to be ready to respond instantly to notifications to claim available referrals, often via live transfers that initiate immediate agent-client conversations.

Live transfers: Concierge connects agents directly with clients via a live phone transfer.
Broker and team dashboard: Brokers and team leaders receive a dashboard to monitor analytics and performance insights, including pipeline activity, referral outcomes, and agent engagement.

An image describing the benefits of ReadyConnect Concierge. — ReadyConnect Concierge benefits (Source: Realtor.com)

Fees & process for ReadyConnect Concierge

Signing up for Realtor.com’s ReadyConnect Concierge begins at the brokerage level, where brokers or team leaders enroll in the program and add their eligible agents. Once qualifications are reviewed, service areas are defined, and brokers sign a referral agreement outlining the program terms and commission fee structure. Agents will then begin receiving pre-screened buyer and seller leads through instant notifications or live transfer connections.

Visit Realtor.com

UpNest: Best for leveraging technology


Pros	Cons
Mobile app	Leads are not exclusive
Assigned dedicated advisor	Lead competition can be intense
Available in all 50 states	Lead quality varies
Buyer and seller leads	Reported customer service issues

Why I chose UpNest

In partnership with Realtor.com, UpNest takes an innovative approach to lead generation. Leveraging technology differentiates it from other pay-at-closing platforms. One standout feature is the ability for agents to create short greeting videos, allowing agents to showcase their achievements and credentials directly to prospective clients. Real estate clients are also more likely to engage with agents who feature their faces in marketing and use human-centric visuals and videos.

Mobile app: UpNest offers a mobile app for agents, enabling on-the-go access to proposals, engagement tools, and notifications.
Lead matching: The platform strategically matches leads to agents based on experience, specialities, transaction history, and geographic expertise, ensuring highly aligned, best-fit connections.

An image of a smartphone with the UpNest mobile interface. — UpNest’s mobile interface (Source: UpNest)

Fees & process for UpNest

Agents can join UpNest by submitting an online request. Following this, a Realtor.com coordinator will reach out promptly to discuss the specifics further. Within 24 hours of the discussion, users receive three to five personalized proposals, which they can review and further analyze. Referral fees to UpNest from closed deals are typically 30% of the commission.

Visit UpNest

ReferralExchange: Best for experienced agents


Pros	Cons
High intent leads	Agents are accepted to network on an as-needed basis
Licensed service team nurtures leads on your behalf	Must be experienced with leads to start
Lead notification through text, phone call, and email	Agents must be approved
Refer leads you can’t accommodate	Not ideal for newer agents

Why I chose ReferralExchange

Since ReferralExchange operates as an invite-only platform, joining requires being part of the nationwide REALTOR^® referral network. By limiting access to those already within the network, ReferralExchange maintains high standards and ensures members have the necessary credentials and expertise to participate effectively.

Smart referral matching: Using proprietary tech and data, ReferralExchange connects qualified buyers and sellers with agents whose experience, performance history, and market footprint align with the client’s needs.
Monetize unserviceable leads: Agents with clients they cannot accommodate, whether due to location, time constraints, or niche focus, can refer out the lead to a participating agent and still earn a portion of the commission when the transaction closes.

ReferralExchange’s process (Source: ReferralExchange)

Fees & process for ReferralExchange

ReferralExchange operates as an exclusive invite early platform. Agents begin by submitting an application, outlining their license information, service areas, transaction history, and more. ReferralExchange then reviews the application and confirms the agent’s experience and qualifications match the platform’s standards. Once accepted, agents sign a referral agreement outlining terms and fees, and receive a public profile to begin receiving leads.

Visit Referral Exchange

Pros and cons of pay-at-closing real estate leads

If you’re still unsure about receiving pay-at-closing real estate leads, weighing the pros and cons can help you determine if this model aligns with your business strategy:

Pros	Cons
No upfront costs: Agents only pay when a deal closes.	High commission fees: You may pay a sizable commission percentage depending on your chosen company.
Performance-based incentives: Many pay-at-closing programs reward agents with high conversion metrics with additional opportunities.	Lead quality inconsistency: The leads you get can sometimes be unpredictable or unresponsive.
Risk mitigation: Agents will only incur expenses on successful transactions.	Less accessible for new agents: These companies often favor experienced agents.
Improved ROI potential: Minimizes spend on unqualified leads.	Potential follow-up fees: Agents might pay extra commissions for repeat business.

Methodology: How I chose the best sources of pay-at-closing real estate leads

Our methodology at The Close is comprehensive in assessing pay-at-closing real estate leads platforms. Our real estate professionals, writers, and editors researched and analyzed each platform, focusing on features crucial for agents’ success. We strive to provide our readers with valuable insights and help them identify the most suitable pay-at-closing lead generator for their business needs.

The criteria I used to determine the best pay at closing real estate leads are as follows:

Fee structure: Evaluated the fee structure of each platform, including any upfront costs and the percentage or flat fee charged upon successful transactions
Lead quality: Assessed the quality of leads provided by each platform, considering factors such as lead source, conversion rates, and client satisfaction
Agent support: Examined the level of support and resources offered to agents, including training, marketing materials, and customer service
Transparency: Studied the transparency of information provided to agents, including how leads are allocated, fee schedules, and performance metrics
Geographic coverage: Reviewed the geographic coverage of each platform to ensure that agents have access to leads in their target markets
Agent experience required: Gauged the needed expertise of agents to join each platform

Frequently asked questions (FAQs)

According to statistics, most real estate agents spend between $0 and $250 per month on lead generation. It all depends on your budget and how much you’re willing to invest. Some real estate lead companies charge a monthly fee in addition to the cost per lead.

The pay-at-closing model allows agents to receive leads without upfront costs, paying only a fee when a transaction closes. This means agents can focus on converting leads into clients without worrying about initial expenses. However, not all pay-at-closing models guarantee leads once a deal is signed, so don’t put all your eggs in one basket.

Fees associated with joining and using pay-at-closing real estate leads services vary. Some platforms may charge a percentage-based referral fee upon successful closing, while others may use a flat-fee structure. Agents must review the fee schedule carefully before signing up to understand the financial commitment.

No, most platforms allow agents to accept or decline leads. This gives an agent an opportunity to confirm that a client’s real estate goals align with the agent’s availability, skills, expertise, and location.

Your take

Pay-at-closing platforms allow agents to receive leads with no upfront costs and pay only at closing. Fees for these services vary and are typically outlined in the agreement at the time of joining. Leads are allocated and distributed among agents based on location, expertise, and client preferences, ensuring a targeted approach to lead generation.

However, it’s worth noting that pay-at-closing leads platforms should not be your only source of leads, as none are guaranteed. It is best practice for agents to generate leads through lead generation websites and personal referrals to succeed.

Have you ever used pay-at-closing leads? Share your experience in the comments!

Sophia Doyle

Sophia Doyle is a staff writer at The Close and a licensed New Jersey real estate agent with hands-on experience in residential real estate. Sophia brings real world insight into today’s housing market, combining on the ground agent experience with a strong background in communications. She understands the full transaction lifecycle—from lead generation and client relationships to marketing strategy and deal execution. Through her writing, Sophia focuses on delivering clear, practical guidance that helps agents navigate an evolving industry with confidence and creativity.

Top 8 Sources for Pay-at-Closing Real Estate Leads in 2026

The Close’s top picks for pay at closing real estate leads