Are Pay-at-Closing Real Estate Leads Worth It?
If you’re new to real estate–or just tired of shelling out cash for leads that ghost you–the idea of paying for leads only when you close a deal probably sounds like a dream.
No upfront costs, no risky investments—just good ol’ fashioned hustle. But before you dive in, let’s break it down: Is this a game-changer or just another too-good-to-be-true strategy?
Pay-at-Closing Lead Pros
1. No Upfront Costs (Usually)
The biggest win? You don’t have to cough up thousands for a list of “maybe” leads. You only pay when a deal actually closes, which means zero financial risk upfront. For new agents or anyone watching their budget, this is a huge plus.
2. Quality Over Quantity (In Theory, At Least)
Some companies claim they vet their leads before passing them to you. Since they only make money when you do, they should be motivated to send better leads your way. In theory, this means less chasing tire-kickers and more working with legit buyers and sellers.
3. Save Time on Lead Gen Hustle
Cold calls, door knocking, mailing campaigns—it all takes serious time and effort. Pay-at-closing models mean someone else is doing the heavy lifting, so you can spend more time closing deals and less time begging strangers to talk to you.
4. Flexibility—Take What Works, Ignore the Rest
Unlike subscription-based lead gen where you’re stuck paying no matter what, pay-at-closing lets you pick and choose. Not feeling a lead? Pass. Want to double down? Go for it. You stay in control.
5. Can Be a Foot in the Door for New Agents
If you’re brand new with no sphere of influence, no Zillow reviews, and no marketing budget, this could be a way to start getting experience without dropping big bucks upfront.
Pay-at-Closing Leads Cons
Alright, let’s get real. As you probably suspect, this no-upfront-cost leads model isn’t all sunshine and easy commissions.
Apart from my own experience, I’ve drawn from Redditors and seasoned agents to get a variety of opinions.
1. Brutal Referral Fees
Most companies take 25-40% of your commission—some even 50%. That’s a huge chunk of your paycheck, especially when you factor in brokerage splits, taxes, and expenses.
If you have a brokerage, I think it’s best to exhaust their resources before splitting a commission three-ways. One agent put it best:
“Opcity takes 35% off the top. My brokerage takes another 30%. What’s left? Basically enough for gas and a sandwich.” – Reddit User
2. Not Every Lead is a Winner
Some agents work months with pay-at-closing leads only to have the deal fall through. Unlike upfront-paid leads (where you get volume to make up for the duds), you’re still investing your time and energy—and if nothing closes, you get paid $0.
One Redditor shared their experience:
“Opcity gave me ‘hot leads’ who either weren’t serious or ghosted me after one call. I spent hours following up, driving to showings, only to have them ‘think about it’ forever.” – Reddit User
3. Competing with Every Other Hungry Agent
A lot of these platforms use a first-to-claim system, meaning you have seconds to grab a lead when it pops up. If you’re not glued to your phone 24/7, good luck.
“The second a lead pops up, you better have ninja reflexes. Blink, and another agent already claimed it.” – Reddit User
Even if you win the race, you’re often not the only agent in the mix. Some platforms give the same lead to multiple agents, turning the whole thing into a speed-dial contest to see who follows up first.
4. They Often Favor High-Volume Agents
Some companies (like Zillow Flex) prioritize top-producing agents and teams. If you’re new or don’t have a strong closing history, you might be stuck with the leftovers.
“I signed up for a pay-at-closing lead service, but they only sent me trash leads. My buddy who closes 50 deals a year? He got the gold mine.” – Reddit User
5. Follow-Up Commissions = Surprise Fees Later
Some companies charge extra referral fees if the client they sent you comes back for another deal later. That means if a buyer comes back in two years and wants to upgrade? You might still owe the lead gen company a chunk of your commission.
6. Lack of Branding & Control
Since the lead usually comes from the company’s website (not yours), the client sees them as the authority, not you. This can make it harder to build your personal brand or get referrals from that client later.
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Should You Try No-Upfront-Cost Leads?
It depends. If you’re new, broke, have no brokerage or mentor, and you need a way to start closing deals, pay-at-closing leads from certain platforms can give you a foot in the door.
Cold calling and open houses are tougher without a brokerage or connections, making Pay-at-Closing leads more attractive if that’s you.
In that case, don’t be afraid of door knocking as one part of your strategy. I know Top 1 percenters that still door knock, so don’t knock it till you’ve tried it.
But once you have some momentum, the P-A-C referral fees can feel like a ball and chain on your commissions.
For long-term success, you’ll want to build your own lead pipeline—whether it’s through networking, social media, referrals, or running your own ads. That way, you’re not relying on a third party to dictate your business (or snatch half your paycheck).
Final Verdict
✅ Decent for new, broke agents without a brokerage looking to gain experience.
🚫 Not ideal for long-term business growth.
💰 If you use them, be strategic—don’t make them your only source of leads.
If the issue is you have no marketing budget, here’s our list of the 14 Best Free Real Estate Lead Strategies.
Long-term, Google Business Profiles are the number one way to get free, qualified inbound leads. You might be surprised to learn that brand-new agents can leverage a GBP from the beginning. There’s also a huge payoff for doing it right, right from the get go.
5 Pay-At-Closing Lead Providers to Avoid
Not all pay-at-closing lead providers are created equal. Some companies have a reputation for low-quality leads, shady business practices, or hidden fees that make them more trouble than they’re worth. Here’s a breakdown of the ones that real estate agents on Reddit and Google Reviews consistently warn about.
1. SetSchedule
What’s the issue?
- Huge upfront costs: Even though they market themselves as pay-at-closing, multiple agents say they require a hefty upfront fee ($1,500+) just to start getting leads.
- Leads that ghost you: Many Redditors report that SetSchedule leads are often people who have no real intent to buy or sell.
- Nonexistent support: Customer service is almost impossible to reach, and refunds are practically unheard of.
Agent Complaints
“Paid $2,000 upfront. First lead was someone looking for an apartment. Second one never responded. I asked for a refund and got ghosted.”
2. FastExpert
What’s the issue?
- High referral fees (but low-quality leads): They take 25% to 35% of your commission for leads that many agents say aren’t well-vetted.
- Spammy tactics: You’ll get constant emails pushing you to accept leads, even ones outside your area.
- No exclusivity: The same lead gets sent to multiple agents, forcing you into a bidding war.
While these cons are pretty typical for no-upfront-cost lead providers, FastExpert just has an awful review rating. I think it’s worth trusting the negative testimonials.
Agent Complaints
“They emailed me a lead for a house 80 miles away. I asked how that made sense, and they just stopped replying.”
3. Agent Pronto
What’s the issue?
- Referral fees keep climbing: Started at 25%, now creeping up to 35% or more, although that’s typical for the industry now.
- Lead quality is unpredictable: Some agents have success, but others get stuck with low-income buyers or impossible price ranges.
- High-pressure sales tactics: Once you sign up, they aggressively push you to accept every lead, even the bad ones.
Agent Pronto isn’t the worst. But there are better options in my opinion.
Agent Complaints
“First lead was an investor looking for $20k houses in a market where nothing sells for less than $150k.”
4. Rocket Homes (Formerly Rocket Realty)
What’s the issue?
- Commission cut: They take 1% of the home’s sale price or 25%+ of your commission—whichever is higher.
- They own the client: If the buyer or seller uses them again in the future, you still owe Rocket Homes another referral fee.
- Tough eligibility requirements: New agents often can’t even get in.
Agent Complaints
“They locked me into a contract that forced me to pay fees on future deals, even for clients I brought in myself.”
5. Zillow Flex (For New Agents)
What’s the issue?
- Invite-only & high requirements: You must already be a top-producing agent in your area.
- Brutal competition: Even if you get in, leads are given to multiple agents, and only the fastest responder wins.
- Referral fees climbing: Used to be 20-25%, now hitting 35%+.
Agent Complaints
“They locked me into a contract that forced me to pay fees on future deals, even for clients I brought in myself.”
- Average rating: 3.2 stars
“You can make money, but you’ll work harder for it than anywhere else.”
No-Upfront-Cost Lead Providers to Avoid
Bottom Line
A lot of these companies promise an endless stream of pay-at-closing leads, but what they don’t tell you is that most agents end up paying way more in referral fees than they would if they just spent the money on their own lead gen.
Your Best Bet?
- Stick with reputable pay-at-closing providers like OpCity (ReadyConnect), HomeLight, or List with Clever.
- Consider generating your own leads through organic and paid strategies.
- If you do try one of these companies, start small. Don’t go all-in until you see real results.
5 Best Pay-at-Closing Lead Providers
Alright, we’ve covered the worst pay-at-closing lead providers—now let’s talk about the ones that actually deliver. No fluff, no BS, just the ones real agents say are worth a shot.
I’ll break them down into “Best for…” categories so you can find the one that fits your style. As always, expect real testimonials, pros & cons, and the inside scoop on what you’re really getting into.
1. ReadyConnect Concierge (Formerly OpCity)
Best for New Agents
If you’re just starting out, ReadyConnect (by Realtor.com) is one of the few pay-at-closing lead sources that doesn’t require a transaction history.
Unlike Zillow Flex, which only takes top producers, newbies can get in and start working leads—which is a huge win.
Pros
- No upfront costs – Pay only at closing.
- New agent friendly – You don’t need a track record to join.
- Pre-screened leads – They vet buyers before sending them to you.
- Round-robin lead distribution – So you’re not fighting over every lead.
Cons
- High referral fee – Expect to give up 30% to 35% of your commission.
- Speed matters – If you don’t respond quickly, you lose the lead.
- Lots of low-quality leads – Many aren’t actually ready to buy.
Real Agent Feedback
“I closed my first two deals with OpCity. The split sucks, but I had no money for leads, so it worked.”– Reddit
“Some leads are solid, but a lot are just window shoppers. If you can weed them out, it’s worth it.”– Google Reviews
Verdict
- Best for newer agents who need leads without upfront costs.
- If you’re patient and quick to respond, you’ll get deals.
2. HomeLight
Best for High-Value Leads
If you’re an experienced agent looking for bigger deals, HomeLight is one of the best. They match you with sellers and buyers based on your actual sales history—so you get leads tailored to your market and expertise.
Pros
- Higher-end leads – You’re more likely to get quality, high-value clients.
- No upfront fees – Pay only when you close.
- Seller leads available – Many lead services focus only on buyers.
- Good agent support – Unlike many providers, they actually answer your calls.
Cons
- Strict agent requirements – You need a solid sales record.
- Referral fees are high – Expect 33%+ of your commission gone.
- Not a huge lead volume – You won’t get tons of leads, but they’re usually good ones.
Real Agent Feedback
“I closed a $1M+ listing from HomeLight. It was worth the 33% cut.”– Reddit
“They actually vet their leads, which is better than 90% of these companies.”– Google Reviews
Verdict
- Great for experienced agents who want fewer but better leads.
- Not worth it if you’re new—go for OpCity instead.
3. List With Clever
Best for Seller Leads
Most lead services focus on buyers. List With Clever specializes in seller leads, which means you get higher commission potential and more serious clients.
Pros
- Good seller leads – More listings, higher commissions.
- No upfront costs – Pay only at closing.
- Higher ROI – Listing leads tend to convert better than buyer leads.
- Easy to use – They send leads via text and email with basic details.
Cons
- Some agents dislike the model – They require discounted commissions (1.5%), which turns off some agents.
- Flat fee may be required – Depending on the deal, they may charge a flat referral fee instead of a percentage.
- You need good reviews – They prioritize agents with solid client ratings.
Real Agent Feedback
“I got a $750k listing through List With Clever. Paid a 1.5% referral fee, but still walked away happy.”– Reddit
“If you’re okay discounting your commission, the leads are solid.” – Google Reviews
Verdict
- Perfect for agents who want seller leads over buyer leads.
- Not great if you refuse to offer commission discounts.
4. ReferralExchange
Best for Warm Leads
Unlike other services, ReferralExchange connects you with agents in your local market. Instead of cold internet leads, you’re getting referrals from actual real estate professionals.
Pros
- Leads come from real agents – Not random online sign-ups.
- No upfront costs – Pay a 25% referral fee when you close.
- Better conversion rate – Real agent referrals convert better than cold leads.
- Less competition – Unlike Zillow or OpCity, you’re not racing against 5+ agents.
Cons
- Lower lead volume – You won’t get a ton of leads, but they tend to be higher quality.
- Referral fee still stings – 25% cut is better than 35%, but still hurts.
- Some areas get more leads than others – Smaller markets may see fewer referrals.
Real Agent Feedback
”I’d rather work ReferralExchange leads than fight over Zillow scraps. At least these are real people.” – Reddit
“It’s hit or miss, but I’ve closed 3 deals in the past year from their referrals.” – Google Reviews
Verdict
- Great for agents who want solid referrals over internet leads.
- Better for those in busy markets—rural areas may not get much.
Best Pay-at-Closing Lead Services (Comparison)
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