The answer first 先说结论
For a sale or purchase of land and buildings in Malaysia, the Seventh Schedule to the Valuers, Appraisers and Estate Agents Rules provides a maximum estate-agency fee of 3% of the transacted price, subject to the applicable minimum fee.
对于马来西亚土地及建筑物的买卖，《估价师、估价员及房地产代理规则》第七附表规定房地产代理费最高为成交价的3%，并受适用最低收费限制。
The 3% is a ceiling, not proof that every instruction must be charged at 3%.
3%是收费上限，不代表每一项委任都必须收取3%。
The actual fee and service scope should be negotiated and recorded in the appointment between the registered estate-agency firm and its client.
实际费率及服务范围应由注册房地产代理公司与客户协商，并写入委任文件。
For a letting or lease, the maximum fee is not simply “one month for every case”.
对于出租或租赁，最高收费并非所有情况一律“一个月租金”。
The scale varies with the contractual term and is calculated using gross rent.
收费会根据合约租期而变化，并以总租金为计算基础。
Service tax is a separate tax question: where the estate-agency firm is a registered taxable person and the service is taxable, the prevailing general service-tax rate is 8%.
服务税属于另一项税务问题：当房地产代理公司属于已注册应税人，而相关服务属于应税服务时，现行一般服务税税率为8%。
The practical rule is simple: do not ask only, “How many per cent?”
实际操作上，不应只问“佣金几个百分点？”
Ask who appointed the firm, what work is included, what transaction value or gross rent is used, when the fee becomes due, whether SST and marketing costs are additional, and what evidence supports the invoice.
还应确认谁委任代理公司、服务包括什么、采用哪个成交价值或总租金计算、何时到期支付、SST及营销成本是否另计，以及发票依据是什么。
What the official evidence says正式依据说明什么
This is general educational information.
本文属于一般教育资料。
A particular dispute may turn on the current law, the executed appointment, the transaction documents, causation and the facts.
具体争议可能取决于现行法律、已签署委任书、交易文件、促成原因及实际事实。
Obtain advice from LPPEH, a Malaysian lawyer or tax adviser where needed.
必要时应向LPPEH、马来西亚律师或税务顾问取得意见。
Sale and letting fee reference买卖及租赁收费参考
Sale or purchase of land and buildings土地及建筑物买卖
The stated maximum professional fee is 3% of the transacted price, with a minimum fee of RM1,000 per property.
规定的专业收费上限为成交价的3%，每项物业最低收费为RM1,000。
A lower rate may be negotiated.
双方可以协商较低费率。
The agreed percentage, calculation base, SST treatment and payment event should be clear before marketing or acquisition work starts.
但应在营销或收购工作开始前，明确约定百分比、计算基础、SST处理及付款节点。
Letting or leasing出租或租赁
The letting scale is generally subject to a minimum of one month’s rental.
租赁收费一般受一个月租金的最低收费约束。
Short tenancies, rent reviews, premiums, service charges and unusual industrial lease structures require careful application of the schedule.
短期租约、租金检讨、premium、服务费及特殊工业租赁结构，都必须仔细套用收费表。
Obtain a written fee calculation for the actual lease instead of relying on a social-media summary.
客户应针对实际租约索取书面计算，而不是只依赖社交媒体摘要。
1. Identify the service before applying a percentage先确定服务类型，再套用百分比
A factory transaction may be a sale of land and buildings, a letting, a lease with options, a joint venture, a property swap, a sale of shares in a property-holding company, or a sale that includes machinery and chattels.
一宗厂房交易可能属于土地及建筑物买卖、出租、附续租权的租赁、合资、物业交换、持有物业公司股权出售，或包含机器及动产的整体出售。
These structures do not necessarily use the same calculation base.
这些结构未必采用相同的收费计算基础。
Prepare a one-page transaction description before agreeing the fee.
协商收费前，应先准备一页交易说明。
State what is being transferred, the consideration, whether machinery is separately priced, whether the deal is an asset or share transaction, and whether the agent is engaged for disposal, acquisition, leasing or advisory coordination.
列明转让标的、对价、机器是否独立定价、交易属于资产还是股权收购，以及代理受委进行出售、收购、租赁还是顾问协调。
2. Verify the registered firm and the negotiator 核实注册代理公司及房地产谈判员
The client should identify the registered estate-agency firm named in the appointment and invoice.
客户应确认委任书及发票所列的注册房地产代理公司。
A Real Estate Negotiator operates under a registered estate-agency firm; the professional fee should be billed and received through the firm, not treated as a personal side payment to an individual negotiator.
房地产谈判员（REN）是在注册房地产代理公司名下执业；专业收费应由公司开单并收取，而不应被当作支付给个人谈判员的私下款项。
Check the firm, registered estate agent and negotiator through the current LPPEH search facilities.
应通过LPPEH现行查询系统核实公司、注册房地产代理及REN资料。
Match the agency name, registration details, REN tag, bank-account name and invoice issuer.
并比对代理公司名称、注册资料、REN证件、收款账户名称及发票开具人。
3. Put the appointment and client identity in writing以书面确认委任及客户身份
The fee is fundamentally connected to the agency agreement between the firm and its client.
佣金的基础是代理公司与客户之间的代理协议。
The written appointment should identify the property, appointing party, authority to appoint, engagement type, duration, asking or target price, fee, SST, disbursements, marketing authority, payment trigger and termination provisions.
书面委任应列明物业、委任方、委任权限、委任类型、期限、目标价格、收费、SST、开支、营销授权、付款节点及终止条款。
For a corporate owner, confirm the registered owner, authorised signatory and board or delegated authority.
若业主是公司，应确认注册业主、授权签署人，以及董事会或获授权人士的权限。
For an acquisition mandate, define whether the buyer is appointing the firm for one identified site, a portfolio search or a wider requirement.
若属于买方收购委任，应说明代理公司是针对一个指定地块、一个物业组合，还是更广泛的选址需求提供服务。
4. Choose the correct engagement type选择正确的委任方式
Exclusive, sole, joint and open or ad hoc engagements allocate marketing rights differently.
独家、独任、联合以及开放或临时委任，对营销权利的分配不同。
The fee risk cannot be understood from the percentage alone.
单看佣金百分比无法理解完整收费风险。
For example, an exclusive appointment may entitle the appointed firm to a fee when the property is sold during the appointment through another route, depending on the signed terms and applicable standards.
例如，在独家委任期内，即使物业通过其他途径成交，获委代理公司仍可能根据已签条款及适用标准享有收费权利。
Record the start and expiry dates, renewal mechanism, protected introductions and what happens to prospects introduced during the appointment.
应记录起止日期、续约机制、受保护的客户介绍，以及委任期内介绍的潜在客户在期满后的处理方式。
Do not write that an appointment renews forever automatically; obtain a fresh appointment or properly documented renewal where required.
不要写成委任无限期自动续约；需要时应取得新委任或妥善记录续期。
5. Agree the sale-fee rate and calculation base约定买卖佣金率及计算基础
For a straightforward sale of Malaysian land and buildings, the reference ceiling is 3% of the transacted price.
对于一般马来西亚土地及建筑物买卖，参考收费上限为成交价的3%。
The appointment should say whether the agreed rate is 1%, 2%, 3% or another lawful negotiated rate, and whether it is calculated on the final accepted price, total consideration or another legally appropriate basis.
委任书应说明双方同意1%、2%、3%或其他合法协商费率，并说明按照最终成交价、总对价或其他法律上适当基础计算。
Do not describe 3% as a compulsory government charge.
不要把3%说成政府强制收费。
Equally, do not assume that a lower percentage automatically produces better value.
同样也不要认为较低百分比必然更有价值。
Industrial-property assignments may require owner verification, planning and title review, technical-information coordination, targeted corporate outreach, site inspections, negotiations and months of follow-up.
工业地产委任可能涉及业主核实、规划及地契审查、技术资料协调、企业定向推广、现场考察、谈判及数月跟进。
Compare fee and scope together.
应把收费和服务范围一起比较。
6. Calculate the letting fee from the real lease term and gross rent 按实际租期及总租金计算租赁佣金
For industrial leases, confirm the contractual term, renewal options, rent-free period, stepped rent, service or maintenance charges, premiums and other amounts that may form part of gross rent under the applicable standard.
对于工业租赁，应确认合约租期、续租权、免租期、阶梯租金、服务或维护费、premium，以及根据适用标准可能构成总租金的其他金额。
A 10-year factory lease should not automatically be invoiced using the same shorthand as a two-year residential tenancy.
10年厂房租约不应直接套用两年住宅租约的简化说法。
Ask for a calculation sheet that states the relevant tier, gross monthly rent used, months charged, SST and any separate approved expenditure.
应索取计算表，列明适用级别、采用的每月总租金、收费月数、SST及任何另行批准的开支。
7. Treat co-agency as a role-and-sharing arrangement, not an automatic extra charge把共同代理视为角色与分佣安排，而不是自动加费
Industrial transactions often involve an owner’s agent, buyer’s representative, co-broke agency, specialist consultant or introducer.
工业交易经常涉及业主代理、买方代表、共同代理公司、专业顾问或介绍人。
Their participation does not by itself prove that the client must pay several full commissions.
他们的参与并不自动证明客户必须支付多份完整佣金。
Identify who appointed whom, which registered firm invoices which client, what each party is authorised to do, and how any fee sharing is handled between firms.
应确认谁委任谁、哪家注册公司向哪个客户开单、各方获授权进行什么工作，以及公司之间如何分配收费。
If the owner agrees to a total agency fee because an assignment requires several cooperating parties, state that total clearly in the owner’s appointment.
如果业主因为项目需要多方合作而同意一项总代理费，应在业主委任书中清楚写明总额。
Internal sharing should not be hidden behind several unexpected invoices.
内部拆分不应变成多张意外账单。
Any separate consultancy or introduction fee needs its own lawful basis, scope, payor and tax treatment.
任何独立顾问费或介绍费，都必须具备自身合法依据、服务范围、付款人及税务处理。
8. Prevent undisclosed dual representation and conflicts避免未披露的双重代表及利益冲突
An owner’s disposal agent owes duties to the owner-client.
业主的出售代理对业主客户负有责任。
A buyer’s acquisition adviser may owe duties to the buyer-client.
买方的收购顾问可能对买方客户负有责任。
Where relationships overlap, the parties should receive clear disclosure and give the required consent.
当关系重叠时，应向相关各方清楚披露并取得所需同意。
A firm should not quietly collect a full fee from both sides while each side believes it is receiving undivided representation.
代理公司不应在双方都以为获得单一忠诚代表的情况下，暗中向买卖双方同时收取完整费用。
For a complex industrial deal, prepare a simple representation map naming the owner, buyer, landlord, tenant, agent firms, consultants, introducers and legal advisers.
对于复杂工业交易，应制作简单的代表关系图，列出业主、买方、房东、租户、代理公司、顾问、介绍人及律师。
Attach it to the commercial file if it affects remuneration or confidentiality.
若该关系影响收费或保密，应把关系图放入商业档案。
9. Define when the fee becomes due明确佣金何时到期
Under MEAS Standard 4, fee entitlement depends first on the agreed terms.
根据MEAS标准4，收费权利首先取决于双方约定。
Where there is no different agreement, an unconditional sale or letting generally triggers the fee upon signing.
若没有另行约定，无条件买卖或租赁通常在签署时触发收费。
A conditional agreement generally triggers it when the last condition is satisfied and the agreement becomes unconditional.
有条件协议通常在最后一项条件满足、协议成为无条件时触发。
The firm and client may agree different payment terms in writing.
代理公司与客户也可通过书面同意其他付款条款。
Industrial agreements frequently contain state consent, shareholder approval, due diligence, financing, planning, utility or surrender-and-realienation conditions.
工业交易协议经常包含州政府同意、股东批准、尽调、融资、规划、公用设施或交回重批条件。
The appointment should say whether the fee is earned or merely invoiced at the offer, SPA, unconditional date, completion or another milestone.
委任书应说明佣金是在报价、SPA签署、协议成为无条件、完成交易或其他节点赚取或开单。
10. Address aborted transactions before they happen在交易失败前写明处理方式
MEAS Standard 4 distinguishes several scenarios.
MEAS标准4区分不同情况。
If the firm’s client aborts after an unconditional agreement is signed, or after a conditional agreement becomes unconditional, the firm may be entitled to its full fee.
如果代理公司的客户在无条件协议签署后退出，或在有条件协议成为无条件后退出，代理公司可能有权收取全额佣金。
Before the formal agreement is signed, provisions may limit a claim by reference to 50% of the full fee or 50% of a forfeited or accepted deposit, whichever is lower, depending on who aborts and the facts.
在正式协议签署前，视乎退出方及实际情况，收费可能受到全额佣金50%或被没收／已收订金50%两者较低者的限制。
Do not use this summary as a substitute for the signed standard and legal advice.
不要以本摘要取代已签标准文件及法律意见。
State the aborted-transaction mechanism in the appointment, preserve offer and deposit records, and avoid releasing or deducting client-account money without the required written authority.
应在委任书中写明交易取消机制、保存报价及订金记录，并避免在没有所需书面授权的情况下，从客户账户款项中扣除或发放佣金。
11. Separate professional fees from approved marketing disbursements区分专业佣金与经批准的营销开支
Professional fees and disbursements are not necessarily the same.
专业佣金与开支并不一定相同。
The Seventh Schedule and MEAS Standard 4 recognise certain actual costs such as printing, plans, document copies, travel and media advertisements, signboards, brochures or promotional materials.
第七附表及MEAS标准4承认某些实际成本，例如印刷、图则、文件副本、交通、媒体广告、招牌、宣传册或推广材料。
Claims should be agreed where required, actually incurred and supported by documents.
相关索赔应在需要时事先同意、确实发生，并有文件证明。
For an exclusive industrial campaign, state whether photography, drone work, portal advertising, targeted social media, database outreach, banner, billboard, events, travel and technical-data preparation are absorbed by the firm, reimbursable at cost, capped, or subject to separate written approval.
对于工业物业独家营销，应说明摄影、无人机拍摄、平台广告、定向社交媒体、数据库推广、横幅、广告牌、活动、交通及技术资料准备，是由代理公司承担、按成本报销、设有上限，还是需要另行书面批准。
12. Check SST, the invoice and the audit trail核实SST、发票及审计记录
MySST states that the general service-tax rate is 8% for taxable services other than listed exceptions.
MySST说明，除列明例外外，一般应税服务的服务税率为8%。
If the estate-agency firm is registered and its service is taxable, the invoice should separately and accurately show the professional fee and service tax.
如果房地产代理公司已注册，而其服务属于应税服务，发票应准确区分专业收费及服务税。
SST is calculated on the taxable service fee, not on the property’s entire selling price.
SST是按照应税服务费计算，并不是按照整项物业成交价征收。
Keep the signed appointment, company and REN verification, marketing records, introductions, viewing records, offers, acceptance, SPA or tenancy, condition-satisfaction evidence, client consent for deductions, invoice, SST details and proof of payment.
应保存已签委任书、公司及REN核实、营销记录、客户介绍、看房记录、报价、接受书、SPA或租约、条件满足证明、客户扣款同意、发票、SST资料及付款证明。
This file is the strongest answer when someone later asks, “Why is this commission payable?”
当日后有人问“为什么要付这笔佣金？”时，这套档案就是最有力答案。
Worked sale examples: RM10 million industrial property买卖计算示例：RM1,000万工业物业
Assume a final transacted price of RM10,000,000 and that 8% service tax applies to the registered agency’s fee.
假设最终成交价为RM10,000,000，而注册代理公司的佣金适用8%服务税。
This example excludes legal fees, stamp duty, RPGT retention or tax, loan redemption, consent costs and other transaction expenses.
本示例不包括律师费、印花税、RPGT保留款或税款、贷款赎回、同意费用及其他交易成本。
It is not a statement that 1%, 2% or 3% must apply to a particular instruction.
也不代表任何具体委任必须采用1%、2%或3%。
Gross-up example when the owner wants a fixed net price业主要取得固定净价时的反推示例
If an owner wants to receive RM93.97 per sq ft after agency fee and 8% SST on that fee, but before other costs, the gross asking or transacted price can be estimated as:
如果业主希望在扣除代理佣金及其8% SST后，每平方尺净收RM93.97，但尚未扣除其他成本，可使用以下方式估算所需成交单价：
Gross price = target net price ÷ [1 − fee rate × 1.08]
成交单价 = 目标净单价 ÷ [1 − 佣金率 × 1.08]
Figures are rounded.
以上数字经过四舍五入。
The actual invoice uses the agreed transaction consideration and exact tax calculation.
实际发票应以约定成交对价及准确税务计算为准。
Evidence pack before paying an agency invoice支付代理佣金前的证据包
Five appointment decision gates 五个委任决策关口
Is the firm registered and is the negotiator attached to it?
代理公司是否注册，REN是否隶属于该公司？
Does the written appointment identify the property, client, scope and engagement type?
书面委任是否列明物业、客户、服务范围及委任类型？
Is the fee within the applicable scale and calculated from the correct base?
收费是否符合适用标准，并采用正确基础计算？
Are SST, marketing costs, co-agency and aborted-transaction rules clear?
SST、营销成本、共同代理及交易取消规则是否明确？
Can the firm prove the agreed payment trigger has occurred?
代理公司能否证明约定的付款触发事件已经发生？
Frequently Asked Questions 常见问题
1. Is 3% compulsory for every Malaysian property sale? 马来西亚每宗物业买卖都必须支付3%吗？
No. 不是。
It is the stated maximum fee for a sale or purchase of land and buildings under the fee scale, not a compulsory fixed price for every instruction.
3%是土地及建筑物买卖收费表所规定的最高收费，并非每一项委任的强制固定价格。
The agreed lawful rate should be written into the appointment.
双方同意的合法费率应写入委任书。
2. Can a buyer appoint and pay its own agent? 买方可以自行委任并支付代理费吗？
Yes. 可以。
The important questions are who the client is, what acquisition service is agreed, whether conflicts are disclosed, and whether the fee complies with the applicable rules.
重点是确认谁是客户、双方约定什么收购服务、利益冲突是否披露，以及收费是否符合适用规则。
A buyer should not assume the seller’s agent is also its independent adviser.
买方不应假设卖方代理同时也是自己的独立顾问。
3. Can a REN personally collect the commission? REN可以个人收取佣金吗？
The transaction should be handled through the registered estate-agency firm under which the REN operates.
交易应通过REN所属的注册房地产代理公司处理。
Check that the appointment, invoice and receiving account belong to the correct firm.
应核实委任书、发票及收款账户均属于正确公司。
4. If four parties work on the deal, can the client be charged four commissions? 如果交易涉及四方合作，客户会被收取四份佣金吗？
Not automatically.
不会自动如此。
Identify each appointment and payor.
必须逐一确认每项委任及付款人。
Co-agency participants may share an agreed fee between firms.
共同代理参与者可以在公司之间分配已约定佣金。
Any separate consultancy or introduction fee requires a separate lawful agreement and must not be disguised or duplicated.
任何独立顾问费或介绍费都需要独立合法协议，不应隐藏或重复收取。
5. Is SST included in the 3%? 3%是否已经包含SST？
Do not assume. 不要自行假设。
The appointment and quotation should say whether the professional fee is inclusive or exclusive of SST.
委任书及报价应说明专业佣金包含还是不包含SST。
Where applicable, an 8% service tax is generally charged on the fee—not on the whole property price.
适用时，8%服务税一般按照佣金征收，而不是按照整项物业价格征收。
6. When is the commission payable if the SPA has conditions precedent? 如果SPA设有先决条件，佣金何时支付？
Check the written appointment. 应查看书面委任。
Under the general MEAS Standard 4 position, a conditional agreement ordinarily triggers the fee when the last condition is satisfied and it becomes unconditional, unless the firm and client agree different written payment terms.
根据MEAS标准4的一般原则，有条件协议通常在最后一项条件满足、协议成为无条件时触发收费，除非代理公司与客户另有书面付款约定。
7. Can marketing and billboard costs be charged separately? 营销及广告牌成本可以另行收费吗？
Certain actual disbursements may be claimed if the engagement and fee rules permit, but they should be agreed where required and supported by receipts or other evidence.
如果委任及收费规则允许，某些实际开支可另行索赔，但应在需要时事先获得同意，并以收据或其他证据支持。
The appointment should state which campaign costs the firm absorbs and which the client reimburses.
委任书应说明哪些推广成本由代理公司承担，哪些由客户报销。
8. Does an unsuccessful transaction mean no fee can ever be claimed? 交易没有完成，就一定完全不需要支付佣金吗？
Not necessarily. 不一定。
The answer depends on the appointment, whether a binding or unconditional agreement arose, who aborted, whether a deposit was forfeited or accepted, and the applicable MEAS provisions.
答案取决于委任条款、是否已经形成有约束力或无条件协议、哪一方退出、订金是否被没收或接收，以及适用MEAS条款。
Review the documents before releasing deposits or rejecting an invoice.
在发放订金或拒绝发票前，应先审查文件。
Final takeaway 最后结论
Agency commission is not justified by a percentage alone.
代理佣金不能只靠一个百分比来证明合理性。
It is justified by a lawful appointment, a registered firm, an agreed scope, documented performance, the correct fee scale, a valid payment trigger and a transparent invoice.
它必须建立在合法委任、注册代理公司、约定服务范围、已记录的工作成果、正确收费标准、有效付款触发事件及透明发票之上。
For industrial property, the best appointment is not necessarily the cheapest or the highest-fee instruction.
对于工业地产，最好的委任不一定是佣金最低或最高的委任。
It is the one that clearly aligns the owner or buyer, the professional team, the marketing investment, the transaction milestones and the evidence needed to close.
而是能够清楚协调业主或买方、专业团队、营销投入、交易节点及成交证据的委任。