In my experience, it is 4% to 10% in a suburban area. It depends on how hard it is to sell. Vacant land in Manhattan may not need to pay any commission -- let the buyer pay it if they use an agent -- just put a for sale sign on the property. Vacant land in West Texas might need to pay 15% -- or "whatever it takes". The real answer, of course, is Whatever you and the sales agent have agreed to.