Opcity — now known as Realtor.com's ReadyConnect Concierge service — provides real estate agents with pre-screened leads.
Instead of paying upfront, agents owe a referral fee at closing: 30% of commission for homes sold at $150,000 or less, and 35% for homes above that.
Thirty-five percent is on the higher side. Realtor.com says these leads convert at 3–5x the industry's standard rate, but the figure comes from a 2019 internal study.[1] Still, there’s clear value in getting vetted leads and paying only when you close.
It’s worth noting that other services offer similar benefits at lower costs. For instance, Clever Partner Agents pay no more than a 30% referral fee and still receive fully qualified leads. On average, agents close one in three referrals. Learn how to become a Clever Partner Agent.
How much are Opcity leads?
Opcity real estate leads cost 30–35% of your total commission, including any administration fees you charge. The percentage you pay is based on the final sale price of the home. Here's how it breaks down:
| Sale price | Opcity referral fee |
|---|---|
| Up to $150,000 | 30% of your total commission |
| $150,001 and up | 35% of your total commission |
Say you use Opcity to connect with a buyer who purchases a home for $500,000. You receive a total commission of 3% from the sale — or $15,000.
For connecting you to the lead, Realtor.com takes 35% of the total commission. That means you pay $5,250 for the lead, leaving you with $9,750.
Keep in mind, you still have to split that commission with your broker. So you might take home less than half your usual commission.
How do Opcity leads work?
Opcity, or ReadyConnect Concierge, gathers thousands of real estate leads per day from Realtor.com. It then contacts the prospective home buyers and sellers to screen them.
The screening process involves determining the buyer's or seller's:
- Price range
- Property preferences
- Self-assessed credit level
- Timeline
Once the ReadyConnect Concierge determines that the prospective client is qualified or ready to speak to a realtor, they use the Opcity algorithm to identify a handful of potentially compatible agents.
Agents are chosen and ranked according to their ReadyConnect Concierge Score.
What is the ReadyConnect Concierge Score?
When you use ReadyConnect Concierge for qualified leads, the system's computer algorithms assign you a score. This score determines how you're prioritized to receive referrals.
When you first sign up as a ReadyConnect Concierge agent, you start with a default score of 100. From there, the score fluctuates depending on your performance across five metrics:
- How many referrals you claim
- How many referrals you contact
- If you update your status in the company's Referral Manager app at least once a week
- If you meet your referral in person within two weeks of assignment
- When you close a deal
Scores vary from 80 (lowest-performing) to 120 (highest-performing). A higher score means ReadyConnect Concierge will offer you higher-quality leads before offering them to agents with lower scores.
What are qualified Opcity leads?
Qualified leads are people who have been vetted and shown real intent to buy or sell a home. Unlike casual browsers who may just be curious about a listing, qualified leads are further along in the sales funnel and more likely to convert into paying clients.
Most lead generation platforms simply collect visitor information from real estate websites and sell it to agents, regardless of whether the person is serious about a transaction. Someone might enter their info because they’re curious about a neighbor’s house or just browsing during a work break — not because they’re ready to hire an agent.
Opcity takes this a step further by qualifying leads before passing them on. It evaluates intent to buy or sell, timeframe, pre-approval status, and so on.[2] By filtering out the casual inquiries, Opcity connects agents with higher-quality leads, saving them both time and money.
Is the Opcity referral fee worth it?
Pros
- You get qualified leads
- There's no upfront fee
Cons
- The referral fee is high for homes over $150,000
Opcity’s value comes down to one thing: access to qualified, motivated leads.
For brokers, the advantages of Opcity extend beyond increased sales. Opcity handles much of the heavy lifting, from following up with leads to assigning them to agents and tracking performance. By taking on these time-consuming tasks, Opcity helps brokers boost productivity across their teams while driving more revenue.
Opcity for agents is beneficial because you'll receive leads that have a better chance of closing. The leads aren't guaranteed clients, but the ReadyConnect Concierge team has already done the vetting so you don't waste time on those who aren't serious about buying or selling.
Another benefit is risk reduction. Traditional lead gen services charge upfront regardless of whether the lead converts (e.g., Zillow charges $50–200+ per lead). Agents also spend valuable time screening and chasing down weak prospects. With Opcity lead generation, you pay nothing upfront, just a 30–35% referral fee after closing a deal.
However, 35% is a big cut to your profit. Other lead gen services don't charge as much and are worth looking into. For example, Clever can connect you with qualified, motivated buyers and sellers for only a 30% referral fee due at closing. Learn more about Clever's Partner Agent program.
Opcity leads FAQ
What is Opcity?
Opcity is a real estate lead referral service. Realtor.com bought Opcity realty in 2018 and rebranded it as ReadyConnect Concierge. If you try to visit any of Opcity's web pages, you'll be redirected to the Realtor.com site. For the most part, ReadyConnect Concierge's service and fees are similar to what they were under the Opcity realty brand.
How much are Opcity real estate leads?
Opcity real estate leads are typically 30–35% of your commission. They cost nothing up front. You'll pay only when you close a transaction.
Can I negotiate the Opcity referral fee?
No, the Opcity leads cost is not negotiable.
Do Realtor.com leads work?
Having acquired Opcity, a lead qualification service, Realtor.com leads are poised to be better. Rather than sending out every lead that enters the sales funnel, Realtor.com now has the technology to qualify those leads and send only the ones who are ready to work with an agent.
