When a sale involves more than one gallery, the question of who receives a commission can get complicated quickly. One gallery may have introduced the collector to the work, while another has the piece in its inventory, arranged delivery, or handled the final conversation. Sometimes a commission split is fair. Sometimes a referral fee makes more sense. And sometimes the simplest answer is not to divide the commission at all.
The best starting point is not a formula. It is a clear understanding of what each gallery contributed and what each is being asked to handle.
Start with how the sale came about
Consider a collector who sees an artist’s work at Gallery A, then contacts Gallery B, where the artist also exhibits. Gallery B has the requested piece available and completes the sale. If Gallery A’s introduction was the reason the collector knew about the artist, it may be reasonable for Gallery A to receive a referral fee or a portion of the commission.
But the details matter. Did Gallery A actively recommend the specific work? Did the collector already know the artist? Did Gallery B independently develop the relationship? A sale occurring after a referral does not automatically mean every gallery involved should receive an equal share.
A fair arrangement reflects the actual contribution, not simply the number of galleries mentioned in the story.
Account for the work and costs
A commission covers more than the moment a collector says yes. Galleries may spend time advising the buyer, processing payment, coordinating shipping or delivery, arranging installation, and following up after the sale. They may also have costs tied to photography, promotion, storage, or preparing work for a show.
If one gallery is managing those responsibilities, a 50/50 split may not reflect the work being done. On the other hand, if the referring gallery created the opportunity and the other gallery only completes a straightforward transaction, a referral arrangement may be appropriate.
Keep the conversation practical: Who sourced the buyer? Who is closing the sale? Who is handling the piece and the customer service? Who is paying the associated costs? The answers help clarify what would be reasonable.
Keep the arrangement simple
A common mistake is treating every shared sale as a major negotiation. If the amount at stake is modest, an elaborate debate over a small difference can cost more in time and goodwill than it is worth. A straightforward referral fee or agreed split may be enough.
For a high-value sale, or one involving substantial services or expenses, it is worth being more precise. Agree on the amount, who pays it, and when it will be paid. Put the agreement in writing—even a clear email can prevent later misunderstandings.
Most importantly, discuss the arrangement before promising a commission to a third party or making commitments to the collector. It is much easier to reach a fair agreement before the sale is complete than to revisit expectations after payment has changed hands.
What artists can do
Artists sometimes find themselves between galleries that each believe they played an important role. Avoid making the decision on their behalf or promising that one gallery will be paid from another gallery’s commission. Instead, share the relevant facts: where the collector first encountered the work, which gallery has the piece, and what each gallery has done so far.
Then let the galleries work out the terms directly. If you are asked to coordinate, encourage a clear conversation about responsibilities and payment before the sale proceeds. Your goal is not to referee the relationship; it is to help ensure that everyone understands the arrangement and that the collector receives consistent service.
A commission split should support a working relationship, not become a rule applied automatically to every sale. Be fair about the value each gallery brings, acknowledge the practical costs, and resist turning a manageable decision into a drawn-out dispute.
The useful takeaway: agree on the roles first, then decide whether a referral fee, a split, or no shared commission makes sense. Have you encountered a sale involving two galleries? What arrangement kept the relationship—and the transaction—clear?
