I heard that I can only charge my clients 12% of the surplus money
Some people incorrectly state that you have to be a lawyer and that your percentage is capped at 12%. They are speaking about the unclaimed property being held by the state of Florida Unclaimed Property Division. Those rules do not apply to tax deed surplus being held by the counties in Florida. There is no percentage cap at all. Our clients routinely start their percentage out at 40% to give themselves bargaining room. Typically you will get your client to agree to 30-35%. If the surplus is very high, there may be more competition to gain that client, so you would have to go lower.