There are different levels of remuneration that a landman / land company can receive, depending on countless factors and I will share some of the experience I have had over the years of owning different parcels that has been passed down through the generations.
First, there are landmen that are independent, that acquire the leasing or pooling rights to areas, then turn around and sell the leases to production companies, often for a fee or an override, frequently 1/32 or 1/64. The mineral owner has zero control over who 'buys' the leases and may be stuck with a less than desirable operator. Upon learning that a landman was seeking to repackage my leases with those from other mineral owners, I went directly to the production company and received a higher bonus and royalty.
Dealing with land companies is more convoluted, with countless forms of employment and payment practices. Some land companies only hire "Independent Contractors" a set rate based on the number of leases secured in a month. This can be extremely frustrating, there is a greater sense of high pressure sales pitches and if 'John' did not meet his quota for the month, you may be dealing with 'Sally' the next month, starting from square one.
My experience has been, dealing with a landman that truly works for a land company, there is still a sense of urgency to get the mineral owner to sign, but fewer games played. Although there is a high turnover rate, it is lower than companies that rely solely on independent contractors. Typically the land company has one person that interfaces with the production company and they bounce the mineral owners demands, back and forth.
I finally learned to work with a law firm and they have been able to secure the best leases possible. It may cost me $250.00 - $500.00 in legal expenses to have assistance from the firm, but they know who to deal with at the production companies and have a reputation for looking out for their clients. The minerals have laid dormant for centuries and there is no rush to harvest them immediately, if it means signing a bad lease. Although I have no desire to spend the money or time involved in defending myself in a partition suit, I have been successful in doing so; my attorneys had records of every offer, counter offer, et al. Additionally, the landmen have a sense of "We can't snowball them" that I find quite comforting, when dealing with attorneys.
I much rather take a lower 'bonus payment' and a higher royalty, which is not the norm and landmen are very happy to 'flash the cash', to get a signature. A single word missing from a lease has the potential to cost a mineral owner $50,000.00, so spending $500.00 up front is a cheap insurance policy in my opinion.
I do not know if there are bonuses to be had for getting leases signed for the lowest dollar amount, but do not suspect the production companies would continue to use a land company's services, if they are not negotiating the best deal for the production company.
Lastly, the mineral owner has a stronger position to negotiate if they are the last of ten mineral owners to sign, than if they are the first.