5 questions every developer should ask before choosing a brokerage partner

Choosing a partner to sell a development is one of the decisions that most significantly impacts a project's sales velocity. It isn't just about signing with the most well-known firm, but rather with one that truly understands your product, your target buyer, and your delivery schedule. Here are five questions we recommend asking any broker or brokerage firm before finalizing a partnership: 1. How do they qualify and follow up on leads? Generating contacts isn't enough; what matters is the speed of follow-up and the criteria used to prioritize or discard them. Ask about their process, not just the volume of leads they claim to generate. 2. What experience do they have with projects similar to yours? A broker who sells luxury apartments doesn't necessarily know how to sell mid-market housing, and vice versa. Ask for references regarding projects comparable in size, price point, and location. 3. What tools do they use to provide visibility into sales progress? As a developer, you need real-time insight into your inventory status, rather than relying on a monthly phone call. Ask which reports or platforms they use to keep you informed. 4. How do they handle exclusivity and conflicts of interest? If the broker represents multiple projects in the same area, understand how they prevent them from competing against each other for the same buyer. 5. What happens if the sales pace falls short of projections? Any project can experience slow months. Ask what strategic adjustments they propose—beyond just contractual guarantees—when the market behaves differently than expected. The right partnership is found in the details A good brokerage partner brings more than just buyers; they bring information, structure, and predictability to your sales process. Asking these questions early on helps avoid surprises down the line. Are you looking for a brokerage partner that offers full visibility from start to finish? Speak with a Vivra advisor.