Brokers, commissions and fair credit

For many layout developers, brokers bring in a large share of buyers. They also remember exactly how each developer treated them the last time.

Credit starts at the first enquiry

Disputes usually begin with one question: who brought this buyer? Give each broker a personal link and record the broker on every lead they bring. When the sale closes, the credit is already written down.

Set the commission up front

Agree each broker's default commission percentage and record it with the broker. When their buyer books a plot, the commission is calculated from the sale price automatically, so there is no negotiation after the fact.

Pay on time, and show it

• Keep a running list of commission earned, paid and still due for each broker.
• Tie commission to the buyer's payments if that is your policy, and say so clearly at the start.
• Share the numbers with the broker, so they never have to chase you for them.

Brokers talk to each other. A developer known for fair credit and prompt payment hears about the good buyers first.