How Do Builders Select The Brokers For Selling Their Properties?

When a builder comes up with a new project, he or she needs to find the people and

the organizations which would be able to sell its units to the people. For this purpose, these organizations make use of the dealers of different regions and might even use the services of consultants in various professions such as chartered accountants. So, how do the builders choose the dealers? Is there any specific criteria, or anyone can approach them with the offer of selling their units? Basically, the builders look for people who have the potential to sell their units.

The people who have worked well for the builder in the past are definitely the first choice for working on a new project. Further, the builder gives a specific target of selling a specified number of units to its channel partners. The same applies to the new dealers as well. Some of the financially sound and well-networked dealers might even book a specified number of units for sale beforehand.

Even though most of the builders are primarily concerned with the sale of their units, they do ensure that the dealers selected by them are reputed and well-connected. This reputation need not necessarily be in terms of their financial well-being but in their ability to convince people credibly for the sale of project units. Normally, care is taken not to make those people their partners who have continuing business relations with their competitors. But, the rules are flexible in case the dealer can generate good business.

Sometimes, for a project located in one area, the market might exist at different locations and therefore, the builder might select some partners to work with depending on which region he or she belongs to. Builders always prefer that the genuine buyers, who have to make use of the property, buy the property. But, there can also be situations when the property is bought for investment. In this scenario, the builders might be interested in making dealers from different parts of the state or the country to be the channel partners. Investments can even be sought from the people living in the foreign countries as buyers.

So, this process can begin either way. The builder as well as the dealer can initiate the process of getting in touch with each other for finding the common modalities of working together. Just as the dealers look for reputed builders who complete their projects in time and deal fairly with all partners, the builders too look for similar qualities in the dealers. With a good understanding with each other and complete clarity on terms of engagement, the two can develop mature business relations.

by: kamal bhatt

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