An overseas referral when the client already has an agent
How to prepare an overseas property introduction without assuming that a client's existing agency agreement, exclusivity or fee obligations have disappeared.
A buyer says they already work with an agent at home but would like your help exploring property abroad. You might be the local agent, a second adviser or the person receiving the introduction. Before sharing a catalogue, establish who has agreed to do what. The answer may affect the client's expectations and the professionals' fee arrangements.
There is no single international rule that makes every cross-border referral permissible. Contracts, professional obligations and applicable law matter. The purpose of this guide is to organise the questions without interpreting an agreement on the client's behalf.
Start with the work already commissioned
Ask whether the existing agent is selling a property, searching for a purchase, advising on a portfolio or handling a particular destination. Those are different instructions. Do not infer their scope from a business card or a remark that the other agent "only works locally".
The client or the authorised professional should identify the relevant agreement and obtain advice if its meaning is unclear. You do not need to receive a complete private file simply to establish whether a referral discussion is appropriate. A confirmed description of the relevant scope may be enough for the initial conversation.
Keep your language neutral. "We should clarify how this introduction fits your current arrangements" is preferable to telling the buyer that their first agent cannot help. Avoid claims about a competitor's competence or entitlement that you have not verified.
Separate representation from introduction
An introduction does not necessarily mean you will negotiate the purchase or represent the buyer throughout. Write down the intended tasks: introducing a local team, clarifying a brief, joining a consultation or carrying out work under a separate appointment.
Then check whether the receiving business understands the same arrangement. If it expects you to provide a full advisory service while you expect only to arrange a call, the mismatch should be resolved before the buyer relies on either explanation.
| Question | Confirmation to obtain |
|---|---|
| Who commissioned the current agent? | Relevant role and scope |
| What would the new team do? | Proposed services and limitations |
| Who would receive a fee? | Parties and written calculation basis |
| What will the client be told? | Clear explanation of roles and interests |
| What requires advice? | Contractual or regulatory uncertainty |
Discuss fees without creating a second surprise
Ask the appropriate adviser whether disclosure or consent is required in the applicable setting. A referral arrangement should not be presented as neutral advice if there is a financial interest that needs explaining. Do not assume the same disclosure wording works in every country.
Also distinguish a referral fee between businesses from a fee charged to the buyer. The written arrangements should identify each obligation and who pays it. A statement that a programme is free for participating agents does not, on its own, describe every cost in a property purchase.
Avoid promising that two agents can simply split whatever commission appears. Confirm who has authority to agree the split, what the calculation uses and what event makes payment due. A discussion among agents does not automatically amend the client's existing contract.
Make the first shared conversation useful
If the introduction can proceed, tell the buyer who will attend and why. With appropriate permission, share the search objective and the relevant relationship context. The receiving team should not ask the buyer to repeat private material that has no bearing on the new enquiry.
Use the meeting to settle practical ownership of the next step. Who sends the shortlist? Who checks questions about rights and contracts? Where will the buyer receive updates? Record unresolved points instead of letting a friendly call imply agreement.
Know when to pause
Pause if the client cannot explain the existing instruction, the businesses disagree about their roles or a proposed fee arrangement is unclear. A pause protects the buyer from conflicting messages. It is not a finding that another agent has done anything wrong.
For IBG, start with the agent process and written questions about commission. Do not submit invented client details to test the account. You can explore the programme before deciding whether a particular introduction is appropriate.
Sources and scope
This is an editorial discussion checklist, not a legal opinion on exclusivity or a statement that referrals are lawful in every jurisdiction. IBG's public process is described here; commercial conditions must be confirmed for the actual relationship.
Understand the partner process before introducing a buyer
Review the roles, client permission and cooperation terms. You can create a free agent account before you have a buyer enquiry.
Registration is not a completed transaction or an earned commission.