How to choose an overseas property partner: a practical checklist
Look beyond the number of presentations. Check the legal entity, local team, agreement, client attribution, CRM, data sources, support after reservation and dispute procedure.
Look beyond the number of presentations. Check the legal entity, local team, agreement, client attribution, CRM, data sources, support after reservation and dispute procedure.
A partner's reliability becomes apparent beyond the sales presentation: in documents, response times, responsibility and openness about problems.
Context to consider
Protecting the client need not conflict with conversion. Clear records, responsibilities and a history of decisions reduce repeated questions and improve the consultation. If the process cannot be reconstructed from CRM records and documents, it depends on one manager's memory and remains vulnerable whenever responsibility changes hands.
How to approach the task
Start with the client's or business's task. Separate known facts from assumptions, involve the relevant specialist and record the decision. This approach does not artificially speed up a sale, but it removes repeated questions, contradictions and promises that cannot be substantiated.
Worked example
Imagine a dispute several months later: one manager is certain that the client came directly, another remembers an oral agreement, and the CRM contains only a name and phone number. The recommended sequence here is to check the company and its physical presence in the market, then request the agreement before referring the client. Next, ask for a demonstration of the CRM and its statuses. Before a final decision, check how the team reports risks and delays.
This example does not promise the same result for every client. It shows which parts of a decision can be checked and which still rely on assumptions. If an above-market commission is the only argument offered, pause the process and ask for confirmation.
Step-by-step checklist
| Stage | What to do | Why |
|---|---|---|
| Initial information | Check the company and its physical presence in the market | Understand the task before starting with a property |
| Check | Request the agreement before referring a client | Reduce uncertainty before the next step |
| Outcome | Ask for a demonstration of the CRM and its statuses | Reduce uncertainty before the next step |
| Warning sign | Review a real case from initial enquiry to payment | Reduce uncertainty before the next step |
| Final check | Check how the team reports risks and delays | Leave a verifiable record of the decision |
Warning signs
- An above-market commission as the only argument. Ask for confirmation or pause the next step until the point is clarified.
- Refusal to show the agreement in advance. Ask for confirmation or pause the next step until the point is clarified.
- No way to see the client's progress. Ask for confirmation or pause the next step until the point is clarified.
Questions and answers
How is client attribution confirmed?
Before referring a client, ask for the attribution terms and an example of confirmation in the CRM or correspondence. Clarify how the referral date and referring partner will be recorded, who checks repeat enquiries and how the result is communicated. Recording a contact does not itself replace the agreed terms or guarantee commission.
Who is responsible for the documents?
Establish this before referring a client. Ask for written confirmation of who collects the documents, who checks their contents and which matters require a separate lawyer. CRM access shows progress, but does not itself establish that the documents have undergone legal review. Check the scope of services and responsibility against the agreement rather than assuming them from a presentation.
How are complaints handled?
Ask to see the procedure for submitting and reviewing complaints: whom to contact, what information to provide, how receipt is acknowledged and how a decision is communicated. Agree separately on the steps to take in a dispute over client attribution or commission. Check response times and further dispute procedures in the agreement; an oral promise does not replace them.
Sources and methodology
This article is for information only. Legal, tax and project terms need to be checked for the specific property, buyer and transaction date. A projected return is not a guarantee.
Have a client enquiry on this topic?
Record the brief and involve the local IBG Property team. Answer two questions so a manager can discuss a suitable way to handle the enquiry.