What to ask an overseas agency before your first client referral
Before a referral, clarify the contracting party, client attribution, document checks, commission payment and the process for resolving disputes.
A high commission percentage looks attractive until you discover that its calculation basis, payment timing and repeat-enquiry rules are unclear. Use the first conversation with an overseas agency to establish how you will work together.
Ten questions and what the answers should clarify
| Question | What you need to clarify before proceeding |
|---|---|
| Who is the other party to the agreement? | The party's name and role, not just the brand |
| What work is included? | Property selection, viewings, negotiations and agreed stages; additional services listed separately |
| How is the client's source confirmed? | The action required and confirmation that the enquiry has been accepted |
| What if the client has contacted the agency before? | The duplicate-enquiry rule as it applies to your client |
| How are a different project and a repeat purchase handled? | The terms for changes to the enquiry and subsequent transactions |
| What is the commission calculated on? | An amount or rate with an unambiguous calculation basis |
| When is payment made? | The triggering event and payment deadline, not just 'after the sale' |
| Who reviews the property documents? | The responsible person, scope of checks and whether a separate specialist is needed |
| Who handles matters after purchase? | Agreed responsibilities for payments, handover and subsequent questions |
| How is a disagreement discussed? | The responsible person's contact details and the process specified in the agreement |
These are questions for discussion, not a statement that every agency provides all the services listed.
What to request before your first client
Ask for the available written terms, a commission calculation example and an explanation of the referral process. If the agreement will be signed later, clarify which rules apply until then. Do not expect payment solely on the strength of a promise in an advertisement.
Separately ask for an account demonstration using an anonymised example. Do not request other people's passports, correspondence or real contact details. You need to see the process, not buyers' personal data.
Payments and document checks
Establish who receives the client's property payment, on what basis, who confirms the payment details and how changes are discussed. This does not mean that payment must always go to the agency or always to the developer: the contract and actual transaction parties matter.
Clarify which conclusions the local team can provide itself and where a separate lawyer or another specialist is needed. Do not describe a property as fully checked if you have only received a presentation.
How IBG presents its work
The website includes partner referral cases and an award announcement with a link to the organisers. They help you get to know the company but do not replace checking the terms of your own referral.
The Nai Harn studio case describes property selection and reservation in detail, but not a commission payment. That distinction matters: ask for evidence of the result that is relevant to you.
When to postpone a referral
If you cannot establish the contracting party, client-attribution process or your own remuneration, resolve those questions first. If terms are still being discussed, tell the buyer that. Do not present a preliminary proposal as an agreed transaction.
Questions and answers
Is an award enough to choose a partner?
An award is a separate form of professional recognition. It does not establish your contract terms, verify a particular property or guarantee income.
Should I ask for an agreement before I have a buyer?
It makes sense to review the available terms and how they are agreed in advance. You can prepare without sharing contacts or committing to buy a property.
Who should be responsible after the sale?
Whoever has agreed to carry out the particular service. Before purchase, clarify who is responsible for handover, correcting defects and property management if the client needs these services.
Sources and methodology
IBG Property editorial team. This list is a tool for assessing cooperation, not a legal assessment of any agency's reliability.
Start with the terms before sharing a number
Create a free IBG Property account, review the materials and discuss the questions on this list. Share buyer details after obtaining their consent.