New Listing Qualifying Questions - Looking for Advice
Does anyone have a list of qualifying questions they use when determining if they will take on a new listing or not?

My last few years I have listed a few properties that didn’t sell. A lot of time and energy goes into getting the listing, marketing it, and negotiating deals that end up not coming together for various reasons. 

I am a commercial land broker who primarily works on development and entitlement deals. 

Thank you!
[{"id": "hxvxtgr", "text": "Anything will sell for the right price. Make your proposal range larger and get a fair number in the rep agreement", "replies": [], "depth": 1}, {"id": "hxw0drm", "text": "Kinda broad question. What can you learn about why these deals haven't come together?", "replies": [], "depth": 1}, {"id": "hxwhaf9", "text": "I have witnessed brokers \u201cbuying\u201d the listing by inflating the strike price of the asset, then negotiating the fee down \ud83e\udd37\u200d\u2642\ufe0f. I would see how realistic the owner is. What will this sale and money do for them? What is the next move? 1031? Retirement? Or just more money? The latter being the scary and unrealistic position for a broker. Just my thoughts and experience in the broker side of real estate acquisition and development", "replies": [], "depth": 1}, {"id": "hxx13bw", "text": "Development deals are tough because it\u2019s not as simple as \u201cwhat price psf or cap rate did the most similar 4 or 5 buildings sell for?\u201d You find out more about the property after you\u2019re under contract. \n\nYou\u2019d want to know has it been under contract before and why it didn\u2019t close, current zoning and maximum yield, any previous wetland studies, known environmental issues, etc. My biggest piece of advice would be to call the municipality first to see if what you\u2019re going to be pitching to the seller as a use (which really means the price that user can pay) is something that they see as realistic for the piece", "replies": [{"id": "hxxkjke", "text": "keeping in touch with the local municipality is a big one. also remember that the assessor\u2019s map is NOT ALWAYS correct, and the actual zoning could\u2019ve changed without them updating it.", "replies": [], "depth": 2}], "depth": 1}, {"id": "hxx3qbr", "text": "How did Seller come to own the property?\nWhat is seller\u2019s goal?\nWhat do they envision as the ultimate use (assuming it\u2019s not narrowly zoned)?\nAny property specific history of which I should be aware?\nHas it been under contract previously? If so, why did the contract not succeed?\n\nMy advice is to only ask questions you cannot answer on your own through research. Especially questions that help you understand the seller\u2019s motivation. From there your goal is to educate the seller on the current market (value and time required) and how that aligns with their goals. \n\nI kept this very high level, but would be happy to expand. (I am also a land broker, so understand the challenges).", "replies": [], "depth": 1}]