Brokers that work with developers/construction companies, why?
I am no real estate expert so I apologize for any incorrect assumptions, misuse of terms, or misunderstanding of the financial side.

I do marketing for a general contractor that has recently started to develop vacant industrial properties. The owner purchases land with his own capital, creates/approves the design, then construction begins. The properties are ready for sale/lease when the design is approved or close to it (I think) and construction will start regardless of whether or not we have a buyer. It is also worth knowing we are a 'full-service' GC meaning we have our own engineers, architects, project managers, estimators, and superintendents. Any service needed before, during, or after construction can be provided by us.

I am trying to reach commercial brokers with a marketing campaign but I am unsure what 'selling points' to include and the overall message I want to give. The goal is for our company and commercial brokers to refer leads to each other and develop a relationship.

**What we can provide to brokers:**

My company handles preconstruction in-house (due diligence, conceptual planning, site plan approval, etc.) and from what I understand, is closely related to the sale of commercial properties and development sites. We can provide brokers with buildable yields, site analysis, cost estimates, and pretty much anything that needs to happen before the purchase of a property.

We pay commissions on deals closed as a result of a broker referral, usually around 2-4% of the total value of the job.

&amp;#x200B;

**My questions to the commercial brokers out there:** 

Why have you worked with developers/construction firms in the past? What was good/bad?

Would you consider any of the above to be incentives to give us a call?

Have you ever needed the help or professional opinion of a developer/construction firm to close a deal?

Do you see potential in this type of relationship?

Have you ever wished a developer/construction firm would provide you with \_\_\_\_\_\_\_?

Is it insulting for a construction company to offer assistance in closing deals to brokers?

Any other thoughts or comments are greatly appreciated!
[{"id": "iapvcub", "text": "I\u2019m on the ownership side, but from what I see is that it\u2019s a benefit for the client if the tenant broker has a relationship with GCs as he/she can refer their client to that GC \u201cthis firm did good work for an old client\u201d sort of thing. Some brokers have to do a lot more than just finding space for their clients. \n\nGood to know a developer because they hire brokers, whether it be when it\u2019s time to sell or to find someone to lease up the property.", "replies": [{"id": "iasrbcs", "text": "Precisely what our goal is. Help brokers provide analysis for their clients, ideally for an undeveloped site so that they are able to refer us for site work, design consulting, construction, or any combination of services needed. The earlier in the construction and planning process we can develop a relationship with a tenant or investor, the better.", "replies": [], "depth": 2}], "depth": 1}, {"id": "iaqgsnk", "text": "If I\u2019m understanding the first paragraph correctly these are for sites that your company purchases and develops while the rest of the post relates to outside build job referrals? \n\nI work with a GC that offers similar services and incentives for build job referrals. What I\u2019ve found very useful is that they\u2019ve been willing to do a \u201ctest fit\u201d on properties I\u2019m marketing to show different building sizes and concepts that could be achieved (which it appears is also part of what you\u2019re offering) net of estimated wetlands, setbacks, etc. It helps take the guesswork out on whether a requirement will fit and I\u2019ve included their branding on the conceptuals in my marketing packages. They have not always ultimately got the job, but have on enough that it was worth it and I\u2019ve referred them business on deals they otherwise would not have been involved in.", "replies": [{"id": "iasoo0y", "text": "Yes, that is pretty much what we are trying to do, we want to make it easier for brokers to close deals by providing a \"test fit\" or site analysis or some other service. In return, they will hopefully remember us and refer us to one of their clients looking for GC work. We are definitely closer to a GC than a developer.\n\nUnloading development sites are more of an added bonus I am now realizing.", "replies": [], "depth": 2}], "depth": 1}, {"id": "iaql4dc", "text": "Skip the broker. I'm a direct lender. I'm who you want to know.", "replies": [{"id": "iar2t4n", "text": "Doesn\u2019t sound like it. OP is looking for deal flow.", "replies": [], "depth": 2}, {"id": "iasqcdk", "text": "What could a GC offer to a lender besides a commission? I am clueless about the financial side of the business but I would assume you know a lot of investors or anyone looking for funding for a construction project. In that case, I guess you wouldn't need any preconstruction or fit-outs but you know the people that do?", "replies": [{"id": "iasrhk5", "text": "Exactly. U need to build something. If it cost $1,000,000 to do that, I'll lend you $750,000 and your in charge of coming up with the other 25%. I can also offer you mezzanine debt and or preferred equity, now u only need to raise 10%.  I am the source of money, brokers just get in the way. Their job is to introduce u who does all the work to me who has the money and they get paid off of that. Total scam.", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "iar311e", "text": "Sounds like you\u2019re doing some forwarding deals. Find the top brokers in your area and swoop up some of their analysts/team members. That\u2019s what most developers do.", "replies": [], "depth": 1}]