Working with a channel partner: what to expect, and what to ask

A channel partner sells a developer's inventory and earns a commission from the developer on completed transactions. You do not pay us. That arrangement is worth understanding properly, because it shapes the incentives on both sides.

What it means for you

The price you pay is the developer's price. A channel partner cannot mark it up — the agreement is between you and the developer, at their published rate. In practice we frequently secure better terms than a walk-in buyer, because we transact with these developers repeatedly.

The incentive question, answered plainly

Yes, we are paid when you buy. That is a real incentive and you should hold it in mind.

What makes it workable is that commissions vary very little between developers of comparable standing. We have close to no financial reason to push project A over project B. What we do have is a strong reason to keep our reputation intact, because most of our business arrives through people who bought before you.

Questions worth asking any channel partner

• How many units have you closed in this specific project? Volume in a project means real knowledge of it.
• What is this developer's delivery record on their last three projects? A good partner answers with dates, not adjectives.
• What are the weaknesses of this project? Every project has some. An answer of "none" is the answer you should worry about.
• Will you be my point of contact after booking? Post-booking support — documentation, bank coordination, possession — is where partners quietly differ most.

What we commit to

We will tell you when a project is wrong for you. We will show you the delivery record before the render. And if nothing in our portfolio fits what you actually need, we will say so.