If you’re investing in commercial real estate (CRE) — whether it’s your first deal or your 10th — the right broker can materially improve your outcomes. That’s because brokers do more than just source listings: They can act also as advisors, connectors and deal managers. Additionally, brokers help you avoid missteps, focus on the right opportunities and move efficiently through the process.
That said, not every deal requires a broker. If you know the market well; have access to deal flow through direct relationships; or are pursuing a simple, low-risk transaction, you may be able to handle things in-house. But, for most investors (especially when entering a new market or asset class), the right broker brings advantages that are hard to replicate.
With that in mind, this guide breaks down what good brokers actually do, explains situations when a broker might not be warranted, and suggests how you can evaluate and work with them effectively.
Access to Deal Flow
If you’re only seeing what’s publicly listed, you’re already behind. Brokers connected to active sellers, landlords and lenders often surface off-market deals that never go public.
They also serve as an initial filter by screening out properties that don’t fit your goals or timeline. That saves you time and keeps focus sharp.
Some brokers use high-traffic platforms like CommercialCafe, which receives more than 2 million visitors monthly and generates more than 300,000 leads annually, to start conversations earlier in the process. A tool like this enables brokers to connect with active buyers, tenants and investors across asset classes — well before a listing hits the mainstream market.
Market Context & Asset Evaluation
A listing package doesn’t tell you what’s really going on in a submarket, whereas a seasoned broker will. Specifically, good brokers understand:
- Lease comps and absorption trends
- Pipeline construction and new supply
- Tenant churn and migration patterns
This kind of intelligence helps benchmark assets more accurately, evaluate underlying assumptions and support your pricing strategy with real data — not just surface-level metrics. In fact, in emerging districts, early signs of softening demand or tenant reshuffling often surface first through on-the-ground conversations and local market fluency — not in published reports.
Tenant & Lease Analysis
For income-producing assets, tenant quality can make or break performance. So, good brokers dig into:
- Credit strength and default risk
- Lease rollover schedules
- Rental escalations and below-market lease traps
They also bring context to lease-up assumptions. Namely: How fast is space actually moving in this market? What’s a realistic free-rent concession?
Plus, brokers who have recently completed lease-up campaigns in comparable buildings can benchmark lease terms and tenant incentives with real-time accuracy.
Deal Structuring & Negotiation
Of course, brokers aren’t lawyers, but they are often your front line in negotiating deal terms that protect your downside. As such, brokers help you:
- Shape letters of intent (LOIs)
- Identify pressure points and timing risks
- Align terms with your capital stack and investment horizon
What’s more, brokers with recent experience in your asset type can shortcut negotiation loops and preempt common pitfalls that kill deals late in due diligence.
Coordinating the Transaction
Even straightforward deals come with a cast, including lenders, title representatives, inspectors, lawyers and surveyors. And, if no one is leading the process, it can stall. Therefore, good brokers:
- Set timelines and manage task dependencies
- Recognize friction early (such as lender delays or insurance issues)
- Keep all parties aligned through closing
Ask your broker what their standard timeline looks like from LOI to close — and what checklists they use to stay ahead of common blockers.
Post-Closing Support
Notably, the best brokers don’t disappear after closing. Rather, they help you make the asset perform. Post-closing value includes:
- Referrals to property managers and contractors
- Strategic guidance on repositioning or tenanting
- Updates on ESG incentives or local energy credits
A broker who stays engaged post-close is more likely to bring you the next deal first because you’ve already proven to be a serious, efficient client.
The Right Broker Adds More Than Access
Smaller deals (or those in markets you know intimately) might not warrant a broker. But, for major transactions — especially in competitive or unfamiliar territories — the right broker can deliver a real edge.
For this reason, it’s important to choose someone with recent experience in your target submarket, strong peer recommendations and a reputation for bringing deals — not just passing them along.
Then, once the relationship begins, treat it like a partnership: Be clear about your goals; share your timeline and capital structure upfront; and stay responsive. Brokers prioritize clients who are focused, transparent and respectful of their time.
Do it right, and you won’t just get more deal flow. You’ll get better opportunities that are better aligned with your strategy and better-positioned to deliver returns.
