Transparency in the Real Estate Market: Balancing Client Rights and Consultant Protection

In Turkey’s real estate investment scene, one question often arises among investors:
“Why doesn’t the company give me the developer’s name or the project details directly? Is it only to protect their commission?”

It’s a fair question—but the answer is more complex than it seems.

The Key Players in Any Real Estate Deal

1. The Developer – the project owner and builder.
2. The Real Estate Consultant/Marketer – the intermediary who provides offers and manages the sales process.
3. The Buyer – the investor seeking the right opportunity.

Real estate consultants typically earn a commission of 3% to 5% of the transaction value. Many assume that withholding information is solely to safeguard this commission. But the reality is more nuanced.

Why Aren’t Project Names Always Shared Directly?

• Protecting the effort invested: Some clients take information from agencies, then go directly to the developer to buy, leaving the consultant who arranged tours and offered advice with nothing in return.
• Avoiding costly mistakes: Investors may be attracted to cheap prices in certain projects, but beneath the surface there may be serious risks such as:
• Delayed title deed transfers.
• Weak financial capacity of the developer.
• Ongoing legal disputes among project partners.
  Here, the consultant plays a crucial role in uncovering these issues before the investor falls into a trap.
• Providing holistic guidance: Some agencies see themselves as investment advisors rather than mere sales agents, aiming to guide clients toward the best option—even if the client doesn’t buy directly through them.

Between Transparency and Protecting Rights

There are generally three types of clients:

1. The straightforward client: Openly states that they are working with multiple agencies and asks for the best offer. This type is respected and receives full transparency.
2. The hesitant client: Consumes the company’s time for months with no real intent to purchase.
3. The deceptive client: Collects all the details, then bypasses the consultant to deal directly with the developer.

Naturally, consultants prefer the first type, as it ensures transparency and mutual respect.

The Lesson for Investors

• Don’t view the real estate consultant as an opponent, but rather as a partner who protects you from risks.
• If what you need is independent advisory only, state it clearly and be prepared to pay a consultation fee.
• Transparency from the very beginning is the foundation of a win-win deal for all parties involved.

Conclusion

This is not simply a fight over a 5% commission—it’s about trust and mutual respect. Successful real estate investment cannot be built on incomplete information or evasive tactics; it requires cooperation between the buyer, the consultant, and the developer.