While these may seem obvious, it is crucial to emphasize them:

  1. Does the broker have local, in-depth knowledge of your target market area?
  2. How many transactions has the broker executed in this market over the last 18 months?
  3. Can the prospect share details on the size, type, and location of their last five deals?
  4. Does the prospect know the local brokers in the area?
  5. Does the prospect strike you as a savvy, experienced negotiator? If so, ask about their approach and process.