Discover the ILS POLAND GROUP sales model developed through years of experience – full commitment, one consistent strategy and broad access to potential buyers.

“Can I list my property with other agencies as well?”, “Why do you require an exclusive listing agreement?”, “Another agency is offering a lower commission” – these are questions we regularly receive from property owners and developers interested in working with ILS POLAND GROUP.

We understand these questions. At first glance, it may seem that the more agencies offer the same property at the same time, the greater the chance of selling it. Our many years of experience show, however, that professionally managed property sales work differently.

For many years, we have therefore consciously worked according to a model based on exclusivity, clear responsibility for managing the sale and protection of the work and resources we invest in every property entrusted to us.

Exclusivity should benefit the owner, not merely protect the real estate agency

An exclusive listing agreement is often presented primarily as a way of protecting the real estate agency. For us, this is only part of its purpose.

What matters most is what the owner gains from this model:

• one partner responsible for managing the entire sales process,
• one consistent price and one coherent property presentation strategy,
• professionally prepared sales materials,
• our investment of time, expertise and financial resources in promoting the property,
• handling of enquiries and presentations for potential buyers,
• negotiation management and coordination of the transaction process,
• protection against the confusion that can arise when the same property is marketed simultaneously on different terms.

The owner does not have to manage several agents, answer the same questions repeatedly or determine who is negotiating with buyers and on what terms. The sale is entrusted to one responsible partner.

We do not merely publish an advertisement – we prepare the property for sale

Unlike a model based solely on uploading a few photographs and a short description to a property portal, entrusting a property to us means beginning a much broader process.

Depending on the property and the market, we may prepare detailed photographic documentation, video materials, an extensive property description, presentation on our corporate website, language versions, online promotion and paid advertising campaigns. We handle enquiries, organise viewings, conduct negotiations and participate in preparing the transaction and the required documentation.

These are not merely marketing declarations. The scope of the activities we undertake is defined in the agreement concluded with the seller before cooperation begins.

We show buyers a great deal – even the exact location of the property

One of the features of our model is the very detailed presentation of properties. This is particularly visible on the Bulgarian market, where we have been operating since 2008.

Our listings may include dozens, and in many cases well over 100 photographs, video materials, a detailed description of the property and the complex, as well as the exact location on an interactive Google map, allowing buyers to view the surroundings in satellite mode and, where available, also at street level.

This allows a potential buyer to become very familiar with the property and its surroundings even before a personal viewing. In some transactions, the process can even be completed without the buyer travelling to Bulgaria in person – we describe this in more detail in our article “How to buy property without leaving home”.

For the owner, this is a major advantage because a buyer contacting us may already be much better prepared to make a decision.

Such a high level of transparency also has another side: the property, the complex and sometimes even the specific unit can be relatively easy to identify. The more valuable information we provide to potential buyers before first contact, the more important it becomes to protect the source of interest and the work performed to acquire that buyer.

Why does simple “buyer protection” without exclusivity not solve the problem?

Sometimes an owner proposes what appears to be a simple compromise: several agencies may market the property, and each agency will be paid only if it sells the property to “its” buyer.

The problem is that in today`s online marketing, the source of interest does not have to be the same place where the buyer ultimately makes contact.

A buyer may first see photographs, a video, a description or the location in our listing, then recognise the complex, find the same property with another agency or obtain the owner`s contact details from a third party and only then begin a conversation.

This does not necessarily mean that the buyer is acting in bad faith. With parallel marketing, however, it may later be very difficult to determine which marketing activities actually led the buyer to the property.

This is why, in our model, protection of the results of our work and exclusivity are closely connected.

“I do not want dozens of agencies. I will choose only two or three of the best”

This is also a common argument. The problem, however, does not begin only when ten or twenty agencies are involved.

Even with two or three agencies working in parallel, the same property may appear on the market in several versions, with different photographs, descriptions, presentation methods and sometimes even different information concerning the price or the scope for negotiation.

Each agent then possesses only a fragment of the information about market interest. One is speaking to one buyer, another to someone else, the owner may be speaking directly to yet another person – and nobody is responsible for the entire process.

In our view, potential buyers interested in the property should compete with one another, not agents trying to sell the same listing faster than each other.

One coherent strategy also gives the owner much better control over their negotiating position.

Exclusivity does not mean limited reach

This distinction is very important.

Entrusting the sale to one agency does not mean that the property can reach only the clients of that one agency.

If we believe it will increase the chances of a successful sale, we may work with other real estate agents who have potential buyers, while still maintaining one price, one strategy, one presentation method and one centre of responsibility for the entire process.

Another agency that genuinely has an interested buyer may still participate in the transaction and settle its work with the client it represents. There is therefore no economic reason to exclude a genuine buyer from the opportunity to purchase the property.

The decision on how to cooperate with other agents remains part of the sales strategy managed by us – it does not mean returning to a model in which the owner independently entrusts the same property to additional agencies.

What if another agency or a buyer contacts the owner directly?

This is one of the biggest practical advantages of a clearly defined model.

The owner does not need to investigate how someone obtained their telephone number, answer repeated approaches from agents or conduct parallel negotiations.

If the owner has entrusted us with managing the sale, the answer can simply be:

“ILS POLAND GROUP is handling the sale of my property. Please contact my real estate agent directly.”

This also applies where another agency independently identifies the owner, obtains the contact details through a manager, complex staff member or another third party, or reaches the developer directly.

The owner does not entrust us with the sale in order to continue handling calls, agents and interested parties personally. Our role is precisely to take over that work and responsibility.

What if the buyer is found by a neighbour, friend or family member?

Interest in a property may arise from many different sources. A potential buyer may hear about the sale from a neighbour, friend, family member or simply by chance.

Under an exclusive model, however, we do not create a separate sales process every time this happens. If the property has been entrusted to ILS POLAND GROUP, the interested person is directed to us and we continue managing the process on behalf of the seller.

This does not mean that the buyer must appoint us to represent their interests. If the buyer does not wish to use our services on their side, they may act independently or use their own adviser. We may represent only the seller`s interests and conduct the process in accordance with the agreement concluded with the seller.

“Others are cheaper” – compare not only the commission, but also the scope of service

The market offers both higher and lower levels of remuneration. The commission rate alone, however, says very little about what the owner actually receives.

Comparing only commission percentages without comparing the scope of service is like comparing the prices of two cars without checking their equipment.

It is therefore worth asking not only “how much does the agent charge?”, but also:

• what exactly will the agent do before a buyer is found,
• how will the property be prepared and presented,
• will the agency invest its own funds in promotion,
• through which channels will buyers be reached,
• who will handle enquiries, viewings and negotiations,
• who will coordinate documentation and completion of the transaction,
• and who will actually take responsibility for the entire process.

The remuneration terms and the moment at which entitlement to remuneration arises are clearly defined in the agreement before cooperation begins. The owner therefore knows in advance how we work and what obligations both parties undertake.

We are not interested in accepting the largest possible number of listings

A model based on genuine commitment also requires selection.

We do not accept properties merely to increase the number of listings on our website. If we are to invest time, expertise, marketing activity and financial resources, we must see real grounds for carrying out the sale.

This includes, among other things, the cooperation terms, the possibility of properly preparing the listing and a price that should have a genuine market basis.

We do not believe that the role of a professional real estate agent is to promise the owner any price simply to obtain the listing. Our role is to bring about an actual transaction.

Exclusivity also creates obligations for ILS POLAND GROUP

Exclusivity does not mean that we sign an agreement, publish an advertisement and simply wait.

It means a commitment to perform the agreed activities, handle market interest, manage the sales process and represent the owner`s interests within the scope defined in the agreement.

Why may protection of our work continue after the agreement ends?

Imagine that, during the term of the agreement, we prepare the listing, finance its promotion, attract an interested buyer, organise a viewing and begin negotiations.

The mere arrival of the final day of the agreement cannot make the work already performed cease to exist.

For this reason, appropriate contractual provisions may continue to protect the results of an agent`s work in relation to persons acquired during the term of the agreement if a later transaction remains the result of that earlier work.

The detailed scope and duration of such protection always result from the specific agreement.

We also apply this model when working with developers

The same basic principles may also apply when cooperating with developers and professional owners of larger property portfolios.

Naturally, the scope of cooperation may differ between a single property and an entire development. The terms depend on the number of units, the market, the scope of entrusted activities and the adopted sales strategy.

The fundamental principle nevertheless remains unchanged: clearly defined responsibility, a coherent sales strategy and protection of the work and resources invested in bringing the transaction to completion.

Our experience in Bulgaria demonstrates this model particularly well

Bulgaria is one of the markets where we can demonstrate this model on the basis of many years of practical experience. We have been active in this market since 2008 and over the years we have developed both our method of presenting properties and our approach to serving buyers interested in purchasing them.

We do not leave potential buyers with only a property advertisement. We also prepare materials that help them understand the market, the procedures and the purchasing process itself. We explain in detail, among other things, the procedures and costs of buying property in Bulgaria, allowing a person interested in a specific listing to understand the successive stages of the transaction and the associated expenses before making a decision.

We also explain why it is worth investing in property in Bulgaria and how the local market is changing. We discuss the current context in more detail in our article “Bulgaria after the euro in 2026 – low property prices by the sea”.

For people who cannot or do not wish to travel to Bulgaria for every stage of the transaction, we also present the possibilities described in our article “How to buy property without leaving home”.

For the owner entrusting us with the sale, this is also important information: we do not merely present the property – at the same time, we build knowledge and interest among potential buyers.

Is this cooperation model right for everyone?

No – and we make no attempt to hide that.

If an owner wants to sell independently, entrust the property simultaneously to several selected agencies, retain the option of concluding the transaction outside the process managed by us or treat agents primarily as additional places to publish an advertisement, our cooperation model will probably not be suitable for that owner.

We respect such a choice.

If, however, the owner expects full commitment from us, investment in preparing and promoting the property, conducting negotiations, cooperation with other market participants where this increases the likelihood of a sale, and assuming responsibility for the entire process, then we also expect the results of our work to be protected.

For us, exclusivity does not mean restricting the sale. It means clear responsibility for managing it and, at the same time, fair protection of our right to remuneration for the time, expertise, multi-level activities and financial resources invested in preparing, promoting and bringing the property to sale.

We operate a commercial business, so all these activities have a clearly defined business objective: to successfully sell the property entrusted to us and receive the remuneration agreed in advance with the seller for the work performed.

The full commitment of ILS POLAND GROUP and the protection of our remuneration are therefore two sides of the same principle: if we are expected to make a genuine investment in the sale, we must also have confidence that the success of our own work will not lead to us being bypassed.

If this way of working matches your expectations, we invite you to contact ILS POLAND GROUP. We will analyse the property or development project and present a possible scope of cooperation.

Frequently asked questions about exclusive property sales

Can I list my property simultaneously with two or three other agencies?
Not under a model in which we have been entrusted with exclusive responsibility for managing the sale. This does not mean, however, that other agents are excluded from the transaction. If another agency genuinely has an interested buyer, we may cooperate with that agency within the process managed by us.

Does exclusivity mean that ILS POLAND GROUP will be the only agency able to reach buyers?
No. Exclusivity means one centre of responsibility for the sale, not one channel for acquiring buyers. If we consider it beneficial to the process, we may cooperate with other real estate agents.

What if I find a buyer myself?
If you have entrusted us with managing the sale, you direct the interested person to ILS POLAND GROUP and we take over further organisation of the process in accordance with the agreement. This prevents parallel negotiation paths and duplicate handling of the same property.

Does the buyer have to be a client of ILS POLAND GROUP?
No. We may represent only the seller. The buyer may act independently or use their own adviser or real estate agent. From the owner`s perspective, the key point is that the sale continues within one structured process.

Does every exclusive agreement look exactly the same?
No. The detailed scope of the agreement may depend on the market, type of property, nature of the transaction and the scope of activities entrusted to us. The fundamental principles of our model remain unchanged: responsibility for managing the sale, consistency of strategy and protection of work already performed.

Can an exclusive agreement be terminated?
The terms, duration and possibility of earlier termination of cooperation are specified in the particular agreement. The owner receives these terms for review before cooperation begins.

Why may protection of a buyer acquired by ILS continue after the agreement ends?
Because the end of the agreement does not erase work that has already been performed. If the buyer`s interest arose as a result of activities carried out during the cooperation, the detailed rules protecting that result are defined in the agreement.

Why should I pay more if another agency offers a lower commission?
We do not recommend comparing commission rates alone. It is worth comparing the entire scope of service, the method of preparing and promoting the property, responsibility for the process, negotiation support and the activities performed before and during the transaction. Only then is it possible to make a meaningful comparison between two brokerage offers.

Would you like to entrust us with the sale of your property?
Submit your property using our short form – we will review it and assess the possibility of working together. If you would prefer to speak with us first or have questions about selling on an exclusive basis, please contact us.

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