When you decide to sell heavy equipment through a broker, choosing the right partner is critical to getting the best return. A reputable broker not only connects you with qualified buyers but also handles marketing, negotiations, and paperwork. Before signing a listing agreement, ask these questions to ensure you are working with someone you can trust.

What is your experience and track record?

Ask about the broker’s credentials and history. How long have they been in business, and what types of equipment do they specialise in? An experienced broker with a solid track record can better anticipate market trends, price equipment accurately and attract serious buyers.

How large and targeted is your buyer network?

A broker’s value lies in their access to a broad network of buyers. Ask how they will market your asset—what platforms they use, whether they have a database of contractors in your niche, and how many potential buyers they reach. The wider and more targeted their audience, the more likely you are to get competitive offers.

Do you have authorization from the equipment owner?

To protect yourself from fraud, ensure the broker has legal authorization to sell the equipment. If you are dealing with a broker representing a seller, request proof that they are authorized to act on the owner’s behalf. This reduces the risk of dealing with equipment that isn’t legitimately available.

How do you structure your fees and commissions?

Understanding how the broker is compensated helps you avoid surprises. Ask about commission rates, listing fees, marketing costs, and when they are due. Make sure there are no hidden charges and that compensation doesn’t incentivize a quick sale at the expense of your bottom line.

What is your process for inspection, representation and negotiation?

A good broker will inspect your equipment, take high-quality photos, verify maintenance records and describe its condition accurately. They should also handle inquiries, qualify buyers, negotiate offers and assist with contracts and transport. Clarify how they will keep you informed throughout the process.

By asking these questions, you can evaluate whether the broker aligns with your goals and has the expertise and resources to deliver a successful sale. The right broker will be transparent about their experience, marketing strategy, authorization, fees and sales process—giving you confidence that your equipment is in capable hands.