Most Ukrainian developers prefer their own sales departments, believing their specialists are more deeply immersed in the nuances of projects. Currently, brokers and realtors account for only 5–10% of transactions in Kyiv’s primary market, although their role is growing in the premium segment, completed properties, and regional markets.
According to the Interfax-Ukraine article, developers cite additional lead generation and access to audiences that are difficult to reach through in-house channels as the main advantages of partnering with intermediaries. However, risks remain, such as uncontrolled communication quality and the potential for misrepresentation of project information.
The developer Perfect Group also favors a business model based on internal sales departments, but acknowledges that brokerage agencies can serve as an effective additional channel in regions where their role is historically stronger.
“We are open to cooperation with brokers as an additional channel, especially in regions where their role is historically stronger. The share of transactions concluded with the participation of brokers depends significantly on the region. In Kyiv, it is usually up to 5%, while in western Ukraine or Odesa, this figure can reach 30-40%. This reflects the different market structures and the role of intermediaries in different cities,” Oleksiy Koval, CEO of Perfect Group, told the agency.
He also emphasized the risks of working with brokers, specifically mentioning the lack of control over the quality of communication with clients, the possibility of distorting information about the property, reputational risks, and the overall lack of regulation in Ukraine’s brokerage market.
