Erkki Murto-Koivisto has built a 21-year career in real estate. He spent seven years at Kiinteistömaailma and has been running his family business for the past 14 years. Over the course of his career, one insight has stood out above the rest: cooperation between brokers is not a threat, but a clear competitive advantage.
When did you start actively collaborating with other brokers?
“In 2006. That’s when I made a deliberate decision to start collaborating seriously. I decided to share all of my listings with others, whether they were challenging properties or ones I probably could have sold quickly myself.
I wanted to see what would happen if I worked with complete openness.”
The decision turned out to be the right one.
“That year I closed the highest number of deals in the entire company. After that, I never returned to the old way of working. Once you see in concrete terms that cooperation leads to more transactions, better results, and greater visibility, the choice becomes obvious.”
According to Erkki, cooperation is not primarily about commission — it’s about customer service.
“When I truly understand my client, I know exactly what kind of home they’re looking for and what they’re not willing to compromise on. If a colleague has a property that fits those needs, we can match the buyer with the right home faster than if we were working separately.”
In other words, it’s not about who closes the sale, it’s about connecting the right buyer with the right home.
“The client finds a solution faster, and we complete the transaction more efficiently. It’s simply better service.”
Erkki Murto-Koivisto
Why isn’t the culture of cooperation between brokers as strong in Finland as it is in many other European countries?
“We simply don’t have the same tradition. I don’t believe it’s about unwillingness, but rather a lack of awareness of how much cooperation can actually increase the overall number of transactions.”
According to Erkki, many agents still focus on individual deals rather than the bigger picture.
“If you only think about whether you might lose a single deal, it’s easy to miss how many more deals cooperation can bring.”
Cooperation cannot work without openness.
“I’m absolutely convinced that brokers who are willing to be transparent about their listings and commissions will benefit in the long run both financially and in terms of their reputation.”
Of course, there can be moments that sting.
“Sometimes it’s frustrating if someone else finds a buyer for a property I might have sold myself. But when I look at the results over a full year, cooperation has brought me far more deals than it has taken away.”
Over time, transparency also builds trust between colleagues.
Talking about commissions can often feel uncomfortable. Why is that?
“People are comfortable talking about money, but sharing a commission can feel like giving something away. There can be a sense of ownership — ‘this is my deal.’”
In reality, it rarely matters to the client.
“Deals usually don’t fall apart because of commission. What really matters is whether the right people connect, whether the broker understands the local market, and whether trust is established. When you look at the bigger picture, the overall number of transactions is what counts.”
How do you handle commissions yourself?
“I always discuss them openly. Commissions are motivating — that’s simply the truth. When the rules are clear, cooperation runs smoothly and there’s no room for suspicion.”
After a few years of working collaboratively, Erkki decided to review the results.
“I actively shared my listings so that other brokers could bring their own buyers. For around 15–20 properties, a colleague found the buyer. There were also several homes that had started to look difficult to sell and those ended up selling through cooperation.”
When compared with working alone, the difference was clear.
“The financial results were clearly better. I closed more deals and gained more visibility. And honestly, the seller doesn’t care who sells the property, as long as it’s sold efficiently and with a good outcome.”
When is cooperation most important?
“In a slow market, it’s absolutely vital both for individual brokers and for the entire industry. That’s when every buyer matters.”
In a hot market, however, the importance of cooperation is often forgotten.
“It’s easy to think, ‘I can sell this myself.’ But those are the times when you should be building the network that will support you when the market changes.”
Erkki strongly believes in local expertise.
“Everyone has their own area of strength. If I’m selling in Eira, for example, I’m happy to involve a colleague who truly knows that local market and pay them for that expertise. It’s an investment in a successful transaction, not a cost.”
Ultimately, the focus should not be on brokers, but on clients.
“Buyers should be served so well that they have no reason to work with anyone else. When the network functions and listings are shared openly, we can serve a broader group of buyers much more effectively.”
Cooperation, therefore, is not a compromise.
“It’s a way to close more deals, provide better service, and build stronger businesses. Active brokers win. Buyers win. And in the long run, the entire market functions better.”