The Bargaining Table Metaphor

I feel that brokers should come to the bargaining table with something to trade.

To begin the bargaining table discussion, someone needs a buyer
A broker should make a declaration, up front
Many brokers come to the bargaining table to deal
And they don't make this very important declaration
If you have a buyer, please state so, early
Brokers who fail to make this declaration look amateurish and foolish
They don't mention whether or not they have done any work
To make sure the buyer qualifies to buy

Buyer's Side
The buyer must be qualified to pay for the product he wants to buy
There is no reason to begin working, if we have no buyer
There is no reason to work for any buyer, if he can't pay
We need money in the deal or there is no reason to seek product
Whoever brings the buyer, needs to prove that he has money, to pay
Then that person who has product can prepare to make a presentation to the representative
If you have a buyer and you have checked his banking information
would you bet your life on his ability to complete a purchase?
If so, then I'd be interested in getting involved, since I have real product and good prices

Seller's Side
Any buyer can go around us and we'd never know it, if the seller is not honest
It's not easy to find sellers with ethics
There is so much money at stake that anyone would push us off a cliff to take our commission
It takes months to find a good seller
Low price and real product are two of the requirements
A supplier also has to be trustworthy
I have such a seller for urea, bitumen and JP54
If I bring my seller to the bargaining table, you have to bring a real buyer
And you have to do the work to prove that he's real
The procedures were designed to give professional services
And protect the broker's commissions.