Exclusive Shipbrokers have a luxury in this respect, as nobody can bypass them theoretically. Shipbroker should never forget to add his or her own commission before submitting any buyers’ or owners’ offer and likewise deducting own commission when passing back any counter-offer to the buyers or owners. It is most important for a broker to build up a network with other brokers who will give support when dealing with clients. This is very much a ‘people’ business and good contacts (whom you know) are often more important than what you know. Brokers should try not to rely on ‘screen trading’: make those phone calls and, whenever possible, meet your contacts.