brokering land development deals

[Rich Hupper]

Looking for help brokering a hypothetical land deal. I am in touch with the decision makers and the developer. Where the value of the land derives from how many homes  will be permitted on the land this is all subject to town approval how would the offer be constructed?

Do developers prefer to partner with land owners or give them a one time payment at closing subject to permitting?

Does a broker usually make money on the purchase of the land or on the sales of the new homes?

Do sellers usually hold the paper on these?

Thanks for your help