All Agents Are Not Created Equally....And Should Not Be Paid The Same

By
Managing Real Estate Broker with RE/MAX Executive Realty
http://actvra.in/GPF

Do you settle for what’s offered to you or do you negotiate a deal with your broker/owner that will help you to achieve your goals?  Each office has its own programs and commission split schedules, along with incentives for reaching various levels of production. 

If you’re a consistently productive agent, do you negotiate a package that will assist you in reaching your goals?  Do you settle for what’s offered or do you feel confident with your business to confront the broker/owner with “allowing him/her” the opportunity to participate in your business?

Do you really think every agent is on the same program?  Do you think top producers are limited to what others are receiving?  One doesn’t need to be a “top producer” to negotiate a deal.  One needs to be a stable, consistently productive real estate agent to justifiably address this topic with a broker/owner. 

Most do not, but they should.  Broker/owners should fall into place with an individual, uniquely created program for an agent who has potential to become a top producer.  Consistent production is the precursor to “top production” and the broker/owner has an interest in making that happen. 

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Topic:
Real Estate Sales and Marketing
Location:
Massachusetts Norfolk County Franklin Top Listing Real Estate Office Re/max Executive Realty
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Show All Comments
Rainmaker
1,051,762
Ginny Gorman
Homes for Sale in North Kingstown RI and beyond
Phillips Post Road Realty ~ 401-529-7849~ RI Waterfront Real Estate

Barbara, i love the train of thought on this post...you got me going to renegotiate my commission last year...l

August 25, 2012 10:06 AM
Rainmaker
1,930,695
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Ginny..... you should insist upon a review and if you feel strong, keep negotiating.... you know what others are doing and your broker/owner is not going to run an office with only the "others" at his side.... take full advantage of that and get what is rightfully yours....

August 25, 2012 10:20 AM
Ambassador
736,196
Jerry Newman
Texas REALTOR, San Antonio Military Relocation
Green Home Realty, 210-789-4216,www.Selling-SanAntonioHomes.com

Hi Barbara. Excellent comments here, especially with you and Tammie. Producing agents should always negotiate their splits, and keep it professional to themselves. I have known brokers to ask some Non-Producing agents to find another place to hang their hat.

August 25, 2012 11:27 AM
Rainmaker
997,406
Karen Fiddler, Broker/Realtor
Laguna Beach & Lake Arrowhead, CA (949)510-2395
HOM Sotheby's Intl Realty, 949-510-2395

Oh yes, you are so right. I am the prize for my broker, not the other way around.

August 25, 2012 11:28 AM
Rainmaker
1,930,695
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Jerry......every agent should be reviewed by the broker/owner....and some need to get their pink slips....

Karen.... and I'm sure you get your fair share....  you're a good businesswoman....that's the Armenian in you.

August 25, 2012 11:40 AM
Rainmaker
202,254
Dana Hollish Hill
Vice President & Associate Broker
Buyer's Edge Company, Inc.
So true. I was fortunate to have some great instructors who talked about in prelicensing classes, but I think very few people were ready to hear it at that stage.
August 25, 2012 11:54 AM
Rainmaker
1,930,695
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Hi Dana..... pre licensing class is not the time to have this discussion..... but if an agent has one year of experience and did well the first year, that would be an ideal time for a review and a bone being thrown their way by the broker/owner.... it would be a smart move for both.... even a small token added to the agent's program would be a taste of better things to come!!!

August 25, 2012 11:57 AM
Rainmaker
172,898
Ken Brandon
Camp Lejeune, Jacksonville, NC
Coldwell Banker Sea Coast Advantage (Jacksonville, NC)

I agree with you. I would say that if joining the real estate firm is ONLY about the money...then the very next firm that offers "more" would seem to be best. Everyone needs to negotiate...absolutely true...but money is just one piece (albeit an important one!) of where a professional should choose to conduct their business. (of course...I was earning 100% when I was selling so "more" had a different meaning to me.)

August 25, 2012 12:03 PM
Rainmaker
1,930,695
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Ken..... there are other benefits that can be negotiated..... split is important, but marketing credits or purchasing of signs or assistance with mailings..... the list goes on.... it all adds to the agent's success....

August 25, 2012 12:12 PM
Rainmaker
559,977
Corinne Guest
Barrington's Country Suburban Home Matchmaker
Barrington Realty Company

The problem is agents blab and this can cause ill feeling. We offer everyone the same, its more than they can get at any other full service brokerage a win win for all and no arguements.

August 25, 2012 01:23 PM
Rainmaker
1,930,695
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Hi Corinne....Tammie mentioned that also.... agents should be more professional..... what they make for a dollar amount should be confidential....

August 25, 2012 01:33 PM
Rainmaker
1,000,195
Conrad Allen
Webster, Ma, Realtor
Re/Max Professional Associates

Hi Barbara.  Not to be a Re/Max commercial but Re/Max is the place to be for successful Realtors.

August 25, 2012 02:28 PM
Rainmaker
1,930,695
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Conrad.... I love working at RE/MAX but I also did well at Century 21(managed the medway and wrentham offices) and at a local mom and pop(Costello Real Estate) that I managed for 10 years..... a deal can be negotiated anywhere.... it's as good as the agent.

August 25, 2012 02:40 PM
Rainmaker
366,117
Laura Filip
THE SIGN OF SOLD STARTS HERE. CALL US TODAY
RE/MAX UTOPIA WHITESBORO,SHERMAN,DENISON TX,TEXOMA

As a Broker I do understand your thoughts setting up standards that each agent must meet and helping them achieve those goals is what is needed in most cases. Each agent needs something different in order to reach a goal that gets them where they wish to be.

August 25, 2012 06:02 PM
Rainmaker
1,322,572
Charles Stallions
800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl.
Charles Stallions Real Estate Services

As a broker I have to make a profit so I set a minium that all agents have to meet before expenses. I have let a lot of top producers go because I couldn't keep the doors open with them. They either come back after their next broker gets discourage from lack of profit or open their own office.

It is just be but I have a strict policy once you leave you don't get to come back, NO EXCEPTIONS

August 25, 2012 07:58 PM
Rainmaker
1,930,695
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Laura....if they're not producing consistently, don't waste your money....they need to show you that they can produce consistently....not sporadically

 

Charles.... I have the same policy with my team....once you go, it's for good....if an agent's not producing, they need to go.... that's baggage that costs the broker/owner money....

August 26, 2012 02:26 AM
Rainer
334,986
Laura S. Baker
Realtor, (920) 728-4118, First Weber Group
First Weber Group

Barbara, you are a wealth of knowledge!  Thank you.  The end of my first year is coming up quickly (can you believe it?). 

August 26, 2012 04:58 AM
Rainmaker
1,930,695
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Laura..... and this is a great time to have your annual review with your broker/owner.... if he/she is adverse to that, start interviewing..... you hit your first roadblock....

August 26, 2012 05:00 AM
Rainer
85,227
Walter Sadowski NYS Licensed Associate Real Estate Broker
The Real Estate Resource
Cafe Realty

Barbara, excellent post. There is responsibility on ownership here as well. Running a successful organization, especially a real estate office takes leadership (not title) at the highest level and that involves communication. Ownership should consult and understand their sales team, and make them aware of their individual and collective talent/strength/skills, then compensate/situate them accordingly. Educating the sales team on the business itself and where and how it’s income is generated would probably go a long way here as well. The agent’s responsibility is to find a place that appreciates and understands them. Phil Faranda posted a great complementary read  http://actvra.in/GRN

August 26, 2012 11:13 AM
Rainmaker
1,930,695
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Hi Walter....I read and commented on Phil's post.... "the agent's responsibility is to find a place that appreciates and understands them".... and if they do, they'll make money

August 26, 2012 11:26 AM
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Rainmaker
1,930,695

Barbara Todaro

"New Franklin MA Homes"
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