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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Show All Comments
Rainmaker
1,076,386
Ginny Gorman
Phillips Post Road Realty ~ 401-529-7849~ RI Waterfront Real Estate - North Kingstown, RI
Homes for Sale in North Kingstown RI and beyond

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

Aug 25, 2012 10:06 AM #25
Rainmaker
1,991,080
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

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....

Aug 25, 2012 10:20 AM #26
Ambassador
746,441
Jerry Newman
Green Home Realty, 210-789-4216,www.Selling-SanAntonioHomes.com - San Antonio, TX
Texas REALTOR, San Antonio Military Relocation

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.

Aug 25, 2012 11:27 AM #27
Ambassador
1,011,414
Karen Fiddler, Broker/Realtor
HOM Sotheby's Intl Realty, 949-510-2395 - Laguna Beach, CA
Laguna Beach & Lake Arrowhead, CA (949)510-2395

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

Aug 25, 2012 11:28 AM #28
Rainmaker
1,991,080
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

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.

Aug 25, 2012 11:40 AM #29
Rainmaker
206,251
Dana Hollish Hill
Buyer's Edge Company, Inc. - Bethesda, MD
Vice President & Associate Broker
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.
Aug 25, 2012 11:54 AM #30
Rainmaker
1,991,080
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

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!!!

Aug 25, 2012 11:57 AM #31
Rainmaker
172,898
Ken Brandon
Coldwell Banker Sea Coast Advantage (Jacksonville, NC) - Jacksonville, NC
Camp Lejeune, 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.)

Aug 25, 2012 12:03 PM #32
Rainmaker
1,991,080
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

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....

Aug 25, 2012 12:12 PM #33
Rainmaker
564,520
Corinne Guest
Barrington Realty Company - Barrington, IL
Barrington's Country Suburban Home Matchmaker

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.

Aug 25, 2012 01:23 PM #34
Rainmaker
1,991,080
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

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

Aug 25, 2012 01:33 PM #35
Rainmaker
1,037,818
Conrad Allen
Re/Max Professional Associates - Webster, MA
Webster, Ma, Realtor

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

Aug 25, 2012 02:28 PM #36
Rainmaker
1,991,080
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

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.

Aug 25, 2012 02:40 PM #37
Rainmaker
385,505
Laura Filip
RE/MAX UTOPIA WHITESBORO,SHERMAN,DENISON TX,TEXOMA - Whitesboro, TX
THE SIGN OF SOLD STARTS HERE. CALL US TODAY

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.

Aug 25, 2012 06:02 PM #38
Rainmaker
1,360,865
Charles Stallions
Charles Stallions Real Estate Services - Pensacola, FL
800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl.

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

Aug 25, 2012 07:58 PM #39
Rainmaker
1,991,080
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

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....

Aug 26, 2012 02:26 AM #40
Rainmaker
340,056
Laura S. Baker
First Weber Group - Lake Mills, WI
Realtor, (920) 728-4118, 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?). 

Aug 26, 2012 04:58 AM #41
Rainmaker
1,991,080
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

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....

Aug 26, 2012 05:00 AM #42
Rainer
88,927
Walter Sadowski NYS Licensed Associate Real Estate Broker
Cafe Realty - Somers, NY
The Real Estate Resource

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

Aug 26, 2012 11:13 AM #43
Rainmaker
1,991,080
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

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

Aug 26, 2012 11:26 AM #44
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