Question Details

Dan Anderson,  in Minnesota

As the market has slowed in many parts of the country, what do agents want from their broker?

Asked by Dan Anderson, Minnesota Wed Feb 27, 2008

I would appreciate any thoughts on this, both personally and on what you have seen from other agents in your market. It seems, from talking with several agents, that many of them are less interested in paying desk fees and a lot of their own costs. Instead, they would rather accept a little less commission from their broker and have the broker cover more expenses - especially in the technology end of things. As a broker, I am happy to either pay more in commissions or offer more services to the agent....but I obviously can't do both and still be profitable. Just trying to get some opinions.

Thanks.

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3
I think the agents should get to work--work harder, be more direct with Buyers and Sellers, lead generate and convert more. I expect my broker to provide me the training and tools, guidance to work in this market. The "Gift of the Shift" is that we all have LESS competition and the consumers need us desperately. For those in the know this is truly a great time to be in the business. We can increase market share, expect higher fees and come from a position of true contribution.
1 vote Thank Flag Link Fri Feb 29, 2008
I would love it if my broker would just shoot me and get me out of my misery.

Actually our company is great about what they pay for and they are excellent with training/support. We are constantly being given collateral material to take on listings as well as weekly classes on various aspects of selling, getting price reductions, staging, letter writing, you name it. This is great stuff even for people like me who have been doing this for a long, long, long, did I mention, long time.

Besides helping us get better, this shows, at least to me, the company cares about my success and they are doing all they can to make me better. It is a reinforcement the company believes in me. In a down market, this means a lot, plus it gives you other things to think about rather than what the paper has said about real estate that day.

The one thing I do hear people asking about is a web wizard to help them with their web sites. Lots of old guys like me who know where the on/off button is, but that is about it.

Having managed some large and some small sales staffs in my career, the one thing they really want from their sales manager is encouragement. They want someone who will work with them through the tough times as well as celebrate with them in the good times. As a manager, you are not only the lord high sheriff, but the father confessor as well, and your job is to know when to wear which hat.

I would start having meetings asking them how they think the best way to get listings, handle objections, lower prices, do this, do that. Let them brain storm. No subject is taboo. Ask them what about this business frustrates then and then ask others how they deal with it. Let them vent, laugh, cuss, yell and open up. Once they are talking, you have taken a major step in helping them. Do this one night and bring in pizza and beer. The more casual the better. You too. Don't come in a sport coat or tie. Jeans, T, and sneakers. Help serve the evenings fare. Eat and have a beer with them. Tell your stories and your frustrations. You don't have tell them about the bank you robbed, but share with them areas of sales where you had problems and ask how they would have handled it. GET THEM TALKING. They need to understand that you understand.

Good luck. You will do great. The fact you took the time to send this question says you care and that is half the battle.

Bill Brannon
0 votes Thank Flag Link Fri Mar 7, 2008
I have spoken to several agents from other companies lately. Most are interested in just trying to lower their own costs to a brokerage company. I ask them want if anything they are doing to increase their contacts with buyers and sellers. Agents do need to always eveluate their marketing methods in any market. Just trying to lower the fees to the Brokerage company is not increasing business.
Web Reference: http://richardecaplan.com
0 votes Thank Flag Link Thu Mar 6, 2008
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