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

By Barbara Todaro

Services for Real Estate Pros with RE/MAX Executive Realty - Happily Retired 104763

August 25, 2012 12:55 AM

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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Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

Jeffrey... agents who are consistent with production are the best to keep on board in my opinion ..... and they should be assisted with some of their expenses.....

Aug 25, 2012 02:47 AM

Ginny Gorman

RI Real Estate Services ~ 401-529-7849~ RI Waterfront Real Estate - North Kingstown, RI

Homes for Sale in Southern 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 03:06 AM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

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 03:20 AM

Jerry Newman

Brown Realty, 210-789-4216, - 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 04:27 AM

Karen Fiddler, Broker/Owner

Karen Parsons-Fiddler, Broker 949-510-2395 - Mission Viejo, CA

Orange County & 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 04:28 AM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

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 04:40 AM

Dana Hollish Hill

Hollish Hill Group, JPAR Stellar Living - Bethesda, MD

REALTOR * Broker * Coach

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 04:54 AM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

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 04:57 AM

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 05:03 AM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

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 05:12 AM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

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

Aug 25, 2012 06:33 AM

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 07:28 AM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

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 07:40 AM

Laura Filip

Laura Filip Broker , Opening doors for All Seasons of Life - Whitesboro, TX

What can we do for you 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 11:02 AM

Charles Stallions

Charles Stallions Real Estate Services - Pensacola, FL

850-476-4494 - 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 12:58 PM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

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 25, 2012 07:26 PM

Laura S. Baker

First Weber Inc - Lake Mills, WI

Realtor (920) 728-4118, First Weber Inc

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

Aug 25, 2012 09:58 PM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

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 25, 2012 10:00 PM

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 04:13 AM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

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 04:26 AM