Much ado is usually made of the split a broker pays her agents. In actuality, it is the agent paying a split to his broker. It's my contention that the agent should get something for that money he's paying the broker besides the privilege of hanging his license in the office. Below are five questions I believe an agent needs to ask.
The Questions:
1) Does your broker provide one on one prospecting and time management training for you free of charge on a regular basis? Brokers that make agents pay for some Brian Buffini or Mike Ferry style course are shirking their responsibility.
2) Does your broker compete with you for business? A broker should be available for one on one coaching daily and office leads should be distributed to the agents.
3) What is the Per Agent Productivity of the office? A low per agent productivity is an indication of poor training and lack of support.
4) What type of local web presence does the broker have? It does the agent in Corn Field, Iowa no good to know the Company website does well. The agent needs to know what kind of web presence that broker has in Corn Field, Iowa.
5) What percentage of the office marketing is reliant upon agents? Brokers should advertise the office and their agents prominently. Many Brokers rely solely on the agents to advertise the office.
The Bottom line:
The bottom line is that brokers should earn their split. I know that many are not. If your broker provides nothing by way of support, training, advertisement, lead generation, and she competes with you by taking the office leads, then it's time for a change.
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