Relocation & Corporate Services Orientation
MEET THE RELOCATION TEAM
KATHRYNE PSIHOGIOS,CRP VP, Relocation & Corporate Services kathryne.psihogios@cascadehasson.com 503.906.7115
ALYSSA CHARD Manager, Relocation & Referrals alyssa.chard@cascadehasson.com 503.534.1568
LIZ LESH
Manager, E-Business & Referrals liz.lesh@cascadehasson.com 503.312.7966
AGENDA FOR ORIENTATION Introductions Sources of business Direct Corporate Relocation Management Companies AnywheRE Network Corporate Partner Programs Training costs & background checks required Broker-to-broker Broker-to-broker Incoming: SIR, non-network Outbound Referral Agreement eBroker Business Rocket Homes AmeriSave eLeads - Leads Engine Splits & Fees Chart Name requested "What happens when a client becomes a relocating transferee?" Read more here. Relocation agent qualities Why do agents like relocation business? How to qualify? Training Resources for your area
RELOCATION & CORPORATE SERVICES WHO WE ARE?
Cascade Hasson Relocation is a nationally recognized relocation team. We are passionate about serving the individual needs and lifestyles of every client and their family and supporting the needs of companies and corporations as well as manage and support all relocation activity of Cascade Hasson brokers.
WHAT WE DO? Cascade Hasson Relocation is a business development tool of the company. We strive to develop real estate leads within the corporate mobility and business communities, both domestically and internationally. We also work to build relationships with other brokers around the U.S. through several networks which include: Sotheby’s International Realty, Anywhere Network, Worldwide Employee Relocation Council, Relocation Directors Council & Portland Relocation Council.
LET US BE YOUR
HOW TO BECOME PART OF THE TEAM? In order to qualify for relocation business, as an agent, you must have completed 12 transactions in your career. In addition, there are training classes that must be completed. CE credit is available (Oregon only). Contact Relocation for more information. We would be happy to start the conversation.
HOW DO SPLITS AND FEES WORK WITH MY COMPANY FEES? The split with relocation will be taken from your gross commission. Relocation does not participate in company fees. Relocation business does count towards your FairShare. For Example: Total Commission: $20,000 50% to Relocation: SIRVA Referral: $8,000 CHSIR Relo Dept: $2,000 50% to Agent: Base Comm. to Agent: $10,000 -6% SIR: -$600.00 -20% FairShare Split: -$1,880.00 Admin/Resource: Waived Net to Agent: $7,520.00 In the above, the italicized FairShare split does count toward the agent's annual fee.
Splits & Fees AGENT SPLIT
DESCRIPTION
50/50
Any lead where a referral fee is being paid to the source of the business by CHSIR Relocation. Please note: CHSIR Relocation pays the referral fee from 50% received (typically 35% - 42% depending on the RMC).
Referral Fee + 10% (Cap at 50%)
RMC’s require CHSIR Relocation Department manage their business. Should you have prior contact with a transferee, Relocation will require 10% above the agreed referral fee being paid to the RMC. This policy also applies when the source of the business requests a certain agent.
ANWHERE NETWORK: CORPORATE & PARTNER PROGRAM
50/50 + $100
Leads from AnywheRE require a referral fee paid on the referred side of the transaction. Please note: CHSIR Relocation pays the referral fee from 50% received. The $100 transaction fee is paid by the broker in addition to the 50%.
DIRECT CORPORATE
50/50
Business that does not require a referral fees back to the source. Typically generated direct from a corporation by the Relocation Department.
50/50
Any lead where a referral fee is being paid to the source of the business by CHSIR Relocation. Please note: CHSIR Relocation pays the referral fee from 50% received (typically 25% - 42% depending on the source.) If name requested, no additional fee.
25%
25% referral fee on the referred side of the commission will be paid to the referring agent when outbound referrals managed by CHSIR Relocation. 25% is paid to agent according to your company splits and fees agreements. If there is a need to negotiate less than 25%, CHSIR Relocation will do so with the consent of the agent.
COMPANY GENERATED
60/40
Leads generated internally, such as employees seeking real estate assistance, or leads personally generated by management, are processed through Relocation. The Referring Broker earns 25%, and Relocation receives 15%, totaling 40%. The Broker retains 60%. CHSIR to CHSIR referrals that are managed by Relocation.
INTERNET LEADS
70/30
All leads from online sources managed by Relocation.
WALK-IN/CALL-IN
70/30
Offices with admins at front desk (excludes offices with floor time).
50/50
All Inventory Properties (corporate owned) will go out on 50/50 split, even if an agent is requested or has had the listing prior to Inventory. This is due to the additional management and vendor pay responsibilities of Relocation.
TYPE OF REFERRAL RELOCATION MANAGEMENT COMPANY
RMC: NAME REQUESTED FOR LISTING & BUYERS
INCOMING
SIR Network Broker to Broker AnywheRE
OUTGOING REFERRALS
25%
INVENTORY PROPERTIES
Last updated 11.16.23 | Splits and Fees subject to change based on special circumstances or changes to company policy | Relocation transactions not subject to $495 Admin Fee
Referral Fees In the mobility industry, corporations frequently establish contractual arrangements with Relocation Management Companies (RMCs) to help administer their mobility program. In today's landscape, many RMCs maintain a preferred real estate partners list for their operational needs. To maximize our real estate referral opportunities, Cascade Hasson Sotheby's International Realty (CHSIR) is a preferred real estate partner for prominent companies and RMC’s that work in the Portland market. One way RMC’s generate revenue is through referral fees paid by the real estate brokerage when they work on behalf of the corporation. Given the potential for referral fees in this line of business, agents should initiate discussions with clients when they are initially contacted for assistance with a relocation or when a client is listing their property due to a corporate relocation. This discussion should explore the potential involvement of a Relocation Management Company and/or a managed program sponsored by the employer. Key questions to ask: Is your company sponsoring your relocation? Does your company offer any relocation benefits? Are you currently working with an RMC? If so, do you know who your consultant is?
By understanding the scope of the situation up front, an agent will be able to determine if an RMC will be involved, if Cascade Hasson Relocation will be involved and ultimately if referral fees will be due. You can always ask Cascade Hasson Relocation for advice. We will not engage in a referral fee discussion with an RMC if it’s not warranted. It's important to note that CHSIR's current service agreements stipulate referral fee payments for all relocation transactions originating from specified corporate accounts. Fees do not apply to employees of these corporations who are moving within the Portland Metro area, ie a local move by an employee within the corporation. Additionally, we also maintain other formal relationships, although they may not be contractual in nature. Please pay special attention to referrals involving Cartus & the Anywhere network. The network agreement signed by your company has a First Contact Rule, which supersedes the guidelines set by Worldwide Employee Relocation Council regarding after-the-fact referrals. A referral is due even though the property was already listed because it is an existing Cartus corporate client. If you have a client who is relocating with Cartus, please contact Relocation.
Kathryne Psiihogios Kathryne Psihogios VP, Relocation & Corporate Services relo@cascadehasson.com
Use Relocation for Your Outbound Referrals Cascade Hasson Relocation offers the best opportunity for a successful close for your out of town client needs. We make placing referrals easy for you! We conduct a needs assessment with your client, place the referral, track the referral, keep you updated, ensure proper fees are paid and pay a 25% referral fee to YOU when it closes.
Meet & Gather Information Contact Relocation to place your referral and get started. We’ll follow up with you and your outbound client to outline their needs and preferences at their destination including price range, schools, job proximity, desired areas, and other related criteria.
Destination Agent Selection We’ll contact a SIR brokerage at your client’s destination who will pair them with a qualified agent. We’ll can interview and vet the agent or you are welcome to interview them as well.
Introductions & Check-Ins With an agent vetted and qualified, we’ll introduce your client to their new agent and keep in touch with them throughout the home buying process to ensure a smooth, problem-free experience. We’ll also keep you in the loop every step of the way so you can rest easy knowing your client is in good hands.
Leads Engine Leads Engine is the software platform that all cascadehasson.com and sothebysrealty.com leads are routed through. Here are the business rules:
Leads generated from your personal website and listings are directly routed to you, the broker. No fee due to the company. Leads generated by www.sothebys.com & www.cascadehassonsir.com are managed by the Relocation Team. This source carries a 30% referral fee. You may choose to opt out of company generated leads. Please verify we have your correct contact information and correct service areas by: Log into RELI Leads Engine Onboarding (one of the blue boxes on left hand side of RELI) Fill out form
Next Steps
Sign up Relocation Orientation We host these opportunities every other month. Contact relo@cascadehasson.com to get signed up!
Sign up for our Two Hour Training Course We host these opportunities monthly. Contact relo@cascadehasson.com to get signed up!
One on One Meeting with Relocation Team After your training is complete reach out to relo@cascadehasson.com to set up a one on one meeting so we can get to know you! Zoom or in person options available.