Real Estate Magazine - Highlands Sotheby's International Realty - July 2021

Page 32

COACHING Ad Hoc Fees: These are items that real estate professionals may regularly be charged as part of their business, but on an as-needed basis. Examples include admin support, lead generation, office/copy expenses, signs, etc.

In our ever-changing industry, how do you communicate your company’s value to attract new agents and retain the ones you have?

How to Monetize Your Real Estate Brokerage’s Value Proposition

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By Sherri Johnson

hat is it about a real estate company that makes an agent want to join or stay with a company? There are as many answers to that question as there are real estate agents. Every office or company has its own pay structure, support systems, culture and other attributes that make it unique in its market. But in our ever-changing industry—with options ranging from fullservice brokerages to 100% commission companies—how do you communicate your company’s value to attract new agents and retain the ones you have? Whatever your model, you need to be able to monetarily compare and contrast it to those of your competitors in order to show agents why affiliating with you is in their best financial interest. Some of the numbers (e.g., agent commissions on “x” amount of GCI or units) will be relatively easy to calculate, while others will require some estimating. Consider including the following in any comparison of your model to other companies’ models: Total and Net Commissions: GCI can be based either on past perfor30 July 2021 RISMedia’s REAL ESTATE

mance or anticipated future production. Net commissions to the agent or broker would be the amount they receive after franchise fees, company split or other adjustments to the topline number. Transaction Fees: Include flat-fee charges that occur on a per-deal basis in this number. Recurring Fees: These will include a wide variety of items that will happen monthly or on some other regular basis. They may include desk fees, technology fees, E&O insurance or other charges.

Non-Monetary Items: What is your brokerage firm worth to the agent’s business? How do they earn money? What is their likelihood of generating more transactions with you versus another company? Use this to quantify the value of their affiliation with you and make it part of your discussion. Any holistic analysis of you versus anyone else would be incomplete without monetizing your value proposition. After reviewing this with a potential or current agent, be sure to discuss the unquantifiable advantages of your company like your culture, your brand in the market, etc. While the comparison above is used to make the monetary case for your mutual affiliation, these “soft” advantages must still appeal to the agent and should be highlighted. Use this method to show how being a part of your company is in an agent’s best financial interest, and you will attract and retain more agents as a result. RE Sherri Johnson is CEO and founder of Sherri Johnson Coaching & Consulting. Johnson offers individual and group real estate coaching, and is a preferred coach for multiple national brokerages. She consults and speaks regularly for many leading industry organizations, including RISMedia, NAR, McKissock Learning and Homes.com.


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Articles inside

RE: Real Estate—The REACH

3min
pages 106-108

Service Profiles

43min
pages 94-105

Verl Workman – Hey, Alexa

2min
pages 92-93

Power Team Profile – High

4min
pages 90-91

Christian Barnes, Better Homes

11min
pages 86-89

Kurt Schuler, Schuler Bauer Real Estate ERA Powered

2min
page 85

Verl Workman – Empower

2min
page 82

Matt Farrell, Corcoran Urban Real Estate

2min
page 83

Cameron Keegan, RE/MAX

2min
page 84

Employment Trends Index Increases in May

2min
page 81

Realtor.com®: Listings Down Inventory Up

1min
pages 78-80

Laura Croll – Helping, Having Fun, Growing and Making Money

2min
page 77

Dan Steward – New

2min
page 76

Frank Chimento – Was Real

2min
pages 74-75

Ashley Bowers – Expect More

2min
page 72

Allen Alishahi – Consumers Are

2min
page 73

Michael Minard – Tech

2min
page 71

Olivia Mariani – How to

2min
pages 69-70

Dave Karoly – The Most

2min
page 68

Adam Long – Don’t Skip the Home Inspection!

2min
page 67

Sue Yannaccone – Defining

2min
page 66

Daniel Ramsey – The Current

2min
page 65

Customizing the Client Experience From Beginning to End

4min
pages 62-64

Rebound in Sight for Urban Rental Market, Experts Say

4min
pages 56-57

Powerful Tech Tools That Give REALTORS® a Competitive Edge

3min
pages 54-55

Transcending the Barriers Between Real Estate and Mortgage

4min
pages 52-53

Real Estate Webmasters

3min
pages 44-45

Reshaping Franchising for the Future

13min
pages 46-51

HSASM Home Warranty

3min
pages 41-43

Terri Murphy – Are You

2min
page 34

Verl Workman – Are You

2min
pages 35-36

The Experts at McKissock

2min
pages 37-38

Cinch Home Services: Going

3min
page 39

Homes.com: A Support System for Success

2min
page 40

Sherri Johnson – How to

2min
page 32

Darryl Davis – When the Listing Appointment Doesn’t Go Your Way

2min
page 33

Buffini & Company – Building

2min
page 31

Women in Real Estate: Christy

2min
pages 16-18

Great Spaces

1min
pages 21-22

Policy & Legal Matters

2min
page 23

REBAC Report: Boosting Your Agents’ Success With Buyers

3min
pages 24-27

From the Publisher

4min
pages 9-12

Power Broker Perspectives

3min
pages 28-30

Marketwatch

1min
page 13

NAR Power Broker Roundtable

3min
pages 14-15
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