If an agent comes to you to complain about the fees that you charge to run the office with and hopefully for you to make a profit with, they are trying to take their problem, not enough income, and make it one of yours! Take control of the conversation with the Commission Cutting Report (2.P.5.6).

With this powerful report in your hand, you know what the agent gave away from their commissions by inadequately pricing and selling their services. If an agent sells 10 homes in a year for an average price of $300,000 but charges commissions of 0.5% less than their peers, they have given away $15,000. And they are asking for a $100 reduction in their monthly desk fee…I don’t think so! Seize control of the conversation with this information and take a negative discussion over money, which no one will walk away happy from, and turn it into a positive training exercise. Show them how to put the $15,000 in their pocket!

Be Proactive! Don’t wait for these agents to come to you. Print this report regularly and talk to your agents who are slipping down the commission cutting path. These are the ones who are creating a problem that they will try to make yours in the future. Be proactive and help to get them back on track now.

And for those who really want to think outside of the box, use this report to identify your top agents in the office. Not just who is doing business, but who is doing good business and getting properly compensated for it. Invite these agents to speak at your sales meetings and share their secrets. Their knowledge can benefit your company. Getting your agents better educated in selling their services will lead to higher commissions for the agents and a healthier bottom line for your real estate office.