Mar 31 2010
Effective Management of Average Broker Commission Rate (ABCR)

Effective Management of Average Broker Commission Rate (ABCR)

Relatively small changes to ABCR can result in significant changes to GCI and profit.  In the example below, please note that the increase to ABCR is only .2%, yet the impact upon profit is an increase of $80,000. All other drivers (sides, Average Sales Price [ASP], % Retained etc.) have remained Continue Reading

Mar 26 2010
Week in Review: Things We Liked from the Week That Was

Week in Review: Things We Liked from the Week That Was

What a busy week! Health care reform, believe it or not, was not the only thing happening (although the flurry of articles surrounding it may have fooled you). The Obama administration announced broad new initiatives to help troubled homeowners, potentially refinancing millions of them into fresh Continue Reading

Mar 22 2010
Three Success Factors

Three Success Factors

Whether you are a brokerage owner or an agent, there are three factors that can ultimately be used to measure your success. A lot of variables go into these outcomes but at the end of the day it is the outcome in these three areas that will shape your tomorrows in this industry. 1) Talent Continue Reading

Mar 19 2010
Week in Review: Things We Liked from the Week That Was

Week in Review: Things We Liked from the Week That Was

At last, spring has arrived! During the harsh winter months, you might have thought animals were the only creatures hibernating, but apparently home buyers and builders go into a similar deep sleep as well. Due to blizzards in the northeast and south, housing construction fell 5.9 percent in Continue Reading

Mar 16 2010
Develop a Compelling Value Proposition

Develop a Compelling Value Proposition

Does your company have a developed Value Proposition that provides a strong platform for talent attraction, retention and lead-generation, and fosters a positive company culture? A Value Proposition is the primary reason why a prospect should “buy” from your company, rather than a competitive firm. Continue Reading

Mar 12 2010
Vegas and RESPRO – What Happened is Definitely Not Staying!

Vegas and RESPRO – What Happened is Definitely Not Staying!

I attended RESPRO’s (Real Estate Services Provider Council, Inc.) 2010 Annual Conference in Las Vegas and found the event time very well spent. This being my first time to RESPRO’s conference, I was a little unsure of what to expect.  I knew there would be presentations and content shared regarding Continue Reading

Mar 12 2010
Week in Review: Things We Liked from the Week That Was

Week in Review: Things We Liked from the Week That Was

Of all the signs that the economy is getting better, the most exciting, in my opinion, is the shrinking number of foreclosures. It tells me that the “worst case scenario” is getting a little better, as the number of homeowners facing foreclosure decreased 2 percent from the previous month. Continue Reading

Mar 10 2010
Plan to Forecast?

Plan to Forecast?

These are the “Dog Days” of March:  we still feel winter’s chill (especially here in the northeastern US,) the next major holiday is Memorial Day, and we’re just getting a feel for the 2010 sales market.  We are also inching closer to our first tweak of the Operating Plan, or even possibly, that Continue Reading

Mar 05 2010
Week in Review: Things We Liked from the Week That Was

Week in Review: Things We Liked from the Week That Was

Known for his ability to predict the market, Warren Buffet this week said the housing market will recover by 2011. Although this is fantastic news, we need to keep in mind that repercussions of the recession will be evident for years to come. Foreclosures and bankruptcies have marred many Americans’ Continue Reading

Mar 04 2010
Two Things: Agents and Listings

Two Things: Agents and Listings

I believe there is great power in simplicity. I think we generally over complicate business. Heck, I think we generally over complicate life. But that’s a completely different blog post. Let's get back to keeping it simple in the real estate business. I have several people in my life who remind me Continue Reading

Mar 01 2010
“Can you rephrase that, please?”

“Can you rephrase that, please?”

How many ways can you express your thoughts? Dan Roam gets us thinking about expressing our thoughts in pictures in his book Back of the Napkin. It’s a great concept and use this type of simplistic art to demonstrate ideas and concepts often and it works well, especially when I’m communicating with Continue Reading