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Succession Planning Part 2: Nine Keys Areas of Focus

Succession Planning Part 2: Nine Keys Areas of Focus

Posted on 01. Sep, 2010 by Robert Albanese.

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1. Include it in your strategic plan. How many years prior to retirement should there be a plan? Right now is as good a time as any! There is no reason you can’t start preparation now with a series of plans at any point in the life of the business or even before the business [...]

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Ten Considerations in Creating a Succession Plan

Ten Considerations in Creating a Succession Plan

Posted on 12. Aug, 2010 by Robert Albanese.

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A succession plan is as important as life insurance. Please consider your options as early as possible in your tenure. If Buffet were to retire today, would his company find the talent to lead them? Are you certain that your company would continue on as you had hoped? Thinking ahead is a cardinal rule of [...]

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Operational and Compensational Implications of Reducing Office Size

Operational and Compensational Implications of Reducing Office Size

Posted on 22. Jun, 2010 by Robert Albanese.

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As is true with everything in business, the issue of reducing office size cannot be viewed in a vacuum. If you decide that reducing office size is an important initiative for your company, first consider all operational attributes that are impacted by changes to the physical plant. Keep in mind that both business and culture [...]

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Lease Renewal Analysis

Lease Renewal Analysis

Posted on 19. May, 2010 by Robert Albanese.

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How much square footage do you really need? How many walk-ins do you get anymore?  The old math dictated that we allow 100 square feet per agent, but this has become less and less relevant and less and less practicable.  To the extent that you are running a “traditional office” with desks, your focus needs to [...]

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EOO: Effective Office Occupancy in a Desk-less Environment

EOO: Effective Office Occupancy in a Desk-less Environment

Posted on 06. May, 2010 by Robert Albanese.

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My argument for measuring environmental efficiency in a ‘desk-less’ environment is through determining ‘Dollars Retained per Agent’ (DRA) via ‘Weighted Costs per Agent’ (WCA). By understanding this metric, an EOO Ratio can be calculated. It is important to note that DRA is not calculating ‘average’ dollars retained per agent, but is rather a retention number [...]

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Agent Segmenting as a Coaching Tool

Agent Segmenting as a Coaching Tool

Posted on 19. Apr, 2010 by Robert Albanese.

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Companies that “Segment” agents by production levels, typically group agents in ‘quartiles’ by arranging them in descending order according to some specific unit of measure. For example, Adjusted Gross Commission Income (AGCI) is a commonly used metric in the segmenting of sales agents.   Although beneficial to a degree, I find this traditional concept of ‘quartiling’ to [...]

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Effective Management of Average Broker Commission Rate (ABCR)

Effective Management of Average Broker Commission Rate (ABCR)

Posted on 31. Mar, 2010 by Robert Albanese.

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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 constant in the model, [...]

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Develop a Compelling Value Proposition

Develop a Compelling Value Proposition

Posted on 16. Mar, 2010 by Robert Albanese.

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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. For a real estate organization, the Value Proposition should include, [...]

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7 Steps to Reinventing Your Leadership Style

7 Steps to Reinventing Your Leadership Style

Posted on 16. Feb, 2010 by Robert Albanese.

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How often have you heard people say “if I could just start over again, I would…” and statements of that type? Please read the following statement and then stop for a few moments and just think about it. “If you want to completely reinvent your leadership style, you can. But you must plan well and then [...]

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Protecting Consumer Data in the Real Estate Industry

Protecting Consumer Data in the Real Estate Industry

Posted on 27. Jan, 2010 by Robert Albanese.

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As we begin the new year, I thought that it would be a good idea to write a brief reminder about the importance of protecting Personally Identifiable Information (PII) in our business practices.  It is important to keep in mind that PII is captured in many ways, some that immediately jump out at us, and [...]

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The “Rent to Own” and “Lease Option” Alternatives for Homebuyers

The “Rent to Own” and “Lease Option” Alternatives for Homebuyers

Posted on 06. Jan, 2010 by Robert Albanese.

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If you desire to own your own home, but are unable to secure conventional financing today, you may want to consider houses for rent with an option to buy, using a lease option contract. It can make your rent money work for you. Typically, many rent-to-own homes offer generous monthly rent credits that reduce the [...]

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