The nation's two exclusive buyer brokerage franchises indicate they intend to take advantage of the booming market over the past few years by redoubling efforts to sell regional and master franchises - targeting top producing agents at traditional real estate companies nationwide who want to go into business for themselves.

Tom Hathaway, president of the Buyer's Agent based in Memphis, Tenn., said his company plans to ad 20 new regional franchises in the United States and Canada in the next two years.

Robert Harple, president of Fidelis based in Sunrise, Fla., said his company had recently sold master franchises in Eastern Pennsylvania and Southern New Jersey and that additional sales would be added over the next several months.

"We're going after the top producing agent who is ready to go out on his own," said Harple. "Coldwell Banker and Re/Max are sold out of franchises in prime locations. That means that top producers who are ready to make the move are going to start considering (exclusive buyer brokerage) as a viable option.

"A lot of these top producers already are working extensively on the buyer side of the transaction. It's just a matter of proving to them that you can be very successful working just one side. A lot of them are almost there already."

Hathaway said the Buyer's Agent, which he founded in 1988, has offices in 65 cities around the country.

He said his company planned to open its first regional office in North and South Carolina. Currently, the company is offering regional franchise opportunities in Florida, Alabama, Georgia, Ohio, Arizona, Oregon and Washington.

"We've spent the last decade designing the best marketing and management tools and exclusive buyer agency training," said Hathaway. "We wanted to make sure that we were able to offer the highest level of service possible before we aggressively sought new franchises. We now feel we are ready to train others to help promote this business and increase franchise sales."

Harple agreed the time was right to expand exclusive buyer agency. "We grew more than 42 percent last year and now with the development of a network of master franchises, it will further accelerate the rapid growth of the Fidelis system and allow us to gain market share and brad-name recognition with home buyers across the country."

Harple said Fidelis currently had 30 offices in 14 states.

Published: May 24, 2000

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