What is the experienced agent looking for when they choose where to work?

Let's start out with the answer I hear the most -- commission split, commission split, commission split, fees, fees, and fees. Did I say commission split and fees?

This may be a real eye opener, but my opinion is that money is the last reason an agent joins a company and further, the last reason an agent eventually leaves. Sure, that's what they tell you in the interview process or when they are leaving, but that's the easy out. Let's get to the truth. It's about value.

Before we get into value I would like to share a belief I have. The only costs, fees, or splits that don't work for agents are the costs, fees, or splits in a company that doesn't give an agent a return on their investment, more sales. Are you tracking with me on that one?

Let's now define the three critical areas of value that will help you in understanding what the experienced agent is looking for. The magic three are the top secret. Revealed right now. You. You. And you. Yep, that's it. It's all about you and your leadership. It's not about the technology, office location, advertising, marketing, or training. That's all just stuff that you have been trained to sell them.

Can you inspire and coach an experienced agent to increase their business and quality of life beyond where it is today? Can you skill-practice with an experienced agent in all areas of their business to keep them crisp and growing in their skills? Can you develop a business plan for your agents and then coach them through the year to achieve their objectives?

This is what an experienced agent looks for. They want a broker who is a leader, who can teach and guide them even past their own experience. This value goes beyond commissions and sales.

Published: June 11, 2007

Use of this article without permission is a violation of federal copyright laws.

Jon Cheplak, ABR,GRI,CRS,CRB,CLHMS is the Founder of The Real Estate Recruiters, The Management and Recruiting Solutions Experts. Jon consults, coaches, and hosts retreats for brokers, owners, and managers internationally, supporting leaders in their growth and profitability strategies and tactics. He can be reached at 775-846-5748 or email him at recruit@therealestaterecruiters.com. Visit his website at www.therealestaterecruiters.com.