Pool­ing com­mis­sion to pro­mote col­lab­o­ra­tion

Harefield Gazette - - UXBRIDGE PROPERTY -

ON THE face of it, all es­tate agents ap­pear the same.You’d be for­given for think­ing that the only dif­fer­ence is the name, brand­ing and faces be­hind the desks. How­ever, in re­al­ity es­tate agents dif­fer sig­nif­i­cantly. So much so that we couldn’t pos­si­bly be­gin to de­tail all the dif­fer­ences here.

With the New Year firmly un­der our belts and many home own­ers now look­ing to choose an es­tate agent to as­sist them with their big move, we thought we’d pick a less ob­vi­ous dif­fer­ence, in this case staff pay, and pro­vide an in­sight.

Es­tate agency is a sales en­vi­ron­ment and as with most sales based roles, the pay re­volves around some form of per­for­mance re­lated com­mis­sion. How­ever there isn’t just one type of com­mis­sion and it can be struc­tured in a num­ber of dif­fer­ent ways.

This in turn has an in­evitable knock-on ef­fect on the be­hav­iour and pri­or­i­ties of the in­di­vid­ual mem­bers of the sales team you are deal­ing with. For ex­am­ple, the most preva­lent ar­range­ment is in­di­vid­ual com­mis­sion, whereby each staff mem­ber is only paid on the sales that they per­son­ally agree and com­plete on.

This has the ben­e­fit of driv­ing all staff to find a buyer as quickly as pos­si­ble. How­ever the con­se­quence is that once a sale is agreed, other ne­go­tia­tors in the of­fice will not be in­ter­ested in your prop­erty sale or in­deed the pro­gres­sion of it. After all, what’s in it for them?

The al­ter­na­tive school of thought, and the way R Whit­ley & Co does things, is pooled com­mis­sion.

Un­der this set-up all mem­bers of staff work to­gether as a team to find the best buyer (not just com­pet­ing against each other to find any buyer in order to se­cure the com­mis­sion for them­selves) and sub­se­quently col­lab­o­rate to progress the sale through to com­ple­tion, pool­ing their knowl­edge and skill to solve any is­sues that arise along the way.

In this sce­nario, the whole sales team will be mo­ti­vated to help you when­ever you make con­tact, rather than sim­ply want­ing to get off the phone as soon as pos­si­ble, as once again, what’s in it for them?!

We are strongly of the be­lief that a team ap­proach re­sults in the best cus­tomer ser­vice and out­come for our clients. As al­ways there is no right t or wrong an­swer, but it helps to un­der­stand the im­pli­ca­tions when in­ter­view­ing your prospec­tive agents. For a free no obli­ga­tion mar­ket ap­praisal please con­tact R Whit­ley & Co on 01895 442711 or visit www. rwhit­ley.co.uk.

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