Inc. Asks . . .

What do you do to retain salespeople?
1. I teach licensing courses and real estate law at the University of Maine, and we're very strong on education at my company. So we help salespeople maintain their level of expertise through education. And we counsel them on their individual needs. Bruce Holmes, president, Venture, Ltd., Augusta, Maine.

2. Perks don't help keep salespeople. Instead, I do everything I can to provide tools that make their job easier--all the current technology to help them remain competitive and make money--and I'm always accessible. Carol Frick, broker-manager, Ralph Manuel Real Estate, Birmingham, Mich.

3. I continually sell them on the fact that my shop is the best in town. And I give them up-to-date technology to help them be successful. Patricia Davis, Broker associate, McMillin Realty, Bonita, Calif.

4. Financial incentive--commission splits--is the most important thing. But what's also important to those I work with is honesty. They want to know that you're honest and treating them fairly. For example, when a lead comes in, do you refer it to the person who worked to bring that business or the first person who's available in the office?

Ulysses Allen, broker-owner, Allen and Associates Realty, Indianapolis.
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