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Field Guide to Compensation Plans for Real Estate Agents

(Updated January 2014)

Get the latest news on compensation plans. Are salaries a better idea than commissions? What's the best way to modify your compensation plan? Find the answers to these questions and much more. (S. Hogan, Information and Web Content Specialist)


Compensation Structures for REALTORS®

Compensation Structures for REALTORS®, (2013 National Association of REALTOR® Member Profile).


Compensation Plan Basics

Methods of Compensating Real Estate Agents (About.com, 2012).

Agent Performance, Incentives, and Ownership (Journal of Housing Research, 2012). Q

Real Estate Compensation in 2011 [Report Introduction and Survey Results] (Inman, 2011).

Review Articles: Real Estate Brokerage Research in the New Millenium (Journal of Real Estate Literature, 2011). Q

Contract Incentives and Effort (The Journal of Real Estate Research, Oct.-Dec. 2010). Q

A Critical Examination of Broker Minimum Service Laws (Journal of Housing Research, 2010). Q

Re/Max Team Pioneers New Industry Standard (Franchising World, Sept. 2010). Q

Compensation Tips for Management Personnel (REALTOR® Magazine).

Creating an effective compensation plan for sales representatives (Compensation Today, July 28, 2009).

Designing a compensation plan for buyer agents (Realty Times, July 17, 2009).


Salaries or Commissions?

How Real Estate Agents earn 100% Commission at Keller Williams (Active Rain blog, Mar. 2013).

Putting a Nix on Splits (REALTOR® Magazine, Nov. 2009).

10 Questions to ask a 100% Commission Broker (Active Rain blog, Oct. 2009).

Common Commission Options (REALTOR® Magazine, n.d.).

Pay Structures and Commission Split Shares (Economists' Outlook blog, National Association of REALTORS®, Sept. 12, 2011).

Methods of Compensating Real Estate Agents - Commissions and Splits (About.com, n.d.).

Salary or Commission [See "Salary Issues in the United States" section] (CompensationMaster LLC, 2010).

Be respected as an advisor: stop being paid like a salesperson (Realty Times, Apr. 14, 2009).


Compensation and Short Sales

Freddie Mac Amends Short Sale Affidavit Policy, (Government Affairs, National Association of REALTORS®).

HAFA Commissions Policies, (Government Affairs, National Association of REALTORS®).

Freddie Mac Short Sales Commission Policy, (Government Affairs, National Association of REALTORS®).

Fannie Mae Short Sales Commissions Policy and Appeals Process, (Government Affairs, National Association of REALTORS®).

California REALTORS® Change the Rules for Short Sale Offers of Compensation, (Realty Times, Oct. 30, 2012).

How to Make REOs Work for You (REALTOR® Magazine, Jan. 2012).

Offers of Compensation Are Not So Clear When It Comes to Short Sales (Realty Times, Aug. 30, 2011).


eBooks & Other Resources

eBooks.realtor.org

The following eBooks and digital audiobooks are available to NAR members:

What Your CEO Needs to Know About Sales Compensation (Kindle, Adobe eReader)

Beyond 401(k)s for Small Business Owners: A Practical Guide to Incentive, Deferred Compensation, and Retirement Plans (Kindle, Adobe eReader)

Compensating the Sales Force (Adobe eReader)


Books, Videos, Research Reports & More

The resources below are available for loan through Information Central. Up to three books, tapes, CDs and/or DVDs can be borrowed for 30 days from the Library for a nominal fee of $10. Call Information Central at 800-874-6500 for assistance.

2013 NAR Member Profile (National Association of REALTORS®, 2013).

REALTrends Broker Compensation Report (Castle Rock, CO: Real Trends, Inc., 2011). HD 1375 R22b

The real estate entrepreneur: everything you need to know to grow your own brokerage (New York, NY: McGraw-Hill, 2007). HD 1375 P41

Field Guides & More

These field guides and other resources in the Virtual Library may also be of interest:

Field Guide to REALTOR® Income

Field Guide to Recruiting and Retaining Salespeople

InfoCentral Blog


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The inclusion of links on this field guide does not imply endorsement by the National Association of REALTORS®. NAR makes no representations about whether the content of any external sites which may be linked in this field guide complies with state or federal laws or regulations or with applicable NAR policies. These links are provided for your convenience only and you rely on them at your own risk.