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Agent Performance, Incentives, and Ownership

Author

Listed:
  • Peter Chinloy
  • Daniel Winkler

Abstract

Real estate agents are paid in two ways. One way is from a split percentage of the individual's generated revenue. The other is from an ownership share of the firm's profit from all agents. Tests are performed on whether having ownership increases individual agent performance as measured by the number of transactions, average transaction size, gross sales, and income. For agents in the United States in 2007, ownership raises the volume of transactions among partners and stock holders. Ownership increases gross sales and income by partners but not necessarily among stock holders.

Suggested Citation

  • Peter Chinloy & Daniel Winkler, 2012. "Agent Performance, Incentives, and Ownership," Journal of Housing Research, Taylor & Francis Journals, vol. 21(1), pages 101-121, January.
    • Handle: RePEc:taf:rjrhxx:v:21:y:2012:i:1:p:101-121
    DOI: 10.1080/10835547.2012.12092053
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