Who says faith is dead in America?"? Every day large numbers of real estate licensees associate themselves with broker-managers about whom they know less than they know about the average blind date."? They are gambling that the good gut feeling they got when they heard the broker speak at church or an association of REALTORS meeting will translate into an excellent working relationship."? Making that decision requires an enormous amount of faith in a gut feeling.

Gut feelings form the basis for so many real estate decisions that it is easy to overlook the fact that they lead the typical newly licensed agent to leave the business."? In the first two years after initial licensing many researchers report licensee dropout numbers as high as 85 percent."? Many of those dropouts have financed their new careers with life savings, second mortgages on properties and spousal earnings."?

Is there an alternative to the good old gut decision?"? Sometimes there is."? There are some brokers in all markets who have the organizational skills and interest in personal excellence to take the time to draft a company policy manual."? If making clear and complete statements of the company's position on all matters related to listing and selling real estate was good for nothing else it is always a bright star that marks the place where a broker who cares about his associates, staff, company and himself can be found.

One of the great rewards of a real estate sales career is working with a broker who gives you the support you need when times are tough."? Pairing yourself with a broker who shares your ethical and business mindset is the simplest way to make good times better and bad times tolerable."? A highly competent broker who has a policy manual that you are allowed to read before you sign on is already giving you the highest level of support."? This broker wants you to be happy and make lots of money."? This broker wants to be happy along with you."? This broker is capable of making a policy and sticking with it.

You're a sales associate."? Why should you care if your broker has a policy manual?"? There are a number of excellent reasons why your broker's problems can become yours."? Let's examine five of them:

1. A broker who"?is unable to clearly state"?where he wants to go and how he plans to get there"?will probably never arrive anywhere worth the trip."? Do you really want to coast along aimlessly with him or would you rather find another broker who has clearly stated goals and policies?"? You may be horrified by what you read in the company policy manual, but at least you are forewarned and can save yourself a lot of grief by associating with another motivated broker whose policies are more in line with your convictions.
2. It will do you no good whatsoever to work long and hard if your broker has no written policy outlining the support he will give (or even sell) you."? You may find yourself spending lots of time pursuing listings or certain types of clientele only to find that your company has no interest in marketing listings or serving clients of that type."? If you had known about this part of the company culture or read a mission statement you might never have associated with this broker, thus saving yourself and the broker time, money and effort.
3. Are you an innovator who lives to try new things?"? If your broker hates or fears innovation you will find yourself in a constant struggle with the individual whose business support you need the most."? It may not be your fault; when the broker spoke at the fateful church or association meeting he may have spoken in support of a specific change."? He just never intended to allow change in his company."? You assumed that his attitude toward change was the same as yours."? Wouldn't you have liked to see his policies regarding innovation in marketing and prospecting?
4. If you are like 99.99 percent of real estate salespersons you have a limited amount of money to spend on prospecting and marketing."? Working with a broker who requires you to spend more than you have may prove so stressful that your concentration on the job will be seriously impaired."? A vague "not so much" answer to money needed questions can be disastrous to your personal finances."? A competent broker should be able to furnish prospective hires with a detailed and complete list of what they will be required to pay out and when it will be paid."? A broker who is unable to furnish such a list is telling you that he has very little interest in your ability to make a successful career in real estate."? A policy manual should include such information.
5. You are in competition for a client with the Prima Diva at your brokerage."? You both have claimed the client for your own."? The client feels like dinner in a lion's den and demands that your broker to decide who will win his business."? The company policy manual should have clear guidelines for deciding who will get the client, and the broker should have a known record within the brokerage for following those guidelines, even when Madame Diva is the broker's significant other."? Wow!"? What a radical concept!

Nearly all newly licensed salespersons go to interviews with brokers with no list of questions and no idea of what those questions should be even if they did think of making a list."? How fine would it be for the broker to have such a list, complete with answers, on hand?"? Along with a policy manual there should be The Question List."? Anyone who finds a broker with both has unearthed a treasure."? That level of organization might not be your cup of tea as a new licensee."? But after a suitable length of time working in a brokerage where salesperson costs are not specified, where the person who gets to the broker last wins disputes, where commission checks are subject to bounce and where the broker is too busy putting out fires to plan his future business strategies, it might just look a lot more attractive."? Unless, of course, you have become a dropout statistic.

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