The Education of Real Estate Salespeople and the Value of the Firm

Randy Anderson and James Webb

Journal of Real Estate Research, 2000, vol. 20, issue 1-2, 143-152

Abstract: In order to protect the public, most states require salespeople and brokers to meet specific licensing requirements, typically in the form of classroom instruction and/or successful completion of an examination. Frequently, however, many real estate brokers require their sales staff to undertake education that exceeds these minimum requirements. In this study, we provide a theoretical framework that shows how optimally-timed, firm provided education that exceeds legal minimums can increase staff productivity, reduce litigation risks and perhaps raise and/or maximize the expected value of the firm.

Date: 2000
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DOI: 10.1080/10835547.2000.12091032

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