Affinity Programs and the Real Estate Brokerage Industry

G. Stacy Sirmans and David Macpherson

Journal of Real Estate Research, 2001, vol. 22, issue 3, 337-352

Abstract: This study surveys active real estate brokers on their involvement in affinity programs and referral/relocation networks. Some survey results regarding affinity involvement are: (1) 13% of respondents reported affinity affiliations, 75% reported no affiliations and 12% indicated plans to become involved within the next year; (2) affinity relationships were most often with membership organizations, corporations and professional organizations; and (3) the primary affinity benefits were commission reductions, special mortgage packages and discounted closing services. An empirical income model shows that affinity affiliation has a positive effect on broker income. Probit models show that: (1) participation in affinity arrangements is more likely for larger firms and national franchises; and (2) large firms are more likely to participate in a larger number of affinity relationships.

Date: 2001
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DOI: 10.1080/10835547.2001.12091066

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