Performance and turnover of real estate salespeople

Abstract

The primary purpose of this study were twofold. One was to determine whether there were any linear relationships between various individual and organization characteristics and the turnover rate of real estate salespersons. The second was to determine whether there were any linear relationships between various individual and organization characteristics and the performance of real estate salespersons. The relations between the variables were hypothesized after a reading of the current research in the field, and an informal study of real estate firms in Texas. In order to test hypotheses about these possible relationships, information was obtained from 561 real estate salespersons and brokers by means of a mail survey to 1201 (5 percent) Texas Association of Realtors members. The sample represented about 1.5% of the total number of real estate salespersons in Texas. Analyses of the respondent data revealed strong negative correlations between turnover rate per year (TRY) and satisfaction with pay, experience and social relations perceived in the subject's organization. Analyses also indicated strong correlations between performance and satisfaction with pay, effort, and experience in real estate.