The Real Deal

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Leading agents on

From the October issue: While brokers know they've got to work all their sources to keep business flowing, in this down market, leads from their managers are more coveted than ever. While the practice of managers "feeding" certain brokers potential buyers or sellers can lead to behind-the-scenes sniping between agents, it's a reality of the business. In a down market, fed leads are less likely to go to inexperienced brokers, or those with few connections, because management typically doles them out to top producers, sources said. "A new agent is unlikely to get fed high-quality leads," said Noah Rosenblatt, founder of the firm Urban Digs. "Usually, management feeds leads to the most productive agents, because then you don't have to worry about a young agent not bringing the sale in." more