The Secret Sauce WHAT’S DRIVING BROKERAGE PROFITABILITY? Sponsored by:THE STRUGGLE WITH PROFITABILITY - - RETAINED COMPANY DOLLAR - NATIONALLY 2012 2013 2014 2015 2016 2017 2018 17.4 % 22.4 % 18.2 % 16.4 % 16.0 % 14.7 % 14.9 %KEY DRIVERS IN PROFITABILITY Driver #1: Team Productivity Driver #2: eLeads Programs Driver #3: Coaching and Training Programs Driver #4: Ancillary Services Driver #5: Technology Platform PROFILE OF BROKERS SURVEYED fewer than 100 agents 100-499 agents 500-5,000 agents. 27 % 46 % 28 %Some critical features top performing teams demand from their technology platform are: • Database privacy: • Independent lead generation: • Independent lead routing rules: • • Integrated add-on solutions: Consolidating overlapping technology and driving down both so

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