BrokerageIndustry News

Selling agents on a ‘virtual office’

Online meetings and training keep agents engaged

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NEW YORK -- The technology certainly exists to take a real estate business "virtual," but adapting and retaining agents in a world that lacks a brick-and-mortar office is a nuanced matter that brokers are figuring out as they make the leap.In the "Operating a Virtual Office" session at Real Estate Connect conference in New York City last week, brokers said the ideal agents for such operations are those who are a bit adventurous and have demonstrated that they're self-motivated."Our biggest challenge is finding great agents to work with," said Galen Ward, co-founder and CEO of, which matches buyers with agents at brokerages around the country. "We want people with experience, but who also are willing to try new things."Glenn Sanford, founder and CEO of eXp Realty, said that when his company went to a fully cloud-based operation, "we had to figure out how to keep the agent engaged" without the stimulation and reinforcement of...