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| The Education of Real Estate Salespeople and the
Value of the Firm Author: Randy I. Anderson and James R. Webb Start Page: 143 Abstract: In order to
protect the public, most states require salespeople and brokers to meet specific licensing
requirements, typically in the form of classroom instruction and/or successful completion
of an examination. Frequently, however, many real estate brokers require their sales staff
to undertake education that exceeds these minimum requirements. In this study, we derive a
theoretical model that shows how optimally-timed, firm provided education that exceeds
legal minimums can increase staff productivity, reduce litigation risks and perhaps raise
and/or maximize the expected value of the firm. |
