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National Center for Real Estate Research

Identifying Agent-specific Influence in the Brokerage Process

May 2005

The brokerage process is influenced by many factors including agent-specific characteristics such as listing or geographic specialization. This study looks at a mid-size market to determine the importance of several firm- and agent-specific characteristics.
There is evidence that market segment specialization by listing and selling agents yields returns to sellers in the form of higher prices, while listing and selling agents are subject to "dis-economies of scale".

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