Well, kind of both. I’m continually reminded when I speak with others that my position in commercial real estate as a broker and independent contractor is not normal. Well, it’s normal for my industry but not in the broader professional world.
It’s an interesting situation where you are part of a company, but legally you’re really not. The company has no obligation (other than what you contract with them) to provide a work environment, healthcare, paid time off or anything else that’s considered normal in the job market. On the contractor side the benefit is freedom and unlimited upside in pay; you can set your own hours, work or not work when you want and generally not be compelled to do much of anything that annoys many professionals these days (i.e. out of control zoom meetings).
I’ve been in this business for a couple decades so obviously I find it appealing, however it does set up a peculiar dynamic where you have your sales people and then you have your “real” employees. Even when everyone has good intentions it creates a rift where employees can resent how sales people don’t have to “play by the same rules” and the sales people can feel like their only valued for the money they bring in, not as a person on the team.
We consider ourselves advisors and professionals along the lines of an attorney, accountant or financial planner. For those occupying or owning any physical location, this investment is one of the most important bottom line numbers and culture creating tools. And yet, our pay is usually based on a transaction that may or may not happen while the accomplished among us serve our clients not the transaction. Our most precious resource is our knowledge, experience and advice, so why aren’t we paid for that instead of, or in addition to, the deal?
Short answer: That’s how it’s always been done. Long answer: Sellers and Landlords pay the fee and occupiers don’t want to have to pay it.
Never liked those answers.
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