CASE PROBLEM: Real Estate Agent Bree Wants to Become More Creative Thirty-year-old Bree is a commercial real estate agent, property is zoned for residential, and there are already working for Coalition Properties in Vermont. Although enough housing developments close by. No developer she works for Coalition, the only money she earns is wants to risk such a big development." from sales commissions, usually about 6 percent of the "I think I see the problem," said Courtney. "You sale price of a property. Bree also pays part of the adver- would be earning more income for yourself and the tising expenses for properties for which she is the listing Coalition if you were less conventional in your thinking. agent. You are a valuable member of our team, but you would Bree is earning enough money to keep her satisfied, be even more valuable if you were a more creative real but the owner of the agency, Courtney, is not totally sat- estate agent." isfied with her performance. Courtney recently said to With a quizzical expression, Bree said, "I am cre- Bree during a review of monthly sales, "Bree, I want to ative with respect to decorating my house, cooking, you to break through with some bigger sales. You are and choosing gifts for friends and family members. But closing sales here and there, but Coalition needs some being creative in commercial real estate sales is pretty bigger sales to make a respectable profit." tough. Either someone wants to buy a property or not. Bree responded, 'I am not disputing what you say, but Let me think about how I can become more creative, and could you give me an example of the type of bigger sale I'll get back to you with my plan." you are referring to?" "I've got a good example for you," said Courtney. Case Questions "We are the listing agent for a 35-acre plot on Castle 1. What is your opinion of Bree's belief that it is diffi- Road that sits across from private homes and a senior cult to be creative in a field such as commercial real residence. The property has been for sale for 20 years estate selling? with no buyer yet. You haven't even generated one lead 2. What practical steps might Bree take to become for the property." more creative in her selling? Bree responded, "True enough, but that great big 3. What role should Courtney play in helping Bree be- property had been sitting there for many years before come more creative as a real estate agent? I joined Coalition. The problem seems to be that the