2011 Louisville Real Estate Agent Salaries Report

I was very interested in the results when I began writing “So how much do Louisville real estate agents make?“ last year.

It had long been my belief that the majority of sales were garnered by a small handful of real estate agents.

Running the numbers again this year for 2011, I saw similar results. Keep in mind that these charts show sales volume, not salary. If an agent sold five, $1 million homes that would be $5 million in sales. (That would also be an outstanding year!)

But, determining their salary would require estimation.

Let see how this year’s tally concluded. These numbers take into account only agents who completed a deal in the calendar year, not agents with no sales or whose licenses were in escrow.

Chart of Top 20% of Louisville real estate agents portion of all 2011 sales
Chart of Top 20% of Louisville real estate agents portion of all 2011 sales.

Chart of Top 10% of Louisville real estate agents portion of all 2011 sales
Chart of Top 10% of Louisville real estate agents portion of all 2011 sales.

Chart of Top 5% of Louisville real estate agents portion of all 2011 sales
The Top 5%, 130 agents, had just under 1/3 of all sales volume, or an average of $8,359,094 sales each during 2011.

We are now forced to make a few estimates in order to translate sales volume into salary. Understand that commissions aren’t paid directly to the agent, but rather by law to their broker.

Then the broker “splits” the commission with the agent. Splits are negotiated between the agent and their firm. New agents most often start with a 50/50 split, while more experienced agents can negotiate a much better arrangement.

For the purpose of this article, and because there is no public data available on this topic, I’ve chosen to split the total commission 65/35. Using this percentage, I created the following chart.

Chart of 2011 Louisville agents salary distribution
As you can see from this chart, salaries remain relatively flat until you reach the top performers then increase dramatically.

Under this equation, the top performer in Louisville garnered a $425,146 salary in 2011.

In reality, it was likely much higher as brokerages are driven to bring in the most successful agents, which helps their firm in both revenue and prestige. Those agents can negotiate better splits. Therefore, on a sales volume of $21,802,330, it wouldn’t be unreasonable to guess Louisville’s top agent made more than $550,000 last year!

Please remember that these dollar amounts are gross sales, so taxes, expenses, mandatory fees, and insurance, bring this number down, sometimes considerably.

2011 performed very almost identically to the previous year in the percentage of sales.

	2010	2011
Top 5%	30.7%	30.5%
Top 10%	45.8%	45.6%
Top 20%	63.2%	64.5%

Maybe the Top 5 percent and Top 10 percent couldn’t keep up with last year but the Top 20 percent gain more than a percent.

Also interesting to note, was that 2,737 agents had deals in 2010, while just 2,594 did this past year. That’s a 5.5 percent drop in the Louisville’s real estate workforce.

2011 Louisville Award for Real Estate Agents, But It’s Not Worth the Plastic It’s Made With

2011 Louisville Award for Tre Pryor

Wow! Look at that! I’ve just been given the 2011 Louisville Award for Real Estate Agents. All I have to do is log into their Web site, commerceaward.com and enter this code they have for me and… wha…??

You mean I have to pay for it?

Why would anyone need to pay for the award they’ve been given? Didn’t their email just say:

Tre Pryor – Rick Shaw Realtors has been selected as the 2011 Louisville Award winner in the Real Estate Agents category by the US Commerce Association.

Did Christian Bale pay for his Oscar? Did Tina Fey pay for her Emmy?!? This is an outrage!!

Oh, wait a sec… I see now. I have to pay for it because it costs so much. That way, these fake little companies can make some money handing out worthless awards to gullible recipients. Aha!

Does anyone actually give them their credit card?

Well… so I don’t have a trophy for being the Best Real Estate Agent in Louisville 2011 but I’ve got their graphic. And by golly, I’ll display this thing proudly for all of 10 posts until it drops off at the bottom of my blog’s homepage.

Year in Review, 2011 Edition

Chart with highs and lows
Every year has highs and lows. How was 2011 for you?

2011 was a busy year. In fact, despite the market being down again here in Louisville (see this handy dandy chart that compares Jefferson County monthly home sales back the previous 6 years) I actually had my best year yet. Yeah me!

I want to use this post to look back and see what worked and what didn’t. If you know me, you’ll already know that I’m a straight shooter. I don’t steer. I don’t spin. And I don’t care for people that do. So here we go!

2011 Lousville Real Estate Highs

  • Louisville Homes Blog Founder, Tre Pryor, Interviewed by MSN for Real Estate Article
    This one just happened! I’m honored to be considered a subject-matter expert (SME) for real estate, not just here in Louisville but nationally as well.
  • Serving Some Great Clients
    I was blessed to work with some great clients over the course of this year. I’m especially pleased that many of these good people realized that I do put them and their needs ahead of my own and are referring me to their friends and family. You know who you are… you’re the best!
  • Silas Joined the Family
    Family ranks high on my priority list. So when we are blessed with a new family member it’s a personal highlight! My nephew Silas was born this year. Psyched again to hear a little say, “Hey Uncle Tre!”
  • TrePryor version 3.0
    Found a solid database programmer who’s working hard to help me deliver a new version of TrePryor.com in the new year. My plans are for it to be the best real estate Web site in Louisville. (I know I promised it this year but finding quality help can be a challenge.)

2011 Lousville Real Estate Lows

  • Sales Continue to be Sluggish
    There was hope that real estate sales would strengthen in 2011. That didn’t pan out. This December, we’re in the same position as last December, hoping next year will be better.
  • Psychotic Clients, Disloyal Clients
    For people not in the industry, it’s almost impossible to understand how good agents put themselves out there for their clients, generally without any guarantee of compensation. That’s part of the business but it’s not easy, especially for me, because I treat ALL of my clients with the best that I have. This past year I’ve wasted hundreds of hours serving clients who either knew from the outset they were just “playing games” or decided to treat another human being like a machine, with little regard for the agent’s feelings. It can be very hurtful and it’s one aspect of this business that I will never like.
  • Economic Uncertainty
    Global economic problems affect us all. Our economies are so linked that problems in Europe hurt us here in the States. Unemployment continues to be a plaque no matter how our current administration tries to place blame on others. This uncertainty hurt us in 2011 and will likely continue to hinder our economy in 2012.

All in all, the good outweighs the bad. Optimism trumps negativity. And I choose to be excited about what next year will bring. How about you?

I Do Have Some Great Clients!

Photo of another home sold by Tre Pryor

Another Louisville home sold by Tre Pryor. My great clients took this shot and brought it by.

Was just thinking about some of my great clients and one brought by this photo and thought I’d like it. And I do! It’s especially gratifying when my clients trust my expertise to help them achieve their goals.

In this case, their dream home came next!

Agents: Do You Have a Real Estate Plan for Yourself?

Photo of Diana Ross
Diana Ross was a diva from a different era. Did she have a musical career plan?

Bet you didn’t think I’d be writing about Diana Ross songs on this real estate blog, huh?

Not sure why I thought of this, but since last month I wrote about a U2 song and back in April I quoted The Beastie Boys, I thought I’d continue the theme. There are no 6 degrees of separation between these two.

Here’s the relevant quote:

Do you know where you’re going to?
Do you like the things that life is showing you?

How does this pertain to real estate? Good question my friend.

As it turns out, there are a million and one ways to conduct yourself in the world of real estate. From the way you prospect for clients—cold-calls, flyers, bus signs, radio advertising (to name just a few)—to the way you handle the clients you’ve obtained.

I know agents who work so many clients at the same time they couldn’t possibly have anything more than a surface relationship with them. I doubt they even know their client’s children’s names. They’re too busy working this client to closing then jumping to the next.

The reverse can also be a problem. Spending too much time with any single client can be hazardous to one’s business health because there’s a real chance they don’t buy/sell. It’s my assertion that the average Realtor doesn’t get paid for 66% of their time/work. Surprised? I was too!

So, back to the song. Do you know where you’re doing do? Do you have a plan? It doesn’t have to be an Ivy League business plan with all the data plotted but it needs to be spelled out and written down.

If you don’t have a real estate plan for your career, I predict you won’t like “the things that life is showing you.”

How ‘Full’ Is the Full Service Real Estate Agent?

There are a myriad of ways to approach a career selling real estate. Many have the perception that it’s a sales job. It is not. It’s a service job. Some don’t understand the different or are bound by different motivations but in either case, the best Louisville Realtors serve their clients.

Alfred is Batman's butler

I’ve told this to clients, “Think of me as your real estate butler.”

The reason I bring this up because I was wondering the other day if it’s possible to be too service oriented? Is every request (or command) made by my clients one that I should automatically merely jump and perform?

Real estate can be a demanding tyrant. There are no posted hours, only what you deem to be appropriate. I work about 55-60 hours most weeks, some even more. My phone rings after 7 pm regularly and after 9 pm from time to time. Weekends are the primary playing field for scheduling showings and Open Houses. I don’t even have a day off! That’s certainly full service, in my book.

So with all those demands, along with faith, family, and friends, how do you keep your life in balance?

It’s not an easy question nor one with a clear answer but I do believe there must be lines designed at the outset to maintain a clear demarcation between “work” and your personal life. If you don’t and the client pool runs you ragged, you’ll soon start to see them as the enemy… and that doesn’t help them, or you.

So Far This Year and Why Louisville Real Estate Needs to Get on Its Horse!

Horse Race
It’s still too close to Derby time not to use a horse racing analogy.

With the Derby and Preakness behind us, I thought I’d utilize an appropriate thematic in the title. Over on Louisville Homes Blog, I’ve been writing consistently on reasons why people should be investing in real estate right now. Whether that’s improving their own home or taking advantage of the current market conditions to improve their portfolio, there’s just too much to like about Louisville real estate right now.

Most experts agree that sales will rise in 2011 but not by much. So what’s happening? Let’s see where we are at this point compared to last year. This data is for Jefferson County in Louisville, KY only.

Year # of Sales Total Sales Avg Sales Median Sales
2011 2,483 $386,417,704 $155,625 $125,750
2010 2,959 $463,916,035 $156,781 $130,700
Period: 1/1 through 5/15

So let’s see if I’ve got this right: fewer sales, smaller totals, lower averages, and medians. Check, check and check. Well, that’s disappointing.

Obviously, consumers either haven’t heard the experts recommendations on real estate (which I find hard to believe) or else they don’t believe them (the more likely situation). Heck, I’m thinking about buying a new house myself, and I don’t even need one.

I just don’t want to look back 5 to 10 years from now and think that I really missed out. (Especially since I’m supposed to be some kind of expert, huh?)

Accurately predicting the future is next-to-impossible but all the signs point towards improvement. Will it happen? Now that’s another story for another time.

Whatcha Whatcha Want, Louisville Real Estate Edition

So Whatcha Want

Posted the other day over on LHB that many (most?) home buyers these days are looking for real estate deals. And, new construction doesn’t fall into that category.

Today, I’ll talk about the other side of that coin.

Sometimes it makes sense for you to buy what you want. I can hear you know, “Really Mr. Bigshot real estate guy?!?”

Hear me out. What if you do pass on picking out that perfect floor plan, walking the lots and selecting the choice piece of land, browsing loads of flooring and other new home options and building your dream home? What do you get instead? Well, you get “almost right” or not quite perfect.

Will you be as satisfied? Most assuredly not.

Will you be financially better off? Probably, but what if you move sooner than you had planned because your Louisville real estate deal got old, quick?

Make sure you take the time to weigh the pros and cons of Louisville new construction with current homes on the market. Sure, only 49 new homes were built in Louisville last year but I bet if you asked those homeowners about their new home, they’d all agree that it was the right choice for them.

If you like someone to talk it over with, I’m happy to help. All you need to do is pay for my coffee.

Once Again HGTV Hangs Me Out to Dry

Bang for Your Buck logo
Curse you BFYB! What do I have to do for you to love me back?!?

Not sure what I have to do here people. I mean, c’ mon… I’ve applied on multiple times, never heard back. Nothing. Nada. Zip.

Is it just that they have so many emails coming their way that they can’t respond? I’m a fan over here. I promote your shows for cryin’ out loud. Can’t a guy get even a little respect?

So then comes the brutal cut.

I see the following headline: Local Realtor on HGTV ‘Bang for Your Buck’ show.


Look, I’m happy for LaTonia (actually happy might not be the right word) but when are the good folks at HGTV going to reward my almost non-stop attention that I’m directing their way?

I’d rant some more but I need to send them some more emails…

We All Need New Customers

Photo of two girls talking

Do you need new customers? Of course, you do! So do I… and so does everyone else!

Where do new customers come from? There are only so many avenues. Off the top of my head, here is how new customers come to most professionals.

  • Television
  • Radio
  • Print
  • Billboards/Signage
  • Web Advertising
  • Word of Mouth

Let’s play a game that Sesame Street made famous.

One of these things is not like the other
One of these things is not quite the same
Can you guess which one is not like the other
Can you tell me before I finish the game?

Obviously, the Word of Mouth referral path is different. It’s also the most valuable. Most everyone can agree that referrals are the most desirable way to get new clients. That’s why almost all of my fellow real estate agents put something like this in their email signatures: “A referral is your greatest compliment!”

So how do you gain more Word of Mouth referrals (besides doing your job quite well)? Networking!

I’m new to the world of networking but I’m learning that the power of networking is also the power to grow my business.

If you have any tips for me, please share and I’ll do my best to return the favor.

Have a great day!