Survey Says, Upselling Isn’t Advancing as It Should

A recent survey of 912 real estate professionals uncovered a troubling gap within today’s brokerage offices. The practice of upselling services—such as recommending a preferred insurance agency, home warranty provider, or title company—appears to be largely neglected. An overwhelming 86% of respondents admitted they do not make a concerted effort to promote these additional offerings, even when brokerages support or encourage them. The implications are significant. These results may point to issues of mismanagement, lack of motivation, or simple apathy. Another possibility? Agents may feel they’re not adequately incentivized to go the extra mile, especially if the perceived benefit doesn’t justify the added effort. This raises an important question for the industry: Are brokerages failing to maximize value for clients, or are agents signaling that the current compensation and incentive structures need to be rethought?