Letting & Estate Agent Podcast Should estate agency staff be paid commission? - Ep. 2451
Jan 17, 2026
Sam Ashdown, an estate agency practitioner focused on non-commission reward systems, teams up with Phil Jones, an expert in performance incentives. They dive into the effectiveness of alternative rewards over commission, revealing how anniversary bonuses and team trips can boost morale. The duo critiques commission structures that may lead to short-term thinking and undesirable behaviors in agents. They advocate for a balanced approach with solid salaries coupled with motivational perks to foster a positive agency culture while maintaining performance accountability.
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Rewards Build Belonging
- Sam argues rewards build team belonging more effectively than ongoing commission schemes.
- She uses predictable perks like holidays and anniversary bonuses to maintain morale and loyalty.
Use Stretch Targets With Team Rewards
- Set a clear stretch target and attach a meaningful team reward to drive collective effort.
- Offer experiential incentives (eg. a New York trip) to create shared excitement and focus.
Cash Vs Culture Trade-Off
- Sam believes staff often prefer a visible one-off salary increase but lose team rituals if you replace perks with cash.
- Phil counters that a lump sum can feel significant, yet may undermine belonging and culture.