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Sales Transactions  --  A Measure of Productivity

  A Closed Sale:  The Ultimate Objective of  Buyer, Seller, Listing & Selling Broker

  How efficient, and how productive is an agent, a broker or an office in closing sales?

  There's a standard measurement used to answer this question.  It's  defined as Transaction Units.  Here's how it works . . . 

    Every closed sale has 2 aspects to it:  the listing side and the selling side.  When a property closes it is presumed  the listing agent was successful in presenting the property to both buyers and agents alike.  By virtue of the deal closing the listing agent gets recognized for his or her effort . . . and is awarded a "transaction side".

      Similarly, the selling agent, having found a willing, ready and able buyer, is also given a transaction side.  Thus for every sale there are 2 sides - and typically the listing agent gets a side and the selling agent (or buyers broker) gets a side.  But if the listing agent finds the buyer and brings the contract to closing, the listing agent gets "both sides of the deal" and thus 2 sides.

                  The number of transaction sides, then, is a measurement of  successful activity.

      Having many sides is to infer a higher  level of competence, experience, perseverance, management ability, networking   --  and just plain hard work and attention to detail  --  as opposed to  an agent or office with fewer sides. 

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