Manager Wants a Piece of Your Commission in Exchange for Helping You? Ask Madeleine

Dear Madeleine,

I work for a giant real estate company and have been selling houses in a big metropolitan city for a long time. Over the years, I’ve been heavily recruited and this is my third company. I never wanted to be in management as I really like working with clients. I’ve had terrible managers, decent managers, and everything in between.

My company has always received a percentage of the commission, which is standard. Recently the company made a change—and now my manager will be getting a small percentage of the commission on everything I sell. It is hard to say this without sounding like a jerk, but I do very well and my manager stands to make a substantial amount from this arrangement.

I guess I wouldn’t mind, except I’ve been doing this for a good twenty years longer than she has. Any time I ask my manager for any help at all, she says she is too busy. She either doesn’t respond to emails or she promises to get back to me with answers and then doesn’t. Almost all my questions are related to the inner workings of our organization, publicity budgets, etc. I do all my own research and stay abreast of the changes in local laws, so I learned early not to depend on anyone for that.

I am furious. I’ve done fine on my own for 25 years. Now this little weasel is going to get some of my hard-earned commission for doing exactly nothing. What the heck? I’m certain this change is designed to make managers engage more with their brokers, but it isn’t working.

I was thinking of talking to my manager’s boss (with whom I have a long-standing relationship) but that seems a little whiny. Or I could start looking at other companies that don’t engage in this practice. What do you think?

Working Harder, Making Less

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Dear Working Harder, Making Less,

This sounds awfully frustrating. If your manager added some value you might be able to come around to this change, but as it stands, the anger you feel is likely to grow.

Senior executives are much more likely to want to help when you have already tried to fix a situation yourself, so I think your first line of defense is to have a candid conversation with your manager. It is human nature that when there is more to do than is possible, we pay attention only to the people who insist on it. Most managers are perfectly happy to leave high performers alone to, well, perform.

This would mean insisting on a time to meet, either on the phone or in person, having prepared your request to create a more effective working relationship moving forward. It sounds as if all you’re really asking for is that she answer your questions or reply to your emails with the information you need. Even if this person weren’t making extra money off you, this would be a low bar.

It is fair to explain that you didn’t mind flying solo before having to pay her for her support, but now that you do, you really need her to help you when you ask. Stick to the facts and keep emotion out of it. Be clear, concise, and neutral. Practice beforehand if you need to.

One of these things is likely to happen:

• You can’t even get a meeting scheduled, or
• She disagrees that your requests are fair, or
• She agrees that your requests are fair, makes promises and becomes more responsive for a short period, and then reverts to her old ways.

Following any of these scenarios, you can then escalate and at the very least get the commission sharing decision reversed. Or start looking at alternatives. Only you will know if this is a trend that is happening among other companies—in which case, maybe you can find another company with a more helpful manager.

Of course the hope is that when you share your thoughts, your manager will see your point and change her ways for good. Ideally, you build a relationship, she takes your calls, answers your emails, and generally acts as if she has your back, which may add enough value that you don’t resent sharing a little money with her. This is best-case scenario.

Real estate is a notoriously difficult business. If you have managed to stay in it, build a reputation, and make a lot of money, you must be good at it. You probably are exceptionally good at building relationships with people and helping them to manage all the emotions that are invariably unleashed when selling or buying a home. This is not nothing. It makes sense for you to protect yourself and not let anyone take advantage of your decades of experience.

If you can’t get what you need to stop your resentment from building, you can escalate. If that doesn’t work, you can take your prowess elsewhere.

I am crossing my fingers that just being a squeaky wheel—albeit a kind and polite one—will get you what you need.

Love, Madeleine