I am having a devil of a time tracting production with Short Sales. Recently its 1/3 of the agents production in sales booked BUT the fallout is so great (50% is typical) we are creating production reports that are meaningless in ranking agent performance.

Another big issue is forcasting the cash flow, this is critical right now with profits so slim.

I am tempted to revise my whole agent ranking system to what has closed in the last month from what has been booked in the last month. Any thoughts out there?

I think the only way you can add a successful sale to the board for a short sale is when you have final bank approval or take it a step further and only add it when it closes.

Hello JWR,

I sell foreclosures much more frequently than I see short sales but will see if I can offer you some direction. I think you've answered your own question.

I believe that fallout is a relevant factor and agent rankings should probably be based upon closings, not listings taken. It would still be fair because they are competing against agents with the same problem- short sale fallout issues.

Why are you ranking agents based upon listings taken, and not closed? Do you do this only for short sales?

Perhaps there is a reason you do it this way that you could share and maybe someone on here could help.

I can see how just getting the agents to take listings is something you'd want to encourage, but perhaps you can rank them for that separately.

I would only count closings as well. If you count all listings and offers as production, that would be seriously misleading. It also encourages taking overpriced listings and writing low-ball offers.