Q:  Denise, it seems like the referrals in my office get handed out to the broker’s pet agents (and I’m not one of them).  I’m not the highest-producing agent in my office, although I do pretty well.  I’m getting so frustrated about this that I’m ready to leave.  I need to address this with my broker, but I’m getting more and more angry.  Any suggestions?

A:  Yes!  If you haven’t spoken to your broker yet, make an appointment to do so – live.  You do not want to have this discussion over the phone.  Share with him/her your perception (and be sure you label it as such), and ask what the referral policy is in the office.  It may be that, in order to receive referrals, you need to participate in some way that doesn’t fit in with your business.  For example, in one of the offices where I coach the broker, their published policy indicates that agents who miss more than one meeting or tour per month aren’t eligible for a referral for the next 60 days.  Your broker probably doesn’t know how upset you are – give him/her a chance to explain, and an opportunity to create a policy if one doesn’t exist.