CONTINENTIAL

REALITY LIMITED
BUSA 4800
Presented by Anh Nguyen, Catherine
Nguyen , Caleb Leung
Continental Realty Limited

• One of the largest commercial and industrial

real estate agency in Canada.

• Branches location : Vancouver, Calgary,

Edmonton, Toronto, Houston

• Lease & sales transactions: > $200 million

KEY SUCCESS FACTORS
• Outsanding in the industry by emphasizing
technical and analytical skills of negotiators

• Client-focused counselling approach

• Rigorous operation policies

• High-quality demanded recruitment process

• Focus on high value projects

• Wide connection

• Positive financial status

External Success Factors
• NAFTA (1994)
• Encouraged business investments
• Cut tariffs between the countries

• Canada has growing immigration

• Coming off immigration boom in 50s
• Larger Pop growth

• Introduction of Computers & Tech

• Decreases customer interaction
 KEY CHALLENGES

• High turnover rate

• Unaglined operation model between branches

• Demand for a new effective incentive program

• Unclear growth strategy (Expansion? or New

Product?)
Big Branch Operation Status

• Less strict
• Little punishment

• Highest Productivity

• Management issues
• No training motivation
• Reluctance towards
supervision
Big Branch Operation Status
• Improvement over last 2 years
• Calgary to contribute $250,000
• Overheated market
• Negotiators left branch for Houston or
own ventures
• Most negotiators in Calgary had been
assigned their positions
• Small deals
• Negotiators must work harder to earn
half as much
• Difficult for negotiators to meet
minimum commission
Big Branch Operation Status

• Lead market with a stable

production level

• Managed by Per Ek
 • Based on production amount
• One time rewards
Incentive • Milestones unachievable to some
Plan’s •
negotiators
Value not scaled
problems • Ex. $100,000 - Gold watch

• Incentives not based on seniority or loyalty

Expansion Plan’s Cons
• Plan 1 (Adding Branches)
• “Quantity vs Quality”
• High employee turnover

• Plan 2 (Adding New Products)

• Non-specialized staff
• More work, Less reward
 Ensure all branches are operating in cohesion
Ensure • Management cross training

Address Address the high employee turnover

RECOMMENDATIONS

Adjust Adjust incentive program by conducting

research about employees’ motivations

Expand in 10 key cities in 7-10 years

Expand • Ensure the growth is strong
Q&A
THANK YOU