MEET THE RELOCATION TEAM
KATHRYNEPSIHOGIOS,CRP
VP,Relocation&CorporateServices
kathryne.psihogios@cascadehasson.com 503.906.7115
ALYSSACHARD
Manager,Relocation&Referrals
alyssa.chard@cascadehasson.com 5035341568
LIZLESH
Manager,E-Business&Referrals liz.lesh@cascadehasson.com 503.312.7966
Introductions
Sourcesofbusiness
DirectCorporate
RelocationManagementCompanies
AnywheRENetwork
Corporate PartnerPrograms
Trainingcosts&background
checksrequired
Broker-to-broker
Broker-to-broker
Incoming:SIR,non-network
Outbound
ReferralAgreement
eBrokerBusiness
RocketHomes
AmeriSave
eLeads-LeadsEngine
Splits&Fees
Chart
Namerequested
"Whathappenswhenaclientbecomes arelocatingtransferee?"Readmore here.
Relocationagentqualities
Whydoagentslikerelocationbusiness?
Howtoqualify?
Training
Resourcesforyourarea
WHO WE ARE?
Cascade Hasson Relocation is a nationally recognized relocation team. We are passionate about serving the individual needs and lifestyles of every client and their family and supporting the needs of companies and corporations as well as manage and support all relocation activity of Cascade Hasson brokers.
WHAT WE DO?
Cascade Hasson Relocation is a business development tool of the company. We strive to develop real estate leads within the corporate mobility and business communities, both domestically and internationally. We also work to build relationships with other brokers around the U.S. through several networks which include: Sotheby’s International Realty, Anywhere Network, Worldwide Employee Relocation Council, Relocation Directors Council & Portland Relocation Council.
HOW TO BECOME PART OF THE TEAM?
In order to qualify for relocation business, as an agent, you must have completed 12 transactions in your career. In addition, there are training classes that must be completed. CE credit is available (Oregon only). Contact Relocation for more information. We would be happy to start the conversation.
HOW DO SPLITS AND FEES WORK WITH MY COMPANY FEES?
The split with relocation will be taken from your gross commission Relocation does not participate in company fees. Relocation business does count towards your FairShare.
For Example:
Total Commission: $20,000
50% to Relocation:
SIRVA Referral: $8,000
CHSIR Relo Dept: $2,000
50% to Agent:
Base Comm. to Agent: $10,000
-6% SIR: -$600.00
-20% FairShare Split: -$1,880.00
Admin/Resource: Waived
Net to Agent: $7,520.00
In the above, the italicized FairShare split does count toward the agent's annual fee.
Splits & Fees
RMC: NAME REQUESTED FOR LISTING & BUYERS
REFERRALS
DESCRIPTION
Anyleadwhereareferralfeeisbeingpaidtothesourceof thebusinessbyCHSIRRelocation.Pleasenote:CHSIR Relocationpaysthereferralfeefrom50%received (typically35%-42%dependingontheRMC)
RMC’srequireCHSIRRelocationDepartmentmanagetheir business.Shouldyouhavepriorcontactwithatransferee, Relocationwillrequire10%abovetheagreedreferralfee beingpaidtotheRMC.Thispolicyalsoapplieswhenthe sourceofthebusinessrequestsacertainagent
LeadsfromAnywheRErequireareferralfeepaidonthe referredsideofthetransaction Pleasenote:CHSIR Relocationpaysthereferralfeefrom50%received. The $100transactionfeeispaidbythebrokerinadditionto the50%
Businessthatdoesnotrequireareferralfeesbacktothe source.Typicallygenerateddirectfromacorporationby theRelocationDepartment.
Anyleadwhereareferralfeeisbeingpaidtothesourceof thebusinessbyCHSIRRelocation.Pleasenote:CHSIR Relocationpaysthereferralfeefrom50%received (typically25%-42%dependingonthesource) Ifname requested,noadditionalfee.
25%referralfeeonthereferredsideofthecommissionwill bepaidtothereferringagentwhenoutboundreferrals managedbyCHSIRRelocation 25%ispaidtoagent accordingtoyourcompanysplitsandfeesagreements.If thereisaneedtonegotiatelessthan25%,CHSIR Relocationwilldosowiththeconsentoftheagent.
Leadsgeneratedinternally,suchasemployeesseeking realestateassistance,orleadspersonallygeneratedby management,areprocessedthroughRelocation.The ReferringBrokerearns25%,andRelocationreceives15%, totaling40%.TheBrokerretains60%.CHSIRtoCHSIR referralsthataremanagedbyRelocation.
Officeswithadminsatfrontdesk(excludes officeswithfloortime).
AllInventoryProperties(corporateowned)willgoouton 50/50split,evenifanagentisrequestedorhashadthe listingpriortoInventory.Thisisduetotheadditional managementandvendorpayresponsibilitiesofRelocation
ReferralFees
In the mobility industry, corporations frequently establish contractual arrangements with Relocation Management Companies (RMCs) to help administer their mobility program.
In today's landscape, many RMCs maintain a preferred real estate partners list for their operational needs.
To maximize our real estate referral opportunities, Cascade Hasson Sotheby's International Realty (CHSIR) is a preferred real estate partner for prominent companies and RMC’s that work in the Portland market.
One way RMC’s generate revenue is through referral fees paid by the real estate brokerage when they work on behalf of the corporation.
Given the potential for referral fees in this line of business, agents should initiate discussions with clients when they are initially contacted for assistance with a relocation or when a client is listing their property due to a corporate relocation. This discussion should explore the potential involvement of a Relocation Management Company and/or a managed program sponsored by the employer.
Key questions to ask:
Is your company sponsoring your relocation?
Does your company offer any relocation benefits?
Are you currently working with an RMC? If so, do you know who your consultant is?
By understanding the scope of the situation up front, an agent will be able to determine if an RMC will be involved, if Cascade Hasson Relocation will be involved and ultimately if referral fees will be due.
You can always ask Cascade Hasson Relocation for advice. We will not engage in a referral fee discussion with an RMC if it’s not warranted.
It's important to note that CHSIR's current service agreements stipulate referral fee payments for all relocation transactions originating from specified corporate accounts. Fees do not apply to employees of these corporations who are moving within the Portland Metro area, ie a local move by an employee within the corporation.
Additionally, we also maintain other formal relationships, although they may not be contractual in nature.
Please pay special attention to referrals involving Cartus & the Anywhere network.
The network agreement signed by your company has a First Contact Rule, which supersedes the guidelines set by Worldwide Employee Relocation Council regarding after-the-fact referrals. A referral is due even though the property was already listed because it is an existing Cartus corporate client. If you have a client who is relocating with Cartus, please contact Relocation.
Kathryne
Kathryne Psiihogios
Psihogios VP, Relocation & Corporate Services
relo@cascadehasson com
Cascade Hasson Relocation offers the best opportunity for a successful close for your out of town client needs. We make placing referrals easy for you! We conduct a needs assessment with your client, place the referral, track the referral, keep you updated, ensure proper fees are paid and pay a 25% referral fee to YOU when it closes.
Meet & Gather Information
Contact Relocation to place your referral and get started. We’ll follow up with you and your outbound client to outline their needs and preferences at their destination including price range, schools, job proximity, desired areas, and other related criteria.
Destination Agent Selection
We’ll contact a SIR brokerage at your client’s destination who will pair them with a qualified agent. We’ll can interview and vet the agent or you are welcome to interview them as well.
Introductions & Check-Ins
With an agent vetted and qualified, we’ll introduce your client to their new agent and keep in touch with them throughout the home buying process to ensure a smooth, problem-free experience. We’ll also keep you in the loop every step of the way so you can rest easy knowing your client is in good hands.
Leads Engine
Leads Engine is the software platform that all cascadehasson.com and sothebysrealty.com leads are routed through. Here are the business rules:
Leads generated from your personal website and listings are directly routed to you, the broker. No fee due to the company.
Leads generated by www.sothebys.com & www.cascadehassonsir.com are managed by the Relocation Team. This source carries a 30% referral fee. You may choose to opt out of company generated leads.
Please verify we have your correct contact information and correct service areas by:
Log into RELI
Leads Engine Onboarding (one of the blue boxes on left hand side of RELI) Fill out form
Next Steps
Sign up Relocation Orientation
We host these opportunities every other month. Contact relo@cascadehasson.com to get signed up!
Sign up for our Two Hour Training Course
We host these opportunities monthly. Contact relo@cascadehasson.com to get signed up!
One on One Meeting with Relocation Team
After your training is complete reach out to relo@cascadehasson.com to set up a one on one meeting so we can get to know you! Zoom or in person options available.
When Your Client Becomes a Relocating Transferee
What’s happening?
A long-time client becomes a transferee when their employer funds a relocation transforming a normal sale into a company-driven process
Compliance
Moves are governed by program compliance: use of pre approved providers, fee schedules, weekly reporting, specialized paperwork, Broker’s Market Analysis (BMA), and IRS compliance (e.g., two step sale structure)
Referral fees expected
Referring brokers must pay companies a portion of their commission; not optional because the employer funds the move.
Cascade Hasson SIR also has a preferred broker status for most of the Relocation Management Companies (RMC’s). These RMC’s are Cascade Hasson Relocation’s clients.
Cartus
Sirva Relocation
Weichert Workforce Mobility
Morreale
Altair Global Aires
NuCompass
Sterling Lexicon
NEI Global
Graebel CapRelo
Non-compliance can lead to significant tax and benefit consequences for the transferee and employer.
Transferee choice matters
Companies now often allow employees to request their own agent, even if it adds referral fees to enhance client satisfaction.
Advisors
Be prepared:
Requested agents must adherefully to relocation program guidelines (BMAs, weekly reports, IRS processes), including paying referral fees
Missteps can impact the transferee’s benefits, cause surprises (like unexpected fees), and frustrate all parties
Stay professional & collaborative
The relocation department is caught in the middle support them, don’t blame them.
If you refuse or don’t comply, the transferee’s benefits are at risk, not just your commission
Relocation is important
Despite its complexity, relocation supports talent mobility, helps clients advance, fuels local economies, and represents a critical professional niche
A Note on Referral Fees & Relocation Communication
In today’s real estate landscape, transparencyaroundcompensationisessential—and we fully support clear, honest conversations That said, when relocation is involved, it’s critical thatany discussionsaboutreferralfeesgothroughCascadeHassonRelocationfirst.
This ensures:
The information is accurateandcompliant with relocation program guidelines
We protectthetransferee’sbenefits and avoid unintended confusion
All parties receive messaging that is clear,consistent,andprofessional
We appreciate your partnership and commitment to delivering a smooth experience for every relocating client. When in doubt, please checkwithRelocationfirstbeforeaddressingcompensation directly.
QuickVideoRefresher:KnowYourReferralFees!
Take a quick moment to watch this short video from Kathryne a helpful refresher on referral fees, how they work, and how to stay compliant.
