CORFAC Webinar Recap: Benchmarking & Brokerage Performance

Written By: Obie Walli, Co-Founder of Dealius

I recently hosted a high-impact webinar for CORFAC International with their network of independent commercial real estate brokers, delivering a practical overview of benchmarking strategies for commercial real estate brokerages. In case you missed the live webinar, here’s a quick look at the key takeaways:

Highlights:

• We discussed core brokerage KPIs: gross margins, average splits, desk costs, operating expenses, tech spend and payroll ratios.
• Real benchmarking data was discussed in detail, including:
  – Gross profit margins typically 35–38%
  – Average splits 62–65%
  – Payroll averages 55% of expenses
  – Technology spend about 10%
• I presented multiple case studies showing:
  – How outdated split structures can erode profit
  – How lease renegotiations, tech consolidation, and staffing adjustments improve margins
  – How KPI dashboards help firms make faster, smarter decisions
• I discussed diversification strategies, especially property management, to increase firm value and stabilize revenue.
• Finally, I reviewed trends in exit strategies, noting a shift toward internal transitions and local-market mergers.

Key Strategic Insights

• Focus on operating expenses first, not split changes.
• Use three-year trailing averages for fair, sustainable commission structures.
• Benchmarking helps firms uncover hidden costs, improve producer performance, and plan for long-term succession or sale.
• Most CRE firms plateau around $5.8M in revenue—diversification helps break through growth ceilings.

CORFAC members can view the entire webinar recording here.

If you’re not a CORFAC member yet, click here to learn more about the benefits of becoming a member.