Winter 1999/2000, Vol 24, No 4

Abstract: By taking advantage of new Internet-based technologies to streamline operations and extend market reach, forward looking brokerages can empower their brokers to spend less time chasing deals and more time closing them. By leveraging the powerful capabilities of the Internet’s new breed of virtual marketplaces, along with enhanced internal analysis and management tools, brokerages can significantly increase their value-added proposition and even further justify their commissions by improving overall service to customers. The author predicts that the technology changes that will be brought about as a “re-intermediation” of the skilled broker vs. disintermediation.