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In this excerpt, Jake Burhans discusses how decision‑making authority should be allocated within a real‑estate team. He proposes a simple voting split where the salesperson holds a 51% majority and the team leader holds 49%. Because the salesperson interacts directly with the seller and understands their motivations, their intuition should carry the final weight. The team leader can offer suggestions based on experience, but ultimately defers to the salesperson’s judgment, ensuring decisions are grounded in the seller’s perspective.
