Talent Brain Drain- BEWARE - Sales Associate CoStar Group Employee Review

Thank you very much for your feedback which is always welcomed. You can always speak to your manager, Vice President and the overall head of sales if you feel this way too. In 2017, assuming you are an CRE salesperson, two very significant developments occurred, namely the demise of Xceligent and then secondly the changes made to LoopNet which has involved optimizing LoopNet as a vibrant marketplace for premium listings and reducing LoopNet's Information & Research capabilities. Essentially two viable competitors to CoStar were removed from your selling landscape. Additionally, with LoopNet now a marketplace for Premium Listings, our sales reps can sell more CoStar and larger LoopNet marketing packages. This was the reason for higher sales targets. We are one of the very top paying sales organizations in our industry with the very best products to sell. If you are an Apartments.com Rep, same story on competition. We acquired ForRent.com, a terrific brand with tremendous potential and with fewer near term competitors, more opportunity to sell. The Apartments.com network of sites is stronger today than ever and for the 4th year running, a $100M marketing campaign. A considerable number of existing reps have not only reached these more than achievable targets but have blasted through them and like previous years, are making more money than ever before. Our advice is to seek development support from your manager and/or colleagues to become a CoStar top performer. People leave CoStar and any company for a variety of reasons. This year, we have asked our CRE reps to focus on serving the clients they have bought our product and want to be shown how to use it. If they like their rep, see value in the product, renew their agreements and recommend us to their peers and colleagues, we will have a NPS score somewhat similar to what we have in Apartments.com today. Some reps we have hired in the past have not looked after their clients, do not want to train them and just show up annually expecting a renewal. This is not a winning formula and something sales management are working very hard to fix right now. Be one of our reps who are liked by your clients! The CoStar stock price is a gauge of how well we are doing as a company and our market capitalization (Stock Price X Shares in Circulation) how we are valued by our investors. If we are doing well and our shareholders are happy with their investment, we can ask them to buy more shares or lend us money to do new and interesting things in the future. This is good for everyone even if you are not a CoStar shareholder but employee of the company. We can continue to invest in our future, continue to acquire new and interesting future companies and keep developing/improving our products. This is why a strong stock price is important for all of us at CoStar. On a final note, our CEO is extremely open to feedback from people at all levels of the company, as is the senior management team. Have you ever asked him a question or sought a meeting to share your ideas? If the answer is No then why don't you try! We want everyone to do well at CoStar and if we look after our clients, keep growing the business and deliver great products/service to our clients, your career and experience at CoStar will be unrivalled. Thanks again for your feedback.