When you choose a real estate brokerage or team, you're picking where your first deals come from, who checks your contracts, and who picks up the phone when you're stuck. I've led a team for years, and I've watched new agents pick a place for the biggest split and then sit with nobody to call. The split matters. It just isn't the first thing that matters. Here's how I tell agents to compare their options, the questions to ask in the interview, and the red flags that should send you out the door.
The short answer
Compare four things: leads, training, support and split. A high split on zero deals is zero. A lower split with real leads, real coaching and someone reviewing your contracts can pay you more in year one. Ask every place the same questions, get the money terms in writing, and talk to two agents who already work there.
Step by step
- Know what you need right now. New agents usually need leads, training and contract help most. Experienced agents with a big sphere may care more about split and freedom.
- Understand the three models. A brokerage on your own gives you freedom and a bigger share, but you find your own clients. A team inside a brokerage usually gives you leads and coaching, and takes a bigger share. A mentor or training program gives you a guide on your first deals for part of the commission.
- List the places you'll interview. Pick at least three. Include one brokerage on your own and one team.
- Ask the same questions everywhere. Use the list below. Write down the answers.
- Get every money term in writing. Split, fees, caps, desk fees, tech fees, E&O, and what happens to your clients if you leave.
- Talk to agents who work there. Ask what a normal week looks like. Ask how many leads they actually got last month.
- Look at their tools. What CRM do they use? Do leads land in it with notes? See Follow Up Boss setup basics for what a well-run CRM looks like.
- Decide and commit. Pick one. Give it a full year of honest work before you judge it.
Questions to ask in the interview
| Topic | Question |
|---|---|
| Leads | Where do your leads come from? How many does a new agent get in a normal month? What do I have to do to keep getting them? |
| Training | What happens in my first 30 days? Who teaches contracts? Is there role-play practice? |
| Support | Who reviews my first contracts? Is there a transaction coordinator? Who answers when I'm stuck on a Saturday? |
| Money | What's my split? What fees do I pay each month and each deal? Is there a cap? |
| Accountability | What do you expect from me each week? How do you track it? |
| Leaving | If I leave, which clients and leads stay with me? |
| Culture | What do your best agents do that the others don't? |
How to explain it to yourself (or your spouse)
"The bigger split doesn't help if I have nobody to work with. This place gives me leads, trains me on contracts, and has someone check my work. I give up more of each check at first. If I do the work, I should close more deals this year than I could on my own. I'll look at the numbers again in twelve months."
Red flags
- Vague lead answers. "We have tons of leads" with no numbers. Ask how many per agent per month.
- Fees they won't write down. Any surprise fee is a bad sign.
- No contract review. Your first contracts need a second set of eyes.
- Pressure to sign today. A good team wants you to compare.
- Recruiting more than selling. If the pitch is all about recruiting other agents, ask how the leader actually closes deals.
- No accountability at all. It sounds nice. It usually means nobody notices when you stall.
- Income promises. No honest leader can tell you what you'll make. Your work decides it.
- Bad agent reviews. Ask agents who left. If three of them tell you the same thing, believe it.
Watch-outs
- Read the full agreement. Look for non-solicit and lead-ownership terms.
- Teams take more for a reason. Make sure that reason is real leads and real help.
- Location is less important than it used to be. Training, tools and people matter more than the office.
- Check the leader is still selling. A coach who sold in the last year knows today's market.
- Ask about fair housing training. A serious brokerage teaches it and enforces it.
Further reading
- Real Estate Careers in Denver on kennarealestate.com
- How Much Do Real Estate Agents Make in Colorado? on kennarealestate.com
This is training for real estate agents. It isn't legal, tax or lending advice. Check with your managing broker.
Questions
Should a new agent join a team?
Often yes, if the team gives you real leads, training and contract help. Check the numbers behind each one.
Is a higher split always better?
No. Your share of zero deals is zero. Compare leads and support first.
What fees should I ask about?
Monthly fees, desk or tech fees, per-deal fees, E&O, and any cap. Get them in writing.
Can I switch brokerages later?
Yes. Read your agreement first so you know which clients and leads go with you.
How do I know if a team's leads are real?
Ask agents who work there how many leads they got last month and how many closed.
Brian Lee Burke is the founder of PadLeaders, a Colorado real estate broker licensed since 2003, team leader of The Kenna Group at Keller Williams DTC (formerly Kenna Real Estate Group) and the author of Mastering Real Estate and The Real Estate Playbook. More about Brian.