Start where the truth lives: the math

If a broker can’t explain how you get paid in plain language, that’s not an oversight. That’s the point.

Instead of asking, “What’s your split?” ask for a walk-through.

Ask it like this:
Can you run the commission math with me on three real examples?

Pause. Let them grab a notepad or open a sheet. Then pick scenarios that mirror real life.

A deal you bring from your own sphere.
A lead they provide.
A listing you win.

You’re listening for specifics: when fees hit, what comes off the top, what changes based on lead source, and what happens when you hit a cap.

Follow with the question that makes the conversation honest:
What do I pay even if I close nothing for 90 days?

That question reveals the real burn rate. It separates “support” from “subscription.”

Get clean answers on:

• What fees come off the top before the split

• Whether there’s a cap, and what counts toward it

• How E&O is handled (per transaction or annual)

• Transaction/admin/tech fees

• Franchise or royalty deductions, if applicable

If they dodge, you don’t have a “maybe.” You have a no.

Picture your first deal, then ask who saves it

New agents don’t usually struggle because they’re lazy. They struggle because they’re alone at the wrong moment.

So don’t ask, “Do you have training?” That’s too easy to answer.

Ask:
When I write my first offer, who reviews it before it goes out?

If the answer is “someone,” push for specifics.

Name. Role. How you reach them. Typical response time.

Then ask the question that matters more than any brochure:
What happens at 8:30 p.m. on a Saturday if I’m under deadline and unsure?

Good brokerages don’t flinch. They explain the process like they’ve done it a thousand times.

Weak ones start selling you confidence instead of infrastructure.

Leads: don’t ask if they have them. Ask what they are

“Leads provided” is one of the most abused phrases in real estate.

It can mean a warm referral.
It can also mean a form fill from someone who clicked the wrong button.

So ask:
Where do your leads come from, and what do you consider a lead?

Then go quiet.

If they say “online,” ask which sources. If they say “a lot,” ask average volume per agent. If they say “great quality,” ask how they measure it.

This one exposes fairness fast:
How are leads assigned, and how do you prevent favorites?

If you get a clear system (routing rules, round-robin, performance tiers), that’s a good sign. If you get politics disguised as flexibility, that’s your preview.

Culture doesn’t live in the pitch deck

Most brokerages talk about culture like it’s a brand color.

Culture is what happens when someone makes a mistake.
Culture is who gets protected when there’s conflict.
Culture is whether you can ask questions without getting shamed.

Ask questions that reveal how humans behave when it’s not a recruiting lunch.

What gets an agent in trouble here?
That answer tells you what they actually value.

How do you handle disputes between agents?
Because disputes happen. Lead overlap. Open house confusion. Client poaching. It’s normal. The question is whether the office has an adult system, or a gossip system.

If the broker is actively selling, ask this calmly:
When a strong lead hits the office, who gets it?

It’s not accusatory. It’s operational.

Talk to agents who are living it

This is the shortcut.

Ask to speak with:

• A newer agent (6–12 months in)

• A long-term agent (3+ years)

Don’t interrogate them. Ask about reality.

What surprised you after joining?
What support is real, and what’s marketing?
When you needed help fast, what happened?

Listen for consistency.

If two people describe the same strengths in different words, that’s real. If answers sound rehearsed, that’s also real.

Ask about leaving before you sign

It feels awkward. Do it anyway.

Because you’re not just joining a brokerage. You’re signing rules about listings, pending deals, your CRM, and your database.

Ask:
If I leave, what happens to my active listings and pending deals?

Then:
Do I own my database and notes, and can I export them cleanly?

And the one that should be answered clearly:
Are there any non-solicit, non-compete, or exit fees?

No drama. Just business.

A simple way to decide if the brokerage is worth it

After the interview, don’t ask yourself, “Did I like them?”

Ask yourself this instead.

Did they give you numbers without dodging?
Did they describe support as a process, not a promise?
Did they explain lead flow like a system, not a story?
Did you feel more clear, or more confused, after an hour?

Clarity is the tell.

FAQs

What’s the best first question to ask a brokerage?

Start with: Can you show me the exact commission math on three real deal scenarios?

The split alone is not enough. Fees, lead-source splits, transaction charges, and caps change what you actually take home. When a brokerage can explain the math clearly and put it in writing, it’s a good signal they run clean systems and don’t rely on confusion to recruit agents.

What should a new agent prioritize: split or support?

Support, almost every time.

In year one, your biggest risk isn’t “paying the broker too much.” It’s losing deals you could have closed with better guidance, better scripts, and faster contract review. A slightly worse split can be worth it if it helps you get competent quickly and avoid expensive mistakes.

Once you’re consistently producing, the financial model matters more. Early on, skill-building and protection matter more.

How do I know if a brokerage’s training is legit?

Ask them to describe it like a schedule.

A strong brokerage can tell you what happens in week one, what happens in week three, how contracts are reviewed, how role-play is run, and what standards they expect you to hit. They’ll also explain how you get help after hours, because real estate doesn’t respect office time.

If training is mostly a video library and “shadow someone if you want,” you’re buying motivation, not instruction.

What’s the smartest way to evaluate leads offered by a brokerage?

Ask three things: what counts as a lead, where it comes from, and how it’s assigned.

Then ask what they track: response time expectations, conversion rates, and how they prevent favoritism. Good lead systems are measured. Weak ones are marketed.

Also ask what you pay for leads, either through a reduced split or a referral fee. Some lead programs are worth it. Some are just a treadmill.

Is it normal for a brokerage to own listings instead of the agent?

Yes, in many markets the listing agreement is between the seller and the broker, not the individual agent. That’s tied to how broker supervision works.

The practical question is whether they’ll release listings if you leave, and what happens to pending deals. You want the policy clarified in writing before you sign anything, because it affects your freedom later.

What contract clauses should make me slow down before signing?

Anything that limits your ability to move your business.

Pay close attention to non-solicit language, database ownership, CRM export access, and any fees tied to leaving. Non-competes are rarer in residential, but restrictions can show up in softer forms. If something is vague, ask for a revision or have an attorney review it.