Inman’s popular newsletter for first-year agents, The Basics, February is New Agent Month. You’ll receive the tools, tech and tips you need to survive and thrive as a new real estate agent in 2025.
Pass the real estate exam and is ready to choose where you work, one of the most important decisions of your real estate career. There are literally hundreds of business models across the country. The problem is finding the best one for you as a new agent.
Once you start a real estate career, your brokerage choices can bring or destroy success. The secret is to carefully consider what’s most important to you and the type of real estate environment you want to work with the most. Here is a list of important factors to consider:
1. Before starting your interview, ask yourself, “Am I capitalized enough?”
I have been repeatedly hired to carry out research into the success of new agents. There are no two main reasons why a new agent fails
They are not well trained. They are shortening six to 12 months of living and business expenses to survive before closing their first deal.
Additionally, startup costs (MLS fees, lockboxes, business cards, E&O insurance, etc.) range between $1,500 and $3,500.
2. Do research before interviewing
Run through your target market and see which companies dominate the sign. Market share often leads to increased visibility and reliability when working with clients. It also increases the chances of doing more business in the area you want to work with. Also, search for brokerage companies you are considering online to see how they will appear digitally.
3. Office size and culture
Decide whether you prefer to get more personalized support or get a bustling, high-energy office with wider networking opportunities. Some agents thrive in a massive set of competitive energy, while others prefer a quieter mentorship-driven atmosphere. It’s important to decide what’s useful.
Find brokerages with a collaborative, supportive culture that offers resources that will help you promote productivity and grow your business no matter what size.
Ask your office agent: If possible, ask your agent what they like about their office and if there is something they want to change.
4. Office productivity and market share
Surrounding yourself with a top-performing agent can have a huge impact on your success. Observing their strategies and learning from their best practices can also accelerate your growth. A strong market presence can lead to more listing opportunities and buyer leads. This means more business flows to agents.
Question: To avoid getting stuck in a dead office, “What is the average number of transactions per full-time agent each year?”
5. Broker Manager Involvement
It is important to determine the type of support you will receive as a new agent. Are brokers still actively selling real estate? This is valuable for mentorship, but it also reduces lead competition and agent support time.
In contrast, non-competitive brokers will become available through training, contract guidance and career development.
Ask your broker: “Are you still actively selling?”
6. Training and Mentorship
When you’re new, you need to know who to ask when you have questions. If you’re in a small office, it’s usually for the manager or broker owner. In a large office, you could be a trainer, coach or mentor. Here are five questions to ask:
“Do you have a new agent training program or some sort of structured onboarding process that can help me as I get started? If so, you will tell me how it works and how much it costs. Will you do it?” “Can I be assigned to a trainer, a mentor, or a coach? If so, how will the program work?” “Are there any training manuals that I can easily review right now?” “If I’m working on an offer at 8pm and have questions about the contract, who should contact me for help?” “Do I need to review the contract before submitting it to the buyer or seller? ?”
Most new agents need help in a variety of areas. Until you close some transactions, more help and supervision is usually the best policy.
7. Commission Structure – It’s more than just a split
The best fee split is not always the most profitable option. For example, brokerage companies with strong lead generation, training and marketing can help shut down more transactions and therefore make more money even with lower splits.
Full-service brokers often offer a variety of tools and systems you have to pay if you were at a brokerage that charges lower fees. This could lead to low committee divisions and/or additional fees. To determine what’s right for you, you need a complete picture of the fee structure.
Question: “Please explain the fees you charge and what they are for?” Some examples include franchise fees, desk fees, technical fees, transaction fees, advertising fees, and more.
Follow-up question: “Does your company offer revenue sharing or stock options programs?” If so, ask them to explain it.
8. Marketing and lead generation support
Today, many companies offer marketing, automated CRM tools and social media support to help agents generate leads. Others may offer printing and digital marketing services that are free or may involve fees.
Question: “Do you offer lead generation programs for agents? If so, are leads free or will agents pay them?”
Follow-up question: “What kind of printing and marketing services do you offer and how much does it cost?”
9. Online presence and technology
A strong online presence is important in today’s market. Check the research brokerages in your area that ranks the highest on search engines. You will also visit their website to determine if their site can easily navigate and portray the types of images they want to be associated with as agents.
Question: “Do you offer CRM, research tools, predictive analytics, or other technical tools? If so, please tell us about them and how they work.”
10. Policy and Procedure Manual: Make sure you know the rules
Most major brokerage companies have a policy and procedure manual that outlines the structure of the committee, and in addition to policies for quitting a company, relocation, or referral program, you should also participate in meetings and training. I’m looking forward to it. If you switch brokerages, be especially careful of non-competitive terms or rules regarding client acquisition.
Question: “If I join your company, will I receive a copy of your policy and procedures manual? If so, can I take a quick look at it now?”
11. Lead generation opportunities
Today, many brokerages offer paid lead programs, AI-led referrals, and relocation/and referral programs within and outside the local market area.
Question: “How are incoming leads distributed? Are there rotations or are top agents given priority?”
Choosing the right brokerage company is more than just a fee split. Find a company that will help you succeed by providing the right balance of training, support, technology and lead generation opportunities. Personally stock what matters most to you, regarding where you work, the office culture, the level of support, and the business goals you want to achieve.
Success in real estate depends on making the right choice. Choose wisely.
Bernice Ross, president and CEO of BrokerageUp and RealestateCoach.com and founder of RealestateWealthForWomen.com, is a national speaker, author and trainer with over 1,500 published articles.
