Congratulations! You’ve decided you have what it takes to be a real estate agent, you’ve studied, and you’ve passed your exam. Now you face one of the most critical and defining decisions of your career: where will you “hang” your license? Your choice of a first brokerage can either catapult your success or stall it before you even begin. It is not a decision to be taken lightly. As detailed in “Fearless Agent,” it’s not just about who offers you the best commission split.
Beyond the Split: What Really Matters
It’s very common for new agents to focus almost exclusively on the “split”—the percentage of the commission that they keep versus what the brokerage keeps. One brokerage might offer a 90/10 split (90% for you), which sounds incredibly tempting. Another might offer 60/40. The choice seems obvious, right? Not so fast.
Ask yourself: what good is 90% of zero? If a brokerage gives you a high percentage but offers no training, no mentorship, no support, and no culture of growth, you will likely take a very long time to close your first deal, if you ever do. The cost of a bad choice isn’t measured in the split percentage, but in lost time, frustration, and missed opportunities.
Here are the crucial factors you must evaluate, inspired by the “Fearless Agent” philosophy:
- Training and Continuing Education: This is, without a doubt, the most important variable for a new agent. Does the brokerage have a structured training program for beginners? Does it go beyond the basics and teach you how to generate leads, manage a CRM, market yourself, and negotiate effectively? Do they offer coaching or access to advanced courses? A good brokerage invests in your knowledge because they know your success is their success.
- Mentorship and Support: A new agent’s path is full of questions and doubts. Having a mentor or an accessible broker who can answer your questions in real-time is invaluable. Will you have someone to call when you don’t understand a contract clause or when you need advice for a tough negotiation? Find out if the brokerage has a formal mentorship program or if the culture promotes collaboration and mutual support among agents. Administrative support is also key: who helps you ensure your files and contracts are compliant?
- Company Culture: Every brokerage has its own personality. Some are highly competitive, others are more collaborative and family-like. Some are tech-forward and modern, others more traditional. Spend time in the office, talk to other agents who work there. Do you feel comfortable in that environment? Do the company’s values align with yours? A toxic culture or one that doesn’t fit your personality can drain your energy and motivation.
- Lead Generation and Technology: Does the brokerage provide any source of leads, or do they teach you effective systems to generate them yourself? What technological tools do they offer? A good CRM (Customer Relationship Management) system, a professional website, and digital marketing tools are industry standards today. Make sure you won’t be left behind technologically.
- Reputation and Market Presence: Is the brokerage’s brand respected in your area? A strong brand can open doors and give you instant credibility with clients. Research their positioning and local market share.
How to Make the Decision
Don’t settle for the first option. Interview at least three different brokerages. Prepare a list of questions based on the points above. Don’t be the one being interviewed; you are interviewing your future business partner. And remember, the commission split and any potential monthly “desk fees” are important, but they should be the last factor you consider once you’ve evaluated the total value the brokerage offers you. Choosing the right brokerage is like choosing fertile soil to plant the seed of your business. Choose wisely, and you’ll have a solid foundation to grow without limits.