Questions Agents Should Ask Before Joining a Real Estate Firm
Joining a real estate firm can level up your career, or quietly drain it. The difference usually comes down to what you ask before you sign anything. Most agents interview a brokerage the same way they pick a Netflix show: they scroll, guess, and hope for the best.
This guide covers the questions agents should be asking before joining a real estate firm, plus what the answers actually mean in real life. If you want a brokerage that helps you grow, protects your time, and doesn’t treat you like a headcount, start here.
Start With the Firm’s Culture and Expectations
Culture sounds fluffy until it affects your income, your stress level, and your sanity. Ask how the team operates day to day, not how they describe themselves on a recruiting flyer.
Questions to ask about culture
- How do agents communicate internally, and what happens when problems come up?
- Is the culture independent, team-driven, or a mix?
- What behaviors get celebrated here?
- What behaviors get corrected fast?
- What does accountability look like when deals go sideways?
What to listen for
If everything sounds perfect and nobody can name a real challenge, you’re being sold. A healthy brokerage can explain how they handle conflict, client issues, and agent mistakes without turning it into drama.
Ask How You’ll Actually Get Business
“We have leads” is not an answer. It’s a trailer. You need the full movie.
Questions to ask about leads and business generation
- Do you provide leads? If yes, where do they come from?
- How are leads distributed, and what expectations come with them?
- Do you use a CRM? Is it required?
- What does follow-up look like, and who coaches it?
- What marketing support is included, and what costs extra?
If you want a simple way to evaluate a firm, ask them to walk you through a lead from “new inquiry” to “appointment set.” If they can’t explain the process, they don’t have one.
For a baseline on professional standards and agency relationships, review the National Association of Realtors guidance on working with real estate agents.
Commission, Fees, and the Real Math
Splits are only part of the story. The real number is what you keep after fees, tools, caps, and required spend.
Questions to ask about money
- What is the commission split, and does it change over time?
- Is there a cap? What counts toward the cap?
- What are the monthly fees, transaction fees, or admin fees?
- What tools are included, and what do I pay for separately?
- Are there marketing requirements, desk fees, or hidden charges?
What to do with the answers
Ask for a sample breakdown on a realistic deal. Example: “Show me what I net on a $350,000 sale with a 3% side.” If they won’t walk through it, that’s your answer.
Training, Coaching, and Skill Development
Some brokerages say “we offer training,” but it’s a monthly meeting and a prayer. You want a path that improves your skills, not just your motivation.
Questions to ask about training
- What does training look like for new agents in the first 90 days?
- Is coaching included, or is it an add-on?
- Do you teach scripts, role play, and objection handling?
- How do you train negotiation and contract skills?
- Who is responsible for my growth, me or the firm?
If the firm has a process, they can explain it clearly. If they say “it depends,” you’ll be on your own.
Support Systems and Operations
You can be a great agent and still lose deals if your support systems are messy. Ask how the office functions when you’re under contract and moving fast.
Questions to ask about support
- Do you have transaction coordination? Is it included?
- Who helps when I have a contract question at night or on weekends?
- What is the broker-in-charge’s involvement with agents?
- What systems do you use for compliance and paperwork?
- How do you handle client complaints or disputes?
Brand, Marketing, and Your Online Presence
Your brokerage brand can help you, but it won’t replace your personal brand. Ask what they provide and what freedom you have to market yourself.
Questions to ask about marketing
- Do you provide listing marketing, photography, video, or design support?
- Do you have social media standards or restrictions?
- Do you help with personal branding, or only brokerage branding?
- Do you have a blog, YouTube, or community content strategy?
If you want to see how a firm educates the market, look at their public content. Here’s ours: Mantle Realty Blog.
What It’s Like After You Join
Some firms recruit hard and disappear once you’re onboard. You want to know what ongoing expectations and support look like.
Questions to ask about life after onboarding
- What does your onboarding process look like?
- What are the expectations for production, meetings, or office time?
- How do you measure agent success beyond sales volume?
- What happens if I’m struggling in month 3?
- How do top agents stay engaged here long-term?
Quick Checklist: Questions to Bring to Every Brokerage Interview
- How do agents get business here, and what is the lead process?
- What do I net after all fees and tools on a typical deal?
- What training exists in the first 90 days, and who runs it?
- Who supports contracts and compliance when I’m in a bind?
- What does culture look like when things go wrong?
Talk With a Brokerage That Will Actually Answer These
If you’re interviewing real estate firms and want a straight conversation about expectations, support, systems, and growth, you can reach out here: Contact Mantle Realty.
