Questions Agents Should Ask Before Joining a Real Estate Firm
Joining a real estate firm can accelerate your career or quietly stall it. The difference usually comes down to the questions you ask before you sign anything.
Too many agents interview a brokerage the way they pick a Netflix show: scroll fast, trust the trailer, and hope it gets better after episode one.
This guide breaks down the most important questions agents should ask before joining a real estate firm and explains what the answers actually mean once you’re in production.
Start With the Firm’s Culture and Expectations
Culture sounds vague until it affects your income, stress level, and work-life balance.
Don’t ask how a brokerage describes itself. Ask how it operates when things are busy or broken.
Questions to Ask About Culture
- How do agents communicate internally?
- What happens when problems or conflicts come up?
- Is the environment independent, team-based, or a hybrid?
- What behaviors are rewarded here?
- What behaviors get corrected quickly?
- How does accountability work when deals go sideways?
If everything sounds perfect and no one can describe a real challenge, you’re not hearing the truth. Healthy brokerages can explain how they handle mistakes without drama or blame.
Ask How You Will Actually Get Business
“We have leads” is not an answer. It’s a teaser.
You need to understand how business is generated, managed, and converted.
Questions to Ask About Leads and Business Generation
- Do you provide leads, and where do they come from?
- How are leads distributed?
- What expectations come with company-provided leads?
- Do you use a CRM, and is it required?
- What does follow-up look like, and who coaches it?
- What marketing support is included versus optional?
A simple test: ask the firm to walk you through a lead from “new inquiry” to “appointment set.” If they can’t explain the process clearly, the system doesn’t exist.
For baseline expectations around agency relationships and professionalism, review guidance from the National Association of Realtors on working with real estate professionals .
Commission, Fees, and the Real Math
Commission splits are only part of the equation. The real number is what you keep after fees, tools, caps, and required spending.
Questions to Ask About Money
- What is the commission split, and does it change?
- Is there a cap, and what applies toward it?
- Are there monthly, transaction, or admin fees?
- What tools are included, and what costs extra?
- Are there marketing requirements or desk fees?
Ask for a realistic example. “Show me what I net on a $350,000 sale at a 3 percent commission.” If they won’t walk through it, that’s your answer.
Training, Coaching, and Skill Development
Some firms advertise training, but what they offer is motivation, not skill development.
You want systems that improve how you prospect, negotiate, and close, not just how excited you feel after a meeting.
Questions to Ask About Training
- What does training look like in the first 30, 60, and 90 days?
- Is coaching included or an additional cost?
- Do you teach scripts, role play, and objection handling?
- How are negotiation and contract skills trained?
- Who is responsible for my development, me or the firm?
If a brokerage has a real training system, they can explain it clearly without buzzwords.
Support Systems and Operations
Even strong agents lose deals when support systems are weak.
You need to know how the firm functions once you’re under contract and moving fast.
Questions to Ask About Support
- Is transaction coordination available, and is it included?
- Who helps when I have contract questions after hours?
- How involved is the broker-in-charge day to day?
- What systems handle compliance and paperwork?
- How are client complaints or disputes managed?
Brand, Marketing, and Your Online Presence
A brokerage brand can support you, but it will not replace your personal brand.
Ask what tools and freedom you have to build your own presence.
Questions to Ask About Marketing
- What listing marketing is provided?
- Is photography, video, or design included?
- Are there social media guidelines or restrictions?
- Does the firm help with personal branding?
- Does the brokerage produce educational or community content?
If you want to see how a firm educates the market publicly, review their content. For example, you can explore the Mantle Realty blog and market education resources .
What Life Looks Like After You Join
Some brokerages recruit aggressively and disappear once onboarding ends.
You want clarity on expectations, accountability, and long-term engagement.
Questions to Ask About Ongoing Support
- What does the onboarding process include?
- Are there production or meeting expectations?
- How is success measured beyond sales volume?
- What support exists if I struggle early?
- How do top agents stay engaged long-term?
Quick Checklist for Every Brokerage Interview
- How do agents generate business here?
- What do I net after all fees on a typical deal?
- What training exists in the first 90 days?
- Who supports contracts and compliance?
- What does culture look like when things go wrong?
Talk With a Brokerage That Will Actually Answer These Questions
If you are interviewing real estate firms and want honest conversations about expectations, systems, support, and growth, start a conversation with Mantle Realty about joining a real estate firm .
