Your first brokerage will shape the early trajectory of your career more than almost any other decision. And yet most new agents choose based on one factor: the commission split.
I get it. When you’re not earning yet, the idea of giving up a bigger percentage feels painful. But here’s what I’ve seen over 25 years: the agents who choose the highest split with the least support often earn less in their first year than agents who chose a lower split with better training, mentorship, and systems.
The split only matters if you’re closing deals. And closing deals requires skills, support, and structure that the right brokerage provides.
What Actually Matters When Choosing a Brokerage
1. Training and Onboarding
Ask: What does your new agent training look like? Is it a structured curriculum or a “watch these videos” situation? How long does onboarding last? Is there ongoing training after the first month? The best brokerages invest in helping you succeed — because when you succeed, they succeed.
2. Mentorship and Accessibility
Ask: Will I have a designated mentor? How accessible is the broker or team leader when I have questions at 7 PM on a Saturday during a showing? New agents need someone who will walk them through their first contracts, their first negotiations, and their first “what do I do now?” moments.
3. Culture
This one’s harder to measure but just as important. Visit the office. Talk to the agents who work there. Do they help each other, or is it competitive and siloed? A brokerage where agents share knowledge and support each other is worth its weight in gold when you’re new.
4. Technology and Tools
Ask: What CRM is provided? What marketing resources are available? Is there transaction management software? How about a website or lead generation tools? Every tool your brokerage provides is one less expense out of your pocket.
5. Commission Structure (Yes, It Matters — But Last)
Once you’ve evaluated training, mentorship, culture, and tools, then compare splits. Understand the full picture: What’s the split? Is there a cap? Are there franchise fees, desk fees, or transaction fees on top? What does the net look like after all deductions?
The Questions to Ask
I put together a free downloadable guide with the exact questions every new agent should ask before choosing a brokerage. It covers training, support, costs, culture, and more — so you walk into those interviews prepared, not guessing.
→ Download the Brokerage Interview Questions guide here.
And if you want a structured framework for making this decision — including a self-assessment quiz that helps you determine whether you’re best suited for an independent role, a team environment, or a hybrid approach — that’s part of our Business Accelerator.