Questions to Ask Before Joining a Real Estate Team
Due-diligence prompts that clarify splits, leads, mentorship, systems, and brand fit before you commit to a real estate team.
1How are commission splits structured and how do they change with volume?
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How are commission splits structured and how do they change with volume?
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Why this works
Reveals income trajectory and incentives beyond a headline number.
2What lead sources do you provide and who owns the relationship?
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What lead sources do you provide and who owns the relationship?
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Why this works
Clarifies pipeline quality and client ownership rules.
3What does onboarding look like in the first 60–90 days?
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What does onboarding look like in the first 60–90 days?
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Why this works
Tests readiness to ramp you quickly with concrete milestones.
4How many active listings and buyers do typical agents carry here?
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How many active listings and buyers do typical agents carry here?
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Why this works
Signals team momentum and realistic workload.
5What systems do you use (CRM, marketing, transaction coordination)?
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What systems do you use (CRM, marketing, transaction coordination)?
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Why this works
Ensures tools match your workflow and reduce admin drag.
6Who pays for marketing, photography, and signs—and how is budget set?
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Who pays for marketing, photography, and signs—and how is budget set?
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Why this works
Prevents surprise expenses and misaligned expectations.
7How are opportunities distributed between agents?
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How are opportunities distributed between agents?
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Why this works
Checks fairness and criteria for assignment.
8What’s your approach to training, shadowing, and mentorship?
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What’s your approach to training, shadowing, and mentorship?
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Why this works
Looks for a learning culture that compounds skills.
9How do you handle conflicts, ethics questions, or client disputes?
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How do you handle conflicts, ethics questions, or client disputes?
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Why this works
Asks for policies that protect your license and reputation.
10What’s expected weekly in prospecting or open houses?
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What’s expected weekly in prospecting or open houses?
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Why this works
Establishes activity standards tied to results.
11How many agents hit their income goals last year—and why?
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How many agents hit their income goals last year—and why?
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Why this works
Seeks outcomes, not promises, with concrete drivers.
12What is your reputation in the local market?
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What is your reputation in the local market?
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Why this works
Brand strength affects referrals and negotiations.
13What admin support is available during busy seasons?
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What admin support is available during busy seasons?
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Why this works
Determines whether you’ll drown in paperwork or sell.
14How do you handle team-generated clients if an agent leaves?
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How do you handle team-generated clients if an agent leaves?
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Why this works
Clarifies post-exit rules and pipeline ownership.
15What’s your stance on part-time vs. full-time expectations?
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What’s your stance on part-time vs. full-time expectations?
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Why this works
Aligns commitment level with culture and goals.
16How does the team celebrate wins and share learnings?
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How does the team celebrate wins and share learnings?
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Why this works
Healthy cultures institutionalize retros and recognition.
17What does success in year one look like here?
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What does success in year one look like here?
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Why this works
Asks for measurable targets and support to reach them.
18What’s the growth path (e.g., listing specialist, buyer agent, ops)?
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What’s the growth path (e.g., listing specialist, buyer agent, ops)?
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Why this works
Shows longer-term roles and optionality.
19Can I speak with two agents who joined in the last year?
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Can I speak with two agents who joined in the last year?
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Why this works
Collects fresh perspectives on onboarding and reality.
20What’s something you’re improving about the team right now?
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What’s something you’re improving about the team right now?
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Why this works
Looks for self-awareness and continuous improvement.
Choosing the Right Team
Expert tips and techniques for getting the most out of these questions.
Outcomes Over Promises
Ask for Numbers
Look for agent income distribution and conversion rates.
Verify Support
Shadow a day to see systems and culture live.
Clarify Ownership
Understand who owns leads and relationships pre/post exit.
Decision Scorecard
Five Factors
Common Pitfalls
Headline Split Trap
Evaluate net take-home after expenses and support.
Tool Chaos
Disorganized systems cost time and deals.