10 Questions to Ask a Brokerage About Training Before You Sign

Most new real estate agents pick a brokerage by comparing commission splits. It's an easy number to compare, and it's often the wrong place to start. An 80/20 split means very little when you don't have a closing yet. What you need in your first year is someone who will teach you how to get one.

Every brokerage will tell you it offers great training. Your job in the interview is to find out what that means in practice. These 10 questions will help you see past the pitch before you sign an independent contractor agreement.

Why Training Should Come Before the Split

The first couple of years in real estate can be rough. The Bureau of Labor Statistics puts the median pay for sales agents at $52,830 as of May 2025, and it notes that income from commissions can be irregular.

Early on, the numbers look even tighter. The National Association of Realtors reports that members with two years of experience or less had a median gross income of $8,100 in 2024, compared with $78,900 for those with 16 years or more.

That gap is why your first brokerage matters so much. The right support can shorten the time it takes you to land your first deals. The wrong fit can leave you paying desk fees while you figure everything out alone.

What Good Real Estate Coaching Looks Like

Before you start asking questions, know what you're measuring against. Strong programs usually combine three things: structured courses, live practice and a person who holds you accountable. A library of videos alone isn't coaching.

It's useful to look at how a large network packages this. Realty ONE Group's real estate franchise coaching is built around ONE University, with on-demand courses on topics such as negotiation, market analysis and digital marketing, along with live webinars and hands-on workshops.

You don't have to join that company to learn from the example. Use it as a checklist: is there a curriculum, can you access it on your schedule and is there a human being involved?

With that benchmark in mind, here's what to ask at any brokerage.

The 10 Questions

1. What does my first 90 days look like? Ask for a written schedule. A good answer has specific weekly activities, not just "we'll get you plugged in."
2. Who will actually train me? Find out if it's a dedicated coach, your managing broker or a recorded video. Then ask how many agents that person supports.
3. Is there a mentor program, and what does it cost? Some brokerages take a share of your first few deals in exchange for mentorship. That can be a great trade, but you need to know the terms.
4. Can I shadow a listing appointment or a buyer consultation? Watching a strong agent work is often the fastest way to learn. Ask how often this happens and who sets it up.
5. How will you teach me to find clients? Repeat clients and referrals drive a lot of business for experienced agents, but you won't have those yet. Ask what a new agent should be doing every week to generate leads.
6. What training covers contracts and compliance? You want help with forms, disclosures and buyer agreements. You also want a clear lesson on the Fair Housing Act, which bars discrimination based on race, color, national origin, religion, sex, familial status and disability.
7. Who reviews my first contracts? Ask whether a broker checks your paperwork before it goes out and how quickly you can reach someone when a deal gets complicated at 8 p.m.
8. What technology do I get, and who teaches me to use it? A CRM you never open is an expense, not a tool. Ask for a walkthrough, and ask which systems are included in your fees.
9. How much does all of this cost me? Ask about desk fees, transaction fees, tech fees and training fees. Add them up as an annual number.
10. How many new agents from last year are still here? This one is the most revealing question on the list. If the manager can't answer or changes the subject, take note.

Red Flags to Watch For

Pay attention to how the interview feels as well as what you're told. A brokerage that wants you may still be the wrong one. Be careful if you hear any of the following:

1. Everything depends on your hustle, and no one can describe a process.
2. You're pushed to sign before you've seen the agreement.
3. Training is available, but only at times you can't attend.
4. The team talks about recruiting more than it talks about selling homes.

Also remember what your status means. NAR says 87 percent of its members are independent contractors at their firms. That means your brokerage generally isn't your employer, so the training you get is part of what you're buying when you hand over a share of your commission.

How to Compare Two Offers

Interview at least two or three brokerages, and write down the same details for each. Then compare them side by side.

1. Year-one cost: Add up every fee you'll pay in your first 12 months, including the ones charged per transaction.
2. Coaching time: Estimate the live hours you'll get each month.
3. Mentor access: Note who you can call and how quickly they respond.
4. Culture: Ask to speak with an agent who joined within the last year.

That last step can be the most useful. Ask how many deals that agent closed in the first year and who helped when things went wrong. A newer agent will tell you things a recruiter won't, including whether the promised training really happens.

It's also smart to check your state's rules. Licensing and continuing education requirements vary, and agents must work under a licensed broker. Ask whether the brokerage's classes count toward your continuing education, since that can save you time and money at renewal.

Choose the Place That Will Teach You

Your first brokerage is where you'll build the habits you keep for the rest of your career. A slightly lower split at a place that teaches you to win clients is a better deal than a great split at a place where you're on your own. Ask the questions, take notes and trust the answers you get.