Lesson 2 of 6 · 10 min read
Questions to ask before you sign
Twelve specific questions that reveal how a brokerage actually operates — and the red flags to listen for in the answers.
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Good brokerages answer these questions directly
A recruiting conversation is a two-way interview. You're evaluating them as much as they're evaluating you — and the answers to specific, pointed questions tell you more about a brokerage than any marketing deck.
Here are twelve questions worth asking, in roughly the order you'd ask them. Pay attention not just to the answers but to how the recruiter handles the questions.
1. "What was your average agent's production last year?"
This separates environments from income statements. A brokerage can have $400M in total volume — but if it's carried by three agents, the average of 40 agents is $10M each, which tells a very different story.
Follow-up: What does the production distribution look like — top 10, middle, bottom?
2. "How many transactions did you close as a company last year, and at what average price?"
This gives you context on the market segment they're actually operating in, not the one they market to.
3. "When I have a complicated deal situation after hours, who do I call and will they pick up?"
Don't accept "of course, we're always available." Ask for a name and then ask that person the same question later.
4. "What does your broker do in a typical transaction — before the contract, during, and at closing?"
A broker who reviews offers before submission, tracks deals through, and checks in at the closing stage is fundamentally different from one who signs off on the file at the end. This answer reveals what you're actually buying.
5. "Show me the actual fee schedule — all of it."
Split, desk fee, transaction fee, E&O charge, technology fee, marketing cost, franchise fee. Request it in writing. If they're reluctant to put it in writing, that's informative.
6. "What does onboarding look like for a new agent here?"
A brokerage with a real onboarding program — structured week-by-week guidance, tech setup, systems training, broker check-ins — operates differently from one where you get your login credentials and figure it out.
Ask: What specifically happens in my first 30 days?
7. "What technology is included in my split, and what do I pay separately?"
CRM, transaction management, showing software, listing syndication, digital signing, marketing templates. Get specific. "We provide everything you need" is not an answer.
8. "What happens to my pipeline if I leave?"
Active listings and buyer agreements are typically yours — they follow your license. But ask about the specific policy, and get it in writing if anything is ambiguous. Some brokerages with in-house transaction coordination have policies that complicate mid-transaction departures.
9. "Can I speak with two or three current agents — not a pre-selected list?"
Any recruiter can line up their most enthusiastic agent. Ask to talk to someone who's been there 2–3 years and someone who joined in the last six months. The multi-year agent will tell you what day-to-day really looks like. The recent arrival will tell you if the onboarding pitch matched reality.
10. "What changed at the brokerage in the last 12 months?"
A brokerage that's growing, investing, and adapting answers this with specifics. A brokerage in decline or stagnation often pivots to generalities. Changes in broker leadership, technology, market segment, or fee structure are worth understanding before you sign.
11. "What has your agent retention looked like? Who left in the last year and why?"
Turnover is a leading indicator. A small boutique losing one or two agents in a year is normal. A shop losing 20% of its agents annually is telling you something. You won't always get an honest answer here, but the way the question is handled tells you something on its own.
12. "What does success look like here in year two?"
This question reveals whether the brokerage thinks about agent development as a long-term relationship or a transactional one. A broker who answers with production metrics, mentorship milestones, and specific expectations is in a different category than one who says "just keep growing."
What to listen for
The best answers to these questions are specific, backed by data or examples, and delivered without defensiveness. Ambiguity isn't always a red flag — some things are genuinely hard to quantify — but ambiguity across multiple questions usually means the reality doesn't match the pitch.
A brokerage that answers all twelve clearly, invites you to talk to current agents without coaching them first, and puts the fee schedule in writing is one that's comfortable with scrutiny. That's a good sign.
Up next: Your realistic ramp timeline — what to expect week by week in months one through three, and how to plan your cash flow bridge.
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