The Brokerage Field Guide

Ask better questions. Choose a better fit. Adapted from Stacey Alcorn’s guide to selecting a real estate brokerage.

01 — Training and coaching

Ask for the onboarding calendar, coaching format, mentor costs, and daily business-building systems. A video library and hands-on guidance are different services.

02 — Accessible support

Who helps with contracts, marketing, technology, and bookkeeping? Ask about response times, nights, weekends, escalation, and one-to-one assistance.

03 — Office resources

Compare desk and office costs, meeting rooms, printing, after-hours access, multiple locations, and in-person staff support.

04 — Leads and your database

Who receives inquiries on your listings? What deductions apply? Who owns CRM records, can you export them, and what happens if you leave?

05 — Email and privacy

Is company email required? Who can access it, what is filtered, and what happens to contacts, messages, and forwarding after departure?

06 — Client forms and policies

Request the listing and buyer documents your clients will sign. Understand brokerage-specific disclosures, personal-transaction policies, and fee-exception procedures.

07 — Vendor relationships

Can you choose mortgage, title, insurance, and other providers? Ask about affiliated-business marketing and applicable disclosures.

08 — Insurance and risk

Request E&O coverage details: cost, deductible, exclusions, reporting requirements, and any additional insurance obligations.

09 — Culture and recognition

How does leadership communicate? How are agents and teams recognized? Ask about event costs, collaboration, and whether the working culture fits you.

10 — Contract terms and your exit

Review termination, incentive clawbacks, confidentiality, restrictions, pending commissions, listing transfers, and database access. Obtain advice on your actual agreement.

11 — Mandatory commitments

Clarify memberships, MLS costs, meetings, training, office hours, branding, technology packages, production requirements, and all associated charges.

12 — The full compensation picture

Walk through a $10,000 gross commission using the written agreement. Deduct off-the-top charges, brokerage and other splits, and flat transaction fees in the specified order. Divide the net by $10,000 to find the effective split. Then model annual costs and caps.

Confirm verbal promises in writing. This educational guide does not replace advice on your contracts, insurance, taxes, or investments.