How to Interview a Brokerage as a New Agent

You’ve spent weeks staring at practice real estate exams and memorizing the difference between joint tenancy and community property.

You passed.

You have that provisional sense of accomplishment. But here is the unvarnished truth: Passing the California real estate exam tested your memory. Choosing your brokerage will test your judgment—and the wrong choice can be more expensive than a failed test.

In California, your broker is your supervisor. Your brokerage isn't just a place to hang your license; it is a professional partnership where they are responsible for your conduct and you are responsible for their reputation. This interview is a risk audit.

Imagine this: It’s 8:00 PM on a Thursday. You’re in your first escrow. The buyer’s agent is screaming about a missed disclosure deadline on the Transfer Disclosure Statement (TDS). If you miss this window, you risk triggering cancellation disputes, the potential loss of your client’s deposit, a DRE complaint, and significant professional liability. You call your broker. It goes to voicemail. You call the office manager. No answer. You are alone, and your license is on the line.

New agents don’t fail because they lack “hustle.” They fail because they lack structured support. This guide is designed to transform you from a nervous applicant into a confident investigator.

THE 10-MINUTE PRE-INTERVIEW CHECKLIST

Do not walk into the office until you have these items in your hand:

• The Scorecard: A physical copy of the scoring rubric found at the bottom of this guide.
• My Goals Sheet: Your target hours per week and your monthly “keep the lights on” budget.
• The Evidence Folder: A notepad ready to document specific proof (calendars, checklists, and fee schedules).
• The Deal Timeline: A printed sheet showing the lifecycle of a deal (Offer → Acceptance → Disclosures → Contingencies → Closing) to ask exactly where their review gates occur.

1. Your Pre-Interview Intelligence Gathering

Before you step into an office, you need to know who you are talking to. Not every brokerage is built for a rookie. First, you must Decode the Model. Is this a training-centric firm, a “desk-fee farm,” or a high-volume team? If you aren't sure which path fits your personality, stop and read Should You Join a Team or Go Solo before you schedule the meeting.

Next, scan for online red flags. Look at their social media. Are they constantly recruiting “unlimited potential” but showing zero photos of actual training sessions? For a deeper dive into the specific warning signs I’ve seen over the last 20 years, see our guide on Red Flags When Choosing Your First Brokerage.

2. The Five-Point Interrogation (The System Audit)

Category 1: Training PROOF, Not Promises

• Core Question: Does this brokerage have a repeatable system to turn a student into a producer?
• Ask the Script: “Walk me through the exact training schedule for my first 30 days. Can I see the syllabus for your contract writing role-play?”
• Proof to Demand: Demand to see a Live Calendar, a Course Syllabus, and an Invitation to sit in as a guest at the next session.
• Good Answer: “We have a 4-week ‘Launch’ program. It’s live every Tuesday and Thursday. Here is a copy of the calendar; you are welcome to attend the 10 AM session this Thursday to see for yourself.”
• Dangerous Answer: “We have an amazing culture of learning. Everyone here is an open book, and you can watch our library of videos whenever you want.”

Category 2: Broker Access & Supervision (Your License SLA)

• Core Question: Who saves you when a deal goes sideways at 9:00 PM?
• Ask the Script: “What is your agent-to-supervisor ratio? What is your guaranteed response time for a contract emergency? If you aren't available, who is the designated backup by name and title?”
• Proof to Demand: Demand a Written Service Level Agreement (SLA) or a clear, documented protocol for after-hours support.
• Good Answer: “Our ratio is 25:1. I am available until 9 PM, after which [Name], our Assistant Manager, takes over. We guarantee a 30-minute response for active escrows.”
• Dangerous Answer: “We’re like a family here. Someone is always around, and you can just text the group chat if you get stuck.”

Category 3: Compliance & Risk Protection

• Core Question: How do they prevent you from making a career-ending disclosure error?
• Ask the Script: “Where is your transaction checklist stored and who enforces it? Show me your broker review gates in writing—at what exact points am I blocked from proceeding without your signature?”
• Proof to Demand: Demand to see a Transaction Checklist.
• Good Answer: “We use [Software]. You cannot send an offer or release contingencies until our compliance officer signs off on these four specific gates. Here is the checklist we use.”
• Dangerous Answer: “We trust our agents to be professional. Just upload everything to the folder before the deal closes so we can pay you.”

REALITY CHECK: Policy Varies, Presence Doesn't Exact review gates vary by brokerage based on their specific insurance requirements and workflow, but the presence of these gates is non-negotiable. If there is no formal checkpoint, you are flying without a parachute.

Category 4: The TRUE Cost (Splits & Effective Split)

• Core Question: What do I actually take home after the "house" takes its cut?
• Ask the Script: “I need a written fee schedule. Show me a sample commission breakdown for a new agent on a $10,000 gross commission with your exact fees, E&O, and franchise costs deducted.”
• Proof to Demand: Demand a Written Fee Schedule and a $10,000 Net Commission Sample Printout.
• Good Answer: “Here is a printed sheet showing that on a $10k check, your take-home is exactly $6,200 after all costs. We call this your ‘Effective Split.”
• Dangerous Answer: “We offer a 70/30 split, which is the best in the area! The other fees are just standard industry stuff that comes out at the end.”

CRITICAL: If you don’t understand how “off-the-top” fees can gut your paycheck, stop and read Commission Splits Explained for New Agents before you sign anything.

Category 5: Lead Flow Mechanics

• Core Question: How are leads (if any) distributed, and what is the "pay-to-play" reality?
• Ask the Script: “How are office leads distributed? If I take a lead from the office, what is the split? More importantly, do I own my Sphere of Influence (SOI) leads if I choose to leave?”
• Proof to Demand: Demand to see the Lead Distribution Rules and the Lead Ownership clause in the independent contractor agreement.
• Good Answer: “Office leads are round-robin to ready agents at a 50/50 split. Your personal sphere leads are yours to keep, and the split on those is 70/30.”
• Dangerous Answer: “We have more leads than we know what to do with! If you’re hungry, you’ll get your fair share. We put everyone in the company CRM.”

REALITY CHECK: Lead Ownership Trap (Teams) I’ve seen agents join a team and bring in a $1.2M listing from their own cousin. Because they hadn't audited the agreement, the team leader took 50% despite providing zero help. Worse, when the agent left, the leader claimed "ownership" of the cousin in the CRM. Audit your lead ownership before you sign.

3. THE MASTER QUESTION LIST

Group these into your notes to pressure-test their operations.

Systems & Evidence

• What is the agent-to-supervisor ratio for new licensees?
• Show me your transaction checklist (redacted).
• Can I see your broker review gates in writing?
• Who is the backup supervisor by name and title when the primary is on vacation?

Money & Ownership

• Show me a sample commission breakdown for a $10,000 gross check.
• In the event of a claim, what is the E&O insurance deductible I am personally responsible for?
• Do I own my Sphere of Influence (SOI) leads if I choose to leave the brokerage?
• What happens to my pending escrows if I move to another firm?

Lead Generation

• Are there mandatory floor time requirements?
• Do teams require giving up ownership of SOI leads to the team CRM?
• How many agents who joined in the last 6 months have closed at least 2 deals?

THE “3+1” NON-NEGOTIABLES

Walk out of the room if they cannot provide these four things:

1. A Written Fee Schedule: No verbal promises on splits.
2. The $10k Breakdown: A clear example of take-home pay after all deductions.
3. A Live Training Calendar: Proof that support is a schedule, not a theory.
4. A Designated Supervisor: A specific person (not a group chat) responsible for your file.

4. THE 5-MINUTE TIE-BREAKER

If you are comparing two brokerages, lay their proof side-by-side and compare only these four data points:

• The Net Check: Which $10k breakdown is higher?
• The Support Ratio: Which agent-to-supervisor ratio is lower?
• The Training Density: Which calendar has more live sessions in the next 14 days?
• The Review Gates: Which checklist has more mandatory "Stop" points before an offer is sent?

5. THE SCORECARD & DECISION TOOL

Grade each brokerage from 1 (Poor) to 5 (Excellent) in these categories:

• Training Proof: (Syllabus shown/Guest invite offered)
• Broker Access: (SLA committed/Backup named)
• Compliance Systems: (Checklist shown/Review gates enforced)
• Cost Transparency: (Written fee schedule/$10k breakdown provided)
• Lead Mechanics: (Clear distribution rules/No SOI ownership traps)

The Walk-Away Rule: If Training, Broker Access, or Compliance average below a 4, do not join. No split compensates for a failed deal, a DRE complaint, or a damaged reputation in your first year.

Now that you know how to audit a firm, see our list of the Best Brokerages for New Agents in California to see who tends to score well on these criteria.

Your Career, Your Choice

The brokerage you choose is the most important business decision of your first year. Treat it like a million-dollar acquisition. Once you have chosen the right supervisor to protect your license, your next step is to master the roadmap to actually close deals. Follow our sequence to Start a Real Estate Career in California correctly.

Frequently Asked Questions

What if no brokerage in my area meets a “4” on the scorecard? Keep looking. In major California markets, there are hundreds of options. If you must compromise, never compromise on Broker Access or Compliance. You can buy your own training, but you cannot buy protection from a DRE audit or a ruined reputation.

What should I email the broker after the meeting if they didn’t provide proof? Send this: "Thank you for the time today. To help me make my final decision, could you please email over the written fee schedule, the $10,000 commission breakdown example, and the training syllabus for next month that we discussed?"

In the event of a claim, am I always responsible for the E&O deductible? Usually, yes. It can range from $1,000 to $5,000 or more. You need to know this number upfront so you can budget for it in your "keep the lights on" plan.

Should my broker review offers before submission in California? Yes. While the DRE allows for various supervisory structures, it is a professional best practice to have a broker or manager review your first several offers and disclosure packets to protect your license and your client.

How do I verify training is real? Ask to be a guest. A brokerage with a strong training program is proud to show it off. If they claim it is "proprietary" and can only be seen after you sign a contract, they are likely hiding a lack of substance.