Team vs. solo: the real trade-off
Going solo means you keep more control over your business, and typically more of each commission, but you also generate all of your own clients, pay your own marketing costs, and learn mostly on your own. Joining a team usually means sharing some compensation in exchange for things like leads, training, systems, and support. Neither path is better for everyone. The right answer depends on your experience, finances, goals, and how you like to work.
The way to decide is to compare specific teams on specifics. These questions help.
Questions about leads
- Where do the team's leads come from (referrals, past clients, content and organic search, paid ads, purchased leads)?
- How are leads distributed, and what decides who gets the next one?
- What's expected when I receive a lead: response time, follow-up, reporting?
- Is there a different split or fee on team leads versus clients I bring myself?
- What happens to a lead I've been nurturing if I leave?
Be cautious with any promise of a specific number of leads or income. Ask what's documented and what's an estimate.
Questions about compensation and costs
- What's the split structure, and does it change over time or with production?
- Is there a cap, and what counts toward it?
- What fees will I pay: brokerage, desk, technology, transaction, E&O, MLS and association dues?
- Which marketing costs are covered, and which are mine?
- When and how am I paid after closing?
Ask for everything in writing, and read the brokerage's independent contractor or affiliation agreement before you sign.
Questions about training and support
- What does onboarding look like in the first months?
- Who coaches me, how often, and on what?
- Will someone review my first offers and help with negotiations?
- What transaction support is provided (coordination, templates, showing help)?
- What systems will I use, and is training on them included?
Questions about expectations and culture
- What are the minimum expectations for availability, meetings, and activity?
- How does the team handle disagreements or a deal going sideways?
- How does the team approach compliance, fair housing, and advertising rules?
- Can I talk to current team members?
- What happens if I want to leave the team: notice, pending deals, clients?
Washington-specific things to understand
- One firm at a time: in Washington, a broker is licensed to one firm at a time and supervised by a designated or managing broker. Joining a team means affiliating with that team's firm.
- Team advertising: Washington has rules about how teams and firm names appear in advertising. Ask how the team keeps its marketing compliant.
- Buyer agreements: since 2024, RCW 18.86 requires written buyer brokerage services agreements. A team should have a clear process for presenting them and explaining compensation to buyers.
How our team answers these
We'd rather you ask hard questions than be surprised later. Our leads come from organic content on our consumer websites rather than paid ads, and because the details depend on your experience, we walk through topics like how leads are shared, compensation for your situation, and training and support on a confidential first call. See what to expect to discuss on our first call.
Next steps
Make a short list of teams and ask each the same questions, so you can compare answers side by side. When you're ready, start a confidential conversation with Loomis, or read the team FAQ first.
This article is general information for real estate professionals and people considering a license, not legal advice, and requirements can change. It is deemed reliable but not guaranteed; confirm licensing rules with the Washington State Department of Licensing and brokerage policies with your designated broker.
Loomis Hamilton is a real estate broker with McConnell Group who works with home buyers across Seattle and the greater Seattle area and is building a buyer's-agent team. MLS ID WA 138027.
(425) 516-2041 · l.hamilton@mcconnellgroup.com · Talk confidentially