There comes a point in almost every real estate agent’s career when the question of joining, leaving, or staying on a team enters their thoughts.
Sometimes it happens because business is going well and you are wondering what the next level looks like. Sometimes it happens because business is slow. Leads are harder to find, buyers are more cautious, sellers have higher expectations, and transactions seem to take longer than they used to.
That is usually when the team conversation starts.
“Maybe I should join a team.”
Or, if you are already on one:
“Maybe I should leave the team and do this on my own.”
Neither decision is inherently right or wrong. It really comes dow to what you want, and why you want it. The important thing is not whether you are on a team. The important thing is whether the business model you have chosen actually supports the career and life you want to build.
A team can provide mentorship, structure, accountability, systems, leads, administrative support, and an opportunity to learn from other agents. But, it can also cost you margin, control, and independence if you do not understand what you are giving up in exchange.
The same is true when leaving a team. Independence can be incredibly rewarding, but it also means taking responsibility for the things a team may have been handling for you before. Before making either move, I believe there are 3 Questions every agent should ask themselves.
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No. 1: “What Do I Actually Want My Real Estate Business to Look Like in 5 Years?”
This is the question I would start with every time.
Not, “What does this team offer?” Not, “How many leads will I get?” Not even, “What is the split?”
Start with yourself. What do you actually want your real estate business to look like 5 years from now? That question is more important than most agents realize because there is no single definition of success in real estate.
Maybe you want to become a highly successful solo agent with a strong sphere of influence and a business built almost entirely on relationships and referrals. Maybe you want to build a team of your own someday. Maybe you want to specialize in listings, luxury homes, relocation, investors, first-time buyers, new construction or a specific geographic area. Maybe you want to stay on a team long term because you enjoy selling and would rather have someone else handle the operational side of the business. Or maybe your goal is simply to build a profitable real estate business that gives you more time with your family and more freedom outside of work.
All of those are legitimate goals.
The problem is not choosing one path over another. The problem is choosing a business model before you have decided what you want that model to help you accomplish.
I have always believed that real estate should fit into your life, not the other way around. That is particularly important here in Greater Philadelphia, where our businesses tend to be so relationship driven. Whether you are working with a family in Montgomery County, a first-time buyer in Philadelphia, a seller on the Main Line, or a client relocating into our area, relationships matter.
If your goal is to eventually build a business around your personal brand and relationships, joining a team that owns the majority of the client relationship may not move you toward that goal. If your goal is to become an exceptional salesperson while learning the business, a team may provide exactly the environment you need. If you want to build your own team someday, being inside a successful team could give you an education that would be difficult to replicate on your own.
There is no universal answer.
You need to know where you are trying to go before deciding who should help you get there.
No. 2: “Are the Economics of This Move Actually Better for Me?”
This is where real estate agents need to take the emotion out of the decision and look at the numbers.
A team may promise leads, training, support, technology, systems and opportunities. Those things can have real value. But value is not the same thing as revenue. And revenue is not the same thing as profit. If you are considering joining a team, leaving a team, or changing brokerages, you need to understand the actual economics of the decision.
What will you earn per transaction?
What percentage are you giving up?
What fees are involved?
Who pays for marketing?
Who pays for administrative support?
Who owns the leads?
Who owns the client relationship?
Who controls the database?
What happens to your past clients if you leave?
What happens to pending transactions?
How are referrals handled?
How much business does the team actually provide?
And perhaps most importantly, how much of your business will you have to generate yourself?
These questions are not about being difficult. They are about being a business owner. One of the biggest lessons I have learned over 16 years in real estate is that production alone does not tell you whether you have a healthy business. You can close a lot of transactions and still have a business that is exhausting, expensive, and not particularly profitable.
I would much rather see an agent understand their margins, know where their business comes from, understand their cost of acquisition, and build a sustainable client base than chase a big production number simply because it looks good on social media.
That applies to teams too.
If a team leader talks about volume, awards, and rankings, that is information. But, I would also want to hear about profitability, client retention, repeat business, referrals, lead conversion, expenses, and the actual economics of the agents on the team.
Ask yourself: “If I make this move, will I actually be better off?”
And do the math. Not the emotional math. The real math.
No. 3: “Am I Moving Toward Something or Simply Running Away From Something?”
This may be the most important question of the three.
Are you moving toward something you genuinely want, or are you simply trying to get away from something that is frustrating you? There is a big difference. If you are having a difficult year, joining a team may feel like relief. If you are frustrated with your current broker, changing brokerages may feel like relief. If you are tired of paying for your own marketing, handing that responsibility to someone else may feel like relief.
But relief is not necessarily strategy.
Real estate has always had challenging seasons. The Greater Philadelphia market is no different. Some years are easier than others. Some clients are more difficult. Some lead sources work better than others. Some marketing efforts produce results, while others do not. If every difficult season causes you to completely change your business model, you may spend more time changing direction than actually getting better.
Before making a move, ask yourself what you are moving toward.
Are you moving toward better training? More accountability? A specific type of business? Better systems? More leverage? A stronger geographic presence? More listings? A mentor who has the experience you want to develop? More time? More profitability?
Those are strategic reasons.
On the other hand, if your primary reason is that you are frustrated, disappointed, bored, or worried about the market, give yourself a little time before making a major decision. Sometimes the answer is not a new team. Sometimes the answer is getting better at the business you already have. That might mean improving your database. Strengthening relationships. Learning how to have better conversations. Becoming more comfortable asking for referrals. Creating better content. Developing a geographic farm. Improving your listing presentation. Learning how to work with investors. Or simply becoming more consistent.
One of the things I appreciate most about real estate is that there is always another skill to develop. You do not have to blow up your business every time something is not working.
Sometimes you just need to improve it.
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I have nothing against real estate teams; quite the contrary. I run my own team, and I believe the right team can be an incredible environment for an agent.
The right team leader can shorten your learning curve. The right systems can help you become more efficient. The right culture can surround you with people who challenge you and support you. But the key word is right. The right team for one agent may be completely wrong for another.
That is why I would encourage agents to stop asking, “Is joining a team a good idea?”
Instead, ask, “Is this team, at this point in my career, helping me build the business I actually want?”
And if you are already on a team, ask the same question from the other direction.
“Is this environment still helping me become the agent and business owner I want to become?”
Your answer may be yes. It may be no. It may be somewhere in between. There is nothing wrong with changing your mind as your career develops. Your goals at 25 may not be your goals at 35. Your goals at 35 may not be your goals at 45.
That is why I believe your business model should allow you to strengthen those relationships, not simply produce more transactions. Whether you are working independently, on a team, or building a team of your own, the goal should be the same: become better at what you do, create real value for your clients, build a profitable business, and create a career that works for your life.
Do not let someone sell you on a business model simply because it worked for them. Do not make a major move because you are afraid of a difficult market. And do not assume that going out on your own automatically means you are going to be more successful.
Take a step back.
Know what you want.
Know the numbers.
Know what you are moving toward.
Then make the decision that makes sense for you.
I’ve built my career and relationships in Greater Philadelphia through hard work, integrity, and consistency, and I’ve watched agents succeed and struggle at different points during their careers. All agents go through it, myself included.
Hit me up (267-879-2716, phillyurbanliving@gmail.com) if you’d like to pick my brain on different opportunities for your agent business, or just want to chat about this blog post.
I love meeting new people, chopping it up, and adding value where I can!
