When to Join (or Leave) a Real Estate Team

Almost every real estate agent asks themselves, Should I go solo or be on a team? The real question is... What if you could get all the support you needed and learn from top producing agents without splitting your commission with a team? Well, we are so glad you asked.

Today we're taking a more in-depth look at Massive Agent Podcast episode 222, "From Team Buyers Agent to Solo Top Producer with Jeff West." Host Dustin Brohm takes us on a tour from his early days as a know-nothing rookie agent to his current role as a leader with agents across the country. 

Dustin advises us to take a hard look at the types of teams and brokerage models that are available. Once we understand the basics of client representation and get a few closings under our belts, we really should take time to consider the best options for our career. We can't wait for our team leaders to decide what path is best. The choice is yours, so take action today.

Mentioned on this episode:
MAP Episode 222 -  From Team Buyers Agent to Solo Top Producer with Jeff West

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Transcript

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SPEAKER_01 0:00

On this episode, we're going to talk a little more about leaving a team or whether or not you should join a team or if you can go it alone and go solo. This is a follow-up to episode 222, which was hugely popular with Jeff West just uh two episodes ago. He told the story of how he left his team having only been a buyer's agent for over six years, having never listed a home, he left his team, went solo with our team, and completely uh just started listing everything and became a top producer immediately in his first year solo. And it's awesome. But not everyone is built that way. So I wanted to dive deeper into the whole dynamic here do you need a team? Should you stay with your team? Should you join one? All of that. Let's do it right now.

SPEAKER_00 0:48

The massive aged podcast.

SPEAKER_01 0:56

I love to buy houses. I like to sell houses.

SPEAKER_00 0:58

It's great. Here's your host, Dustin Brohm.

SPEAKER_01 1:14

What is up, guys? Welcome to episode 224 of the Massive Agent Podcast. I am your host, Dustin Brohm. If you are new to the show, welcome. I am an agent in Salt Lake City, Utah. I have been for just over 11 years, and I am the founder of the Massive Agent Society coaching program for real estate agents and uh host of the show, which is awesome. And here we are. And you know this because you're listening. So cool. Guys, let's talk about teams. Do you need one? Do you not need one? Are you on one? Do you not want to be anymore? Let's let's talk about the shit. I'll tell you my story. My first two years as an agent, I joined a team. Now it was not it was not a high-powered sales team. You know, when you think of a team, most agents think of these high-powered teams with, you know, 10, 20 agents or more that, you know, they're plastered all over billboards and the sides of trucks and buses and all over, and they sell hundreds of homes a year. Well, most teams aren't like that. Okay. Um, there's a lot that are, but those are just the ones we see the most, hence why they do the most business. But I joined a team that was really just a my broker and a couple other agents that were like, hey, let's be a team, let's support this new agent, me. And um, I'll get into that here in a sec. So here's what I I think it's important to give some context to episode 222 with Jeff West. If you haven't heard our episode two episodes ago, 222 with Jeff West, go listen to that. He's crushed it. Okay, he he was a great successful buyer's agent on a team up in Oregon, and he just got tired of losing out on listings. He's like, wait, I could have listed this, but I had to give it to my team. And he he's like, I don't want to be a buyer's agent my whole life, and he wanted more. He wanted more freedom, he wanted more flexibility, he wanted to earn more income and just have more freedom in his life. Cool. Um so he did. He made a bold decision to leave his previous team and his previous brokerage all at once. He joined, he joined with my team, and I'll explain when I say team, it's not the traditional sales team. It's more of a team of independence. When you join my massive agent team, you're fully independent. There's no commission split, there's no nothing. Like I'm not your boss, I'm not gonna tell you what to do. It's it's a different dynamic. So there are different types of teams, and I'll get into that here in a second. But when Jeff joined our team, he went solo. He was completely on his own as far as you know who's calling the shots and who's responsible to bring the Doom business in. And he became a listing agent all of a sudden, and he's done very, very well as a listing agent. And he's I think he's about 50-50, 50, 50% buyer, 50% listing at this point, but he's a top producer. He became an icon agent at EXP in his first year, and he did it again the next year. So he's done very, very well. But there's there's a little bit more to it, and that's your story. Okay. Jeff's story is great, and I know a lot of you guys related to it and have reached out to him as you should. But what about your story? Okay, some of you guys are like, well, that's great, but what about me? What about my situation? So I'm gonna tell my story and maybe you can relate to that, and then I'll give some deeper context on this real quick. So I'm gonna talk about who needs a team and who doesn't. Okay. Well, I did. I did. There's a lot of we have agents join my team, brand new, just got their license. They're um, they're they're not joining a sales team where we provide them leads, where we uh, you know, make them come into the office and dial for dollars, you know, for three hours every day. We don't do that. There's certain things that we encourage you to do, but if you don't do them, that's on you. That's that's not on us. You're an independent agent who's just joining our unique team structure. We've had agents do that, and in their first year, they start selling homes. And I never hear from them, they just do the work, they do what we tell them to do, they they follow the trainings and they they dive in and they just get to work and sell homes. Cool. I was not that person. Uh when I got into real estate back in 2011, I was so ignorant of how business worked, so ignorant of entrepreneurship. I didn't really realize that I was becoming an entrepreneur. I didn't realize that till a few years later, and that's actually when things started to improve for me quite a bit. But I didn't know my ass from my elbow. And so I joined with my broker at the time. He's like, hey, you know, if you're a new agent, why don't you just come in? There's a few of us here in the office, and you know, we'll split your commission 50-50, but we'll give you some leads from time to time, we'll give you some business, we'll teach you the ropes, we'll let you shadow us on listing presentations and to show homes and write offers, we'll help you, you know, like we'll pay for your signs, we'll pay for your keyboxes, all that stuff. And as a brand new agent who literally didn't know my ass from my elbow. Okay, I shouldn't have said literally, I do, but I didn't know the Repsy or the real estate purchase contract from the super keybox. Didn't know. Like I I knew nothing, absolutely nothing. Because as you know, you go get your license. In real estate school, they don't teach you jack shit about actually doing real estate. They don't teach you jack fucking shit about how to be an agent day to day. Nothing. They teach you how you know how many square feet are in an acre, which I'd forgotten, and who really gives a shit because you can Google it. They teach you meets and bounds, which I've literally never had to know about. It's just a joke. They teach you nothing, nothing useful as a realtor. So I, to my credit, I knew that I didn't know shit. And so I'm like, yeah, 50-50 split, but you'll show me the ropes and I'll have you guys as mentors. Awesome, let's do that. So I did that. I did that for my first two years. And you know, it they were not the high-powered sales team that that you might expect. There were, you know, the leads were few and far between. It wasn't for lack of trying. Um, they just were not master lead generators. Uh, you know, this I remember buying truly a leads and you know being in on that, and it was just garbage at the time. It was just pure garbage. So they did throw some business my way, a couple past clients or uh, you know, a couple referrals they sent my way. And so I actually got some business done in my first year, which was cool, which turned into repeat business later on. And it taught me how to write an offer and you know how to list a home and how to you know go through a transaction. Once you get it accepted for your buyers, all that stuff, I learned and it was it was incredible. Um, so I did that for the first two years. At nearing the end of the second year, I started to get a lot of business incoming because people started to people in my sphere of influence started to know, hey, uh Dustin's an agent, let's reach out. So I got some business that way, and I decided at that point I'm gonna go solo because the reason that I needed the team, I now know how to do transactions. So I don't really need that. Um, I can pay for my own signs and key boxes. I wanted to keep 100%. So I did. And in the beginning it was great because I had a bunch of clients, and then it kind of slowly dried out, and I had to figure out oh my God, how do I, now that it's fully on me, even though it mostly was in the beginning, but it's fully on me to get new business in the door, how the hell do I do that? And that that began a very long and stressful and uh bare or scarce uh way of living for a few years. Um, you know, I think my my first year I sold, I think I made like 12 or 14,000 in commission or some shit. Like that was my net. Ridiculous. Like, I'm like, you know, if I made that in a month now, I'd be very upset. Like I don't know how I'd pay my bills, you know? So it just a different time. I was in a different place. I didn't have a family at the time, or you know, no wife and kids at the time. So it was all about learning. I joined a team because it was all about learning, and it was an investment. I invested 50% of my commission for the first two years to the team, investing in the education and the mentorship that they provided. I didn't know that there was any other way to get that. And at the time, I don't really know if there was. That Keller Williams was just starting, I was starting to see a lot of teams at Keller come out, and I'm like, what is this team thing? It's almost like they're a brokerage within a brokerage. Well, that's pretty cool. And it seemed like all the big, all the big teams were with Keller Williams because you know they were really pushing that model. And I'm like, oh, that's interesting. But that was after I had joined this team, which I thought was like my only option go solo, completely on my own, or give up 50% of my commission for mentorship. Well, now there are different models where you don't have to give up literally any of your commission and you can get amazing mentorship. That's what we do with our team. That's uh that's what we provide when you join the massive agent team. No commission split with us at all. Just you get all my training for free. You get mentorship, you become a business partner of mine, all of that, plus all the other amazing agents on the team that you're now partners with as well. You're gonna learn from them and level up just by learning what they do, how they do it, the fact that they did it in the first place. And you're like, oh, if that guy who is a full-time firefighter can sell 100 homes in a year by himself, maybe I could sell 50, you know? So being the proximity to the team is super helpful. But I digress. I invested 50% of my commission for two years, and then I went solo because I thought I didn't need them anymore to teach me the ropes. Cool. Well, I could have probably used them for another year because there's always more to learn. Like 11 years in, I'm always learning something about a transaction or you know, real estate law or this tactic or whatever. And and I don't care how long you've been in business. If you've been, if you're one of these agents who're like, I've been in, I've been selling for 30 years, cool. You know more than me, hopefully, but you certainly don't know it all. And a lot of you assholes, you're I'm a 30-year veteran, you think you know it all. You don't. And the moment you think you do, you're losing. You're dumb because it's always changing. There's so much to it. It's it you can't know everything. And anyone that does, anyone that tells you that they know everything, that they'll teach you everything, they're lying because there's no way to know everything, it's just not possible. Okay. Uh, so there's my story. I went solo, I struggled for years until I figured out marketing, until I figured out, oh my god, I'm an entrepreneur. Um, I need to market. Marketing is everything. I didn't realize that the most successful agents in the business, they are great marketers. They are great at lead generation, they're great at getting new people to call them, getting new people in the door, so to speak. You could be a so-so real estate agent, just average, right? Hopefully above average. But you don't need to be the best agent that knows all the little tri tricks and strategies and and memorized all the different contracts and all the addenda. No, hell no. You need to be the best at getting new clients in the door. You need to be found the most. You need to be seen the most online. You need to be seen the most in your community, you need to be the most recognized and the name that's on the tip of everyone's tongue. That's how you dominate and sell hundreds and hundreds and hundreds of homes a year. Is that? It has nothing to do with your skill as an agent. Yes, you have to be good, but you don't have to be the best. McDonald's doesn't have the best hamburgers, but they are the biggest, most successful hamburger business in the world, aren't they? I think their food is pure shit. Like it's absolute garbage. It basically rots you from the inside, is what it does. And it doesn't even taste that good. But they sell more burgers than anyone on planet Earth. It's not because of the quality. It's because of their marketing. It's because of the branding, the name recognition, all that stuff. So there you go. Be the McDonald's of real estate only with better burgers. If that you guys know what I mean. I'm getting texts. Maybe I should turn off my notifications here. Yes, I should. Okay, so let me talk about who doesn't need a team. Okay. If you because we've we have had agents, we you know, we have Michael in Dallas, we have Brian up in Edmonton, Canada, we've had Spencer in in Orim, Utah, um, you know, Daniel here in Salt Lake. We've had a we've had a bunch of agents join and thrive. Okay. But you need to know who you are. If you if you need hand holding, if you if you don't know your ass from your elbow, if you if you're like, I need somebody in person who I can sit next to in a cubicle all day, every day, and ask them questions, then you might need a sales team. And if if you're like, if you have no confidence in your ability to get new clients, see, this is where you need to be honest. And I I'm trying not to say this with any judgment or any um you know, with without loading it at all, but you you need to know. Look, sometimes we shoot our sometimes we we have limiting beliefs that hold us back. Sometimes we we're like, well, I don't think I can do this when you really can. Like if you really take a step back, you you have some influence with people, you have a decent network, you're liked and and respected by them. If that's the case, you can be successful as a solo agent. You can. But if you if you're starting at zero, you have no network, you have no business sense, you have no knowledge of anything at all, maybe you've been flipping burgers at McDonald's your entire career, and now you're like, oh, I'm gonna sell homes, and you have no network, nobody knows you, uh, you know, you don't really have any, you're not respected by your network yet. I wasn't at the time, not really. Um I just wasn't. I didn't have a lot of credibility with my contacts. If that's you, then maybe you do need a team because they can take you under their wing, show you the ropes, speed up the learning curve, and provide you business. It makes a lot of sense. If you want to sell a bunch of homes, go to the group, the team that's selling the most homes and join them and learn how they do it. That makes a lot of sense. Not everybody needs that, or at least you don't need it forever. So a lot of you guys reached out about the Jeff West episode, episode 222, because you're kind of right there. You've been with a team and you're like, well, should I leave and go solo? But then you're scared. You're like, oh my gosh, then I don't have the safety net of the team paying for Zillow leads. Then I don't have the safety net of, you know, those leads that pop into my CRM each day. And look, some of you guys need that, but I think most agents, you are capable of getting your own business. You just need somebody to hold your hand and show you how. You need a mentor, you need a roadmap, you need accountability, but you don't necessarily need to split your commission and join a team and do that whole thing and almost be an employee of theirs. You don't need to do that to get mentorship, coaching, guidance, the roadmap, all that stuff. You don't. There are many other business models out there, many other teams that create a team, a team structure with no commission split. It's all mentorship, coaching. If you plug in or not, it's totally up to you, though. That's how my team is structured. That's why we do well, is we attract entrepreneurs. We attract people that are like, you know what, I know that I can do this. I just don't know how yet, but I'm gonna join with this group and just by being around people doing it, I'll learn because everyone's like-minded, everyone is growth-minded, everyone is willing to share, willing to contribute, willing to uh, you know, open the kimono, so to speak, and and just lay out the roadmap. So if you think you can thrive in that environment, look for a team like mine. And I'm not I'm not saying you must join the massive agent team. I'm not saying that. Uh some of you should. I believe it's I believe it's the best option out there for a lot of agents. But if it's not for you, find something else structured similarly. I'm not the only, I'm not the only team leader that has a team like this. There are there are a lot of them out there. So just look. Is it a true traditional sales team that asks you to split commission and it has office hours and certain things that you must do? Or are you just linking arms with people and partnering with them? They're not taking a commission split, but just by by linking arms, you're able to get proximity to those who are crushing it at a level you want to reach. Different. Team is the best word for it. That's why I say team for both. But what we have built and what similar models have built, it's a true team. Like we work together. We have a few different meetings and calls every week where and trainings and coaching where you know we get together where everybody's independent, everyone's separate doing their thing, even though we do have some of our agents who have built their own sales teams with within, which is cool. But everyone's kind of on their own, but everyone's helping each other, and we're all literally functioning as a team, but just not in the traditional commission split sales, sales team kind of way. So those are the different types of teams, and you just need to know which one you need. I believe most, I think a lot of agents, it makes a hell of a lot of sense to join a sales team, a true sales team, in the beginning. But after a year, two years, three years, four years, it depends on you. At some point, I think it makes sense to go solo because you're gonna save a lot of the commission that you're having to split with the team. And when you can link up with people who literally only get compensated when you sell homes rather than well, when there's commission split, cool. They get compensated when when you sell homes, yes. But when you cannot have to split any commission with your team, but then they do get compensated from the brokerage whenever you sell homes. All they're concerned about is how do they get you to sell homes as fast as possible? Because that's literally the only way we make money. That's the only way I make money with my team, is I I want to them to crush it. I want them to sell a crap load of homes as fast as possible. So because I have no other compensation for having these agents, I want to get them from A to Z as quickly as possible. That's it. It's a beautiful model. Doesn't cost it, you know, it doesn't take any more money out of your pocket other than what the brokerage split is or or may be, depending on which one you're looking at. But then when the team doesn't take any more, that's more money in your pocket, and you get all the upside of a sales team. So once you've had the true sales team for a little while and you've had that experience, then you may consider going solo. Okay, and you can then join a team of independence or just or just go completely solo when you don't want any bullshit. You're just like, leave me alone. I don't want coaching, I don't want mentorship, I don't need it, I'm all good, I don't I don't care, just leave me alone. Cool, you go do that too. You can literally define what you want your days to look like, what you want your career to look like, what you want your compensation to look like. You can define all of it and you can find a brokerage or a team or a model that will fit your desires. It'll fit your desires. But first you have to know what you want and know what and know what else is out there. So there you go. There's some context. Jeff has has absolutely thrived. He went solo, but he joined our team of independence. He's a solo agent. I never told Jeff what to do. I've never said, hey, you need to respond to these leads. I've we've taught him some stuff. We've shown him, hey, here's here's some Facebook campaigns, or I've linked him up with my mentor Clayton, who sells no what, 700 homes last year, I believe. And I forget the uh I want to say what 160 million in production or something. And Jeff is now building a sales team. And so I've linked him up with Clayton, who's a business partner of mine and now a business partner of Jeff's. And Clayton's just like, okay, here, follow this playbook. And now Jeff is building out his sales team, but he started solo and independent, and he'll always be independent with us. So that's out there, guys. You just need to define what you want. I I talked to so many of you guys on Instagram that are with a sales team, you're a buyer's agent, you're a listing agent, whatever. You you're or maybe you do both with your team. Maybe your team allows you to do both. Totally cool. But you're a f you want to leave, you're tired. Of giving them an extra 30% or 40% in commission or more, but you don't, you're like, eh, I don't know, I've never done it on my own. Well, I promise you, there are hundreds of thousands of agents who have done it successfully, and all you need to do is do what they did, and you you can learn that stuff. So don't sell yourself short by thinking, oh, I can't survive on my own. I believe most of you listening are fully capable of doing that right now. Some of you, like me, need help from a team in the beginning, but at some point you are ready to leave the nest. They've taught you well, they've built your skills, and time to leave. Okay, that's what sucks about the traditional sales team is if they do their job well, they build great agents. Now the great agents don't need the team anymore. So maybe it's kind of this catch-22. Um, we don't have that with our model, but most traditional ones do. It's it's I mean, because we're solo and there's nothing to leave, you know, you're not leaving, there's there's no commission split to get rid of with us and others like us. You just don't have that shit. So I don't want to see you guys sell yourself short, but I want you to be realistic. Are you so green that you know nothing and you know you'd fail if you went solo? If so, join the sales team. Join a sales team immediately. But then also be thinking of you know, begin with the end in mind. At some point, do you want to be solo? What does that look like? Do you want to just be a listing agent? Do you want to just be a buyer's agent? Do you want to do both? Do you want to have a team of your own? Whatever. But to start defining that now and then look to those who have already built what you want to build, or look to those who have a lifestyle. This is so important. Don't just look at production numbers. It's it production doesn't mean shit because you don't know how much came from the team leader. You don't know how much they're actually profitable. Look at lifestyle. Who has a lifestyle that you aspire to have, that you or that you aspire to have one like, and then follow their lead. Figure out how to mentor, you know, get mentored by them or partner with them, link up with them. If they have a team, maybe join that. I don't know, but find somebody who has a lifestyle that you aspire to and a business you aspire to and work with them and just do what they did. It it's simple, it's not necessarily easy, although it becomes easy, but do what they did and you'll get similar results. Similar results. Jeff West was a buyer's agent for six and a half years on his team. And one day he's like, I need more. I need more. So he he left, he went solo, he started listing homes, he sold fewer homes his first year, but he made over twice as much money and had flexibility and freedom like he never had before because he was kind of an employee of his team. So, guys, if you are unhappy where you're at, you don't have to be. That my whole point of this is to impress upon you that if you are unhappy or unsatisfied or unfulfilled where you're currently at, it doesn't have to be that way. There are so many other business models, so many other team structures, so many other things, so many other things that you could do so that then you start getting the results that you actually want. Not the results that the industry tells you you want. If you if your girl, if your goals are all how many units can I sell, those are your team's goals. Because your team makes money every time you sell a house, right? Well, most other teams do, but there's also like if if that caps pretty quick and then it just we just want you to be successful because then you're gonna stick around and it's good for everybody, right? Be honest about what you want. Please be honest about what you want. It took me a long time before I gave myself permission to define what I wanted my career to look like and before I saw the path to it. I believe what I'm currently doing is perfect for what I want. I could start a sales team and have buyers agents and listing agents and you know work with clients and do commission split and all that stuff. I don't want to. It it doesn't fit the lifestyle that I want. So I chose to go a different route where I have a team of independents that I'm a coach and a mentor and a business partner of them and and I help them to crush it. I don't need to sell house. I don't care if somebody looks at my Zillow or you know, my stats and they're like, this guy doesn't sell houses. Yet by design, I try not to. Like I sold my house recently, but that's it. I don't want to. It doesn't fit the lifestyle that I want for myself. So I defined it and now I'm I took a little bit of a pay cut in the beginning when I stepped out of production to build what I'm currently building. But now it's like I I can't imagine having I can't imagine where I'd be if I had just stayed in comfort, stayed in in familiarity and safety. Had I not been bold enough to take a step into something new. And I wasn't, look, I was not doing it blind and I wasn't doing it all by myself. I had people who I could just I was they were holding my hand through it. They were guiding me through it because they had already done it. And so I just followed their lead, did what they said to do, and pretty soon the results started to come. And I'm super grateful that I've done what I've done and built what I've built, and I'm super grateful for the team that we have. The pe the team that we have, I learned from them. I'm inspired by them. You guys listening who are part of my team, I cannot tell you how much enjoyment I get and how much fire, how much it lights a fire under my ass on our team on our team call every week. When you start sharing your wins, nothing fires me up more. Nothing gets me going more than hearing your wins. I'm at the point where fulfillment is super important and I figured out a way to have the income come with it. The more the more impact I can make, the more um impact I can make on others, the more I the more money I make. That's a beautiful thing. You can get there too. But whatever it, whatever you desire, whatever your goals are, make sure they're your goals. You usually number of homes sold is for most people, if they're being honest, they don't give a shit. They just want to make the money. There's nothing wrong with that. If you want to make a million dollars a year, would you rather do that with 10 homes sold or a hundred? I'd rather only sell 10 and make a million. So just be honest about the goals and then be bold enough to reach out and find out who who has what I want, who has done what I want, who is who has already built the thing that I want to build, who has a lifestyle that I aspire to, and ask them, hey, how can I how can I be a part of it? How can I do this too? Those that are bold enough to do that will win. You will win. Guys, I appreciate it so much. Appreciate you listening. Make sure. Um, if you haven't yet, make sure you go hit hit up Follow Up Boss for the 30-day free trial. If you're gonna be growing, if you're gonna be scaling, you're gonna be getting all this new business, you better be able to handle it and you better not let business fall through the cracks. So we've partnered with Follow Up Boss, the best CRM for real estate agents. I don't even think that's debatable. They're gonna give you a 30-day free trial because you listen to this show, because you're a massive agent listener, you're gonna get a 30-day free trial of Follow Up Boss. All you have to do is go to massive agentpodcast.com slash follow up boss, and you use that link. You'll get the 30-day trial. They don't even ask for a credit card. No credit card required. Make sure you use it, test it out, because then you're gonna have the tools that you need once you start going down the path to build the thing you want to build. You're gonna have the tools, you're gonna have the platform, you're gonna have the resources you need to actually build it and not have shit fall through the cracks, which which sucks. That's how you make progress quickly. So go hit up Follow Up Boss for the 30-day free trial. Don't worry about having your credit card handy. They don't ask for it. Do that, be bold, reach out to those who have a lifestyle you want. Make sure you do it. Don't do it next year. Don't do it next week. Do it freaking now, because we all know how I'll do it tomorrow ends up being five years later, if ever. Appreciate you guys listening. Go take action. Have a great week.