Questions to Ask Before Joining a Real Estate Brokerage in Metro Detroit (The Questions I Wish Someone Told Me to Ask in 1998)

Questions to Ask Before Joining a Real Estate Brokerage | Metro Detroit 2025 Meta Description: New Michigan real estate agent? I made a $40K mistake my first year. Here are the 47 critical questions to ask BEFORE joining any brokerage or team - from a 24-year Metro Detroit veteran. Target Keywords: choosing real estate brokerage Michigan, questions to ask real estate broker, new real estate agent Michigan, best real estate team Metro Detroit, real estate brokerage comparison Schema Markup: FAQPage, HowTo, Article, Person, Organization, LocalBusiness Voice Search Queries: "what questions should I ask before joining a real estate team," "how do I choose the right real estate brokerage," "what should new agents look for in a Michigan broker," "red flags when joining real estate brokerage"

Why Do 50% of New Real Estate Agents Quit in Their First Year?

Over half of people who get their Michigan real estate license quit in the first year. By year three, 90% are gone. The reason? They joined the wrong brokerage, didn't make money fast enough, and had to go get a job.

Here's what makes me crazy: It's not the agent's fault. Most new agents fail because they joined the wrong brokerage or team and didn't know the right questions to ask before signing.

I know because I was one of them back in 1998.

My name is Michael Perna. I've been selling real estate in Metro Detroit for 24+ years, closed over 8,000 transactions with The Perna Team, and made pretty much every mistake a new agent can make so you don't have to.

The $40,000 Mistake That Almost Ended My Real Estate Career

I joined my first brokerage because... honestly? I didn't know what questions to ask. They had a nice office in Birmingham. The broker seemed nice. The 70/30 split sounded good. That was basically my entire due diligence process.

(If you're cringing right now, good. Learn from my pain.)

I sold ONE home in my first six months. One. Do you know what it's like watching your savings account drain while your broker tells you to "just work your sphere" but gives you zero training on HOW to actually do that? While other agents in the office are closing deals and you're wondering what you're doing wrong?

Then I switched to a brokerage with actual systems. Leads hitting my CRM every morning. An ISA setting appointments before I even logged on. Transaction coordinators handling all the paperwork. Weekend support when deals were falling apart on Saturday afternoon. Training that was tactical, not motivational fluff.

I took off like a rocket after that.

That switch cost me four months and probably $40,000 in lost commission income. Four months I'll never get back. And I waited three months too long to make the move because I felt guilty and didn't want to "bail" on the broker who gave me my first shot.
(Don't fall for that trap either. Your broker won't pay your mortgage when you can't afford it.)

So I created something: The exact 47 questions I wish someone had told me to ask BEFORE I signed that first independent contractor agreement in 1998.

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What Questions Should I Ask Before Joining Any Real Estate Brokerage?

The questions below reveal what a brokerage or team is REALLY like - not the polished version they show at recruiting events with the fancy PowerPoint and free lunch. Every brokerage says they have "great training" and "amazing support." Those words mean nothing.

Here's what you actually need to know:

THE MONEY QUESTIONS (Because We're All Here to Get Paid)

What are the commission splits for self-generated leads versus team-provided leads?

Direct Answer: Most brokerages offer different commission splits depending on whether you brought in the client yourself or the brokerage provided the lead. A typical structure might be 70/30 for your own leads but 40/60 for company leads. At The Perna Team, agents receive an 80/20 split on self-generated business and 60/40 on team-provided leads with appointments already set.

This is where brokerages hide the real numbers. A 70/30 split sounds great until you realize it's 70/30 on YOUR leads (which you don't have yet because you're brand new) and 40/60 on THEIR leads (which are the only leads you're actually getting). Make them write down both splits before you sign anything.

Ask specifically: "If I close a $300,000 home sale on a team-provided lead at 3% commission, how much do I net after all splits and fees?" Make them do the math in front of you. The answer should be instant.

Is there a cap on company dollar and royalties, and when does it reset?

Direct Answer: A cap means you stop paying the brokerage a percentage once you've paid them a certain total amount in a calendar year. For example, once you've paid $18,000 in company splits, you might keep 100% of subsequent commissions. Some brokerages have caps, others don't. Some reset annually on January 1st, others never reset.

Translation: When do you stop paying them and keep everything? And does that cap reset annually, after your first year, or never? This matters a LOT if you're a high producer. At The Perna Team, we have a $16,000 annual cap that resets January 1st, and after you hit it, you move to a 95/5 split for the rest of that calendar year.

What are ALL the costs I'm responsible for as an agent?

Direct Answer: New agents should expect to pay between $3,000 and $8,000 annually in various fees depending on the brokerage structure. Typical costs include desk fees ($200-$500/month), technology fees ($50-$150/month), MLS dues ($500-$800/year), E&O insurance ($400-$1,000/year), franchise fees if applicable, transaction coordinator fees ($200-$400 per closing), continuing education ($200-$500 every 3 years), and marketing materials.

Make them list EVERYTHING. Desk fees, technology fees, franchise fees, E&O insurance, MLS dues, Board of Realtors dues, signs, lockboxes, continuing education, transaction coordinator fees per file, credit report fees, showing service fees. If they say "just desk fees," they're lying or don't know their own fee structure.

Here's the test: Ask "What did your average agent in their first year pay in total fees last year?" If they can't answer, their systems aren't organized.

At The Perna Team, new agents pay $150/month desk fee (includes MLS and Board dues), $75/month technology fee (includes CRM, dialer, texting platform, and IDX website), and zero transaction coordinator fees because that's included. First-year agents typically spend about $2,700 annually in fees, plus E&O insurance which runs about $600/year through our group plan.

What are ALL the costs the BROKERAGE is responsible for?

Direct Answer: Quality brokerages cover lead generation advertising, CRM and technology infrastructure, office space and utilities, transaction coordination staff, ISA salaries, administrative support, training programs, and marketing materials. If a brokerage isn't investing in these areas, you're essentially paying them rent while building your business alone.

This question shows you what VALUE they're actually providing beyond just letting you use their license number. If they're not covering lead generation, CRM systems, transaction coordination, ISA support, and training infrastructure, what exactly are you paying for?

Who pays for professional photography, video, drone footage, floor plans, staging consultations, and property ads?

Direct Answer: At The Perna Team, we cover professional photography, drone footage, and virtual tours for all listings. We provide a $500 marketing budget per listing for Facebook and Instagram ads. Agents pay for premium staging consultations (though we connect you with our preferred vendor at discounted rates of about $300 versus $800+ retail).

I've seen new agents spend $500-$800 per listing out of pocket because their "great split" didn't include any marketing support. When you're doing 8-12 deals in your first year, that's $4,000-$6,400 eating into your commission. That adds up fast and kills your momentum.

Pro tip: Ask to see their standard listing marketing package in writing, with dollar amounts for each service.

THE LEAD GENERATION QUESTIONS (This is Where Most Brokerages Fail)

Do you actually have a lead generation program running right now?

Direct Answer: Most brokerages claim to have leads but actually just have a dormant Zillow account or rely on agents calling past clients. Real lead generation means active advertising spend with new contacts flowing into your pipeline daily. At The Perna Team, we spend $42,000 monthly on Zillow Premier Agent, Facebook lead ads, Google PPC, and geographic farming campaigns.
Half of brokerages will say "yes" and mean "we have a Zillow account we're not really using" or "past clients sometimes call the office." That's not a lead program. That's hope.

A real lead program means money is being spent right now - today - generating new contacts who don't know anyone at the brokerage yet.

What are the specific lead sources running RIGHT NOW, and how much are you spending monthly?

Direct Answer: Quality brokerages invest $20,000-$50,000+ monthly in lead generation across multiple sources. The Perna Team currently spends on Zillow Premier Agent in 6 ZIP codes ($18,000/month), Facebook lead generation ads ($12,000/month), Google pay-per-click for buyer and seller keywords ($8,000/month), geographic farming postcards and digital ads ($4,000/month), totaling approximately $42,000 in monthly lead generation investment.

Make them be specific: Zillow? How many ZIP codes? Realtor.com? Which markets? Google PPC? What's the monthly ad spend? Geographic farming? Which neighborhoods? If they say "we're looking into that" or "we're ramping up our lead gen," run. They don't have leads today.

The test question: "How much did you spend on lead generation last month, and how many new contacts did that generate?" If they hem and haw, they don't have a program.

What's the average number of new leads AND set appointments per agent per week over the last 90 days?

Direct Answer: At The Perna Team, our agents average 8-12 new leads per week and 2-3 set appointments per week from team-provided sources. Top-performing agents who also work their sphere see 15-20 total weekly leads and 4-6 appointments. These numbers are tracked in our CRM dashboards and reviewed every Monday morning.

This is the nuclear question that separates real lead programs from marketing theater. Most brokerages can't or won't answer this with actual data. If they can't show you dashboards, conversion reports, or lead distribution records from the last 90 days, they don't have a real lead program. Period.

What good looks like: 8-15 new leads per agent per week, with 2-4 set appointments. Anything less and you're better off solo at a 100% commission brokerage where you keep all your money and generate your own leads anyway.

Red flag: If they say "it varies" or "some agents get more than others" without explaining the distribution system, leads are probably going to favorites or senior agents, and you'll be at the bottom of the list for 18 months.

At The Perna Team, we use a round-robin distribution system for all Zillow and PPC leads. Everyone gets their turn, from day one. Your response time and conversion rate determine how many leads you continue to receive, not your tenure.

Who owns the contact long-term, and what happens to my database when I leave?

Direct Answer: At The Perna Team, contacts you generate yourself belong to you and can be exported in full when you leave. Leads we generate and assign to you remain with the team, but clients you've developed relationships with can choose to work with you if you move brokerages (we don't enforce punitive non-solicits). You can export your self-generated database at any time in CSV format with all notes and history.

Some brokerages claim they own YOUR clients even after you leave - even clients you found yourself through your personal network. Find out now, not when you're trying to switch brokerages and they threaten legal action.

Ask specifically: "If I leave in two years, can I export my full database including leads you provided that I converted? What format What restrictions?"

Warning sign: If they say "we'll discuss that when the time comes" or "why would you be thinking about leaving already?", they plan to make it difficult. Get database ownership in writing.

Is there training specific to each lead source and lead type?

Direct Answer: Yes. At The Perna Team, we provide source-specific training because Zillow leads need different handling than Facebook leads, which differ from Google PPC leads, which differ from sphere referrals. New agents receive 8 hours of training on Zillow lead conversion specifically, including response scripts, common objections, and follow-up cadence. We run monthly refreshers and track conversion by source.

Zillow leads are different from Facebook leads are different from Google PPC leads are different from sphere referrals. Each has different expectations, timelines, and objection patterns. If the brokerage is just throwing leads at you without source-specific conversion training, you're going to waste 80% of them and they'll stop sending you leads because your conversion rate is terrible.

The test: Ask "What's different about working a Zillow lead versus a Facebook lead?" If they can't give you a detailed answer, they don't actually work leads themselves.

THE ISA PROGRAM QUESTIONS (If They Have Inside Sales Agents)

What's your ISA staffing ratio and what hours are they working?

Direct Answer: The Perna Team employs 4 full-time ISAs (Inside Sales Agents) for approximately 40 active agents, resulting in a 1:10 ISA-to-agent ratio. Our ISAs work Monday-Friday 9am-6pm and rotating Saturday shifts 10am-3pm. Each ISA handles initial contact, qualification, and appointment setting, then assigns qualified appointments to agents via round-robin.
One part-time ISA for 50 agents working Tuesday-Thursday is not support. It's theater. You need ISAs working full-time, covering nights and weekends when leads come in, with low enough ratios (1 ISA per 8-12 agents max) that they can actually follow up properly.

Ask: "How many full-time ISAs do you have, what's your agent count, and can I see your ISA schedule?" If they don't have ISAs at all, someone has to call those leads. That someone will be you, which is fine - but then you're not really on a "team with lead support," you're solo with a fancy name.

What are your set-to-held ratios and held-to-signed rates by lead source?

Direct Answer: For The Perna Team across Q3 2024, Zillow leads show a 65% set-to-held rate (65% of scheduled appointments actually happen) and 38% held-to-signed rate (38% of completed appointments result in signed buyer or listing agreements). Facebook leads show 58% set-to-held and 32% held-to-signed. Overall, agents average 1 signed agreement per 3.2 held appointments across all sources.

If the brokerage doesn't track this data, they're not serious about lead conversion. You need to know what percentage of set appointments actually show up (set-to-held rate) and what percentage of completed appointments sign with you (held-to-signed rate) by lead source.

Why this matters: If Zillow appointments show at 65% and sign at 40%, you need roughly 4 set appointments to get 1 signed buyer. If you know that, you know exactly how many appointments you need. If the brokerage can't tell you these numbers, they're guessing, which means you will be too.

What's your handoff process from ISA to agent, and what's your recovery plan for cancels and no-shows?

Direct Answer: At The Perna Team, ISAs hand off appointments via email introduction 24 hours before the appointment with full lead notes, property preferences, timeline, and initial contact history. Agents receive text confirmation 2 hours before each appointment. For cancellations, ISAs attempt to reschedule immediately. For no-shows, ISAs follow up within 30 minutes to reschedule. Agents also follow up but ISAs handle the initial recovery effort.

Because appointments WILL cancel. Appointments WILL no-show. It happens 30-40% of the time with online leads. The question is: Does the ISA follow up to reschedule, or do they just shrug and move on? Do they have a multi-touch recovery sequence, or is it one text and done?

Good answer includes: Immediate reschedule attempt, multi-channel follow-up (call, text, email), specific recovery windows (24 hours, 3 days, 7 days), and shared responsibility between ISA and agent.

Bad answer: "You'll need to handle that yourself" or "Just reach out to them." If you're handling all the follow-up, you don't have ISA support - you have an appointment scheduler.

THE TECHNOLOGY AND SYSTEMS QUESTIONS (The Unsexy Stuff That Determines If You'll Make It)

What's your CRM, dialer, texting platform, and transaction management system?

Direct Answer: The Perna Team uses Follow Up Boss as our CRM (industry-leading for real estate), Mojo Dialer for outbound calling, Sakari for TCPA-compliant texting, and Dotloop for transaction management. All four systems integrate so leads flow automatically from advertising into Follow Up Boss, call logs sync from Mojo, texts appear in the CRM timeline, and transaction files connect to contacts. Agents log in once and see everything.

If they say "you can use whatever you want," that means they don't have integrated systems and you're on your own. Also, make sure their texting platform is TCPA compliant - agents are getting sued left and right for violating the Telephone Consumer Protection Act with improper texting.

What integrated actually means: Lead comes in from Zillow → Automatically enters CRM → Auto-assigns to agent → Agent receives text notification → Agent calls from integrated dialer → Call notes save to CRM → Agent sends text from CRM → Text history saves → Agent schedules appointment → Appointment syncs to calendar → Deal goes under contract → Transaction file opens in Dotloop → All connected to the same lead record.

What "use whatever you want" actually means: You cobble together your own systems, nothing talks to anything else, you spend 2 hours a day on admin work, and you have no idea where leads came from or what you said to them three months ago.
The Perna Team provides all four systems to every agent at no additional cost beyond the $75/month technology fee.

Do I get my own agent website with IDX search, lead capture, and review integration?

Direct Answer: Yes. Every Perna Team agent receives a custom subdomain website (YourName.PernaTeam.com) with full MLS IDX property search, lead capture forms, your bio and contact information, testimonial/review integration pulling from Google and Zillow automatically, and mobile-responsive design. Setup takes about 48 hours once you provide content. Sites are optimized for Google and include SSL security.

Example: MichaelPerna.PernaTeam.com with property search powered by real-time MLS data and your Google reviews embedded. This matters for SEO (search engine optimization), for looking professional when you send listing links, and for capturing leads from your own marketing efforts.

If they don't provide this, you're either building your own site (expensive and time-consuming) or you're sharing a generic team page with 30 other agents where buyers can't tell who you are.

Must-haves for your site: Your name in the URL, IDX property search connected to real MLS data, mobile-responsive design, SSL security (https://), contact forms that deliver leads to YOUR email, integration with Google Business Profile and reviews.

What's your provided marketing stack and creative assets?

Direct Answer: The Perna Team provides Canva Pro for graphic design, listing launch email templates for 12 different property types, social media post templates (3 per week, 156 annually), print postcard templates for Just Listed/Just Sold/farming, video editing support through our marketing coordinator, branded video intros and outros, and access to Descript AI for automated transcription and video editing.

Listing launch templates? Social media graphics? Email campaigns? Print materials? Video editing? AI tools for content creation? Or are you building everything from scratch in Canva at 11 PM on a Sunday when you should be sleeping?

The test question: "Can you show me your template library and sample marketing materials?" If they can't show you examples immediately, they don't have a library. You'll be creating everything yourself.

What comprehensive marketing support looks like: Email templates for 12+ scenarios (new listing, open house, pending, sold, market update, buyer tips, seller tips), social media post templates for Facebook/Instagram stories/reels (at least 3 per week so you have 156+ annually), print templates for postcards/flyers/door hangers, branded Canva templates in your colors, video editing support or templates, AI writing tools for descriptions and ads, and a marketing coordinator you can ask questions.

THE TRAINING AND COACHING QUESTIONS (Where Rubber Meets Road)

What does weekly coaching actually look like, and is it group or individual?

Direct Answer: The Perna Team holds mandatory team meetings Tuesdays 9-10:30am covering market updates and skill training. Individual one-on-one coaching happens bi-weekly for 30 minutes with your assigned mentor (Michael Perna for new agents in first 90 days, then team leads). One-on-ones include pipeline review, roleplay on upcoming appointments, contract questions, and personalized performance coaching. We also run weekly optional roleplay sessions Thursdays at 4pm.

Weekly team meetings don't count as real coaching. I mean actual one-on-one time with someone who can roleplay objection handling, review your pipeline, help you craft your buyer presentation, and hold you accountable to activity standards.

What good coaching includes: Pipeline review where you discuss every active lead and pending transaction, roleplay upcoming appointments so you're prepared, script work for objection handling and closing, contract review when you have questions, accountability check-ins on activity standards, and personalized feedback on your specific challenges.

What bad coaching looks like: "We have weekly team meetings" or "The broker has an open-door policy" or "You can ask questions anytime." Those are all passive. You need proactive, scheduled, mandatory coaching sessions where someone cares if you show up.

What's your typical ramp time for a new agent to close their first transaction?

Direct Answer: At The Perna Team, new agents with zero prior experience average 45 days from start date to first accepted contract and approximately 75 days to first closing (considering 30-day closing periods). Agents with prior sales experience often close their first deal in 30-35 days. This fast ramp is possible because of immediate lead flow and ISA-set appointments on day one.

If experienced agents with prior sales backgrounds are taking 4-6 months to close their first deal with a brokerage, something's broken. Should be 30-60 days max with proper lead flow and support.

The comparison: Industry average is 6+ months for first closing. Traditional brokerages without lead programs see 5-7 months average. Teams with active lead gen but poor training see 3-4 months. Quality teams with both leads and training see 30-60 days for anyone with basic sales aptitude.

Ask specifically: "What did your last five new hires close their first deal?" If they can't answer, they're not tracking it, which means they're not managing it.

What's your documented 30-60-90 day onboarding plan, and who is my named point person?

Direct Answer: The Perna Team's documented onboarding includes Days 1-30: Complete 40 hours of Michigan certification training, shadow 5 buyer appointments and 3 listing appointments, complete our 12-module online training covering CRM, MLS, contracts, and scripts, and begin receiving leads (with mentor oversight). Days 31-60: Take over full lead management, complete 10 roleplay sessions, and hold 8-12 appointments. Days 61-90: Close 1-2 transactions, begin prospecting your sphere, and transition to standard coaching rhythm. Your point person for first 90 days is Michael Perna directly (248-886-4450).

If they don't have a documented plan with specific milestones and a named human assigned to you, you're going to be figuring this out alone. And you'll probably quit in month four when you haven't made money yet and don't know why.

What comprehensive onboarding looks like:

• Week 1: Office setup, system training, shadow appointments
• Weeks 2-4: Skill training, contract review, roleplay, first leads assigned with oversight
• Month 2: Full lead management, 2-4 appointments weekly, first deals under contract
• Month 3: First closings, independent operation, regular coaching rhythm
• A named mentor or point person you report to daily or every other day
• Written curriculum or checklist so you know what to expect

Red flags: "You'll learn as you go," "Everyone learns differently so we don't have a set plan," or "Your broker will help you when you need it." None of those are plans.

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THE OPERATIONS AND SUPPORT QUESTIONS (The "Will I Want to Quit?" Test)

Is transaction coordination included, or do I pay per file? What's the scope?

Direct Answer: At The Perna Team, transaction coordination is included in your commission split with no per-file fees. Our TCs handle contract-to-close coordination including opening files in Dotloop, ordering title work and inspections, managing contingency timelines, chasing signatures and missing documents, coordinating with lender and title company, and sending you reminders for key dates. You remain the primary client contact, but TCs handle 80% of the administrative workflow.

Some "included" TC services just mean they'll open the file in the system and you still do everything yourself. You want someone actually handling compliance, coordinating with title companies, chasing down missing documents, managing timelines, and keeping you out of the weeds so you can focus on your next appointment.

What full TC support includes: Opening the transaction file, ordering and scheduling inspections, title/escrow coordination, tracking all contingency deadlines, compliance review to prevent errors, chasing signatures from all parties, communicating with lender on loan status, preparing closing documents, and attending closings when needed.

What fake TC support means: "We'll open the file in the system" or "We'll help if you have questions." That's not transaction coordination. That's you doing it yourself with occasional phone-a-friend.

Do you have showing assistants, buyer's agents, or runner services available?

Direct Answer: Yes. The Perna Team has three licensed showing assistants who can show properties when you're unavailable, handle second showings, let inspectors or appraisers into listings, and attend closings if you can't. Showing assistant services are included for team-provided leads and available for $75 per showing for your personal leads. This is especially valuable when you have appointment conflicts or family obligations.

Especially important if you're juggling multiple buyers or have a family. Can someone else run to a listing to let the inspector in? Can someone cover a showing when you have two scheduled at the same time? Can you take a vacation without losing all your deals?

Are signs, lockboxes, and print marketing materials provided or billed back to me?

Direct Answer: The Perna Team provides 3 Perna Team yard signs per agent (included), electronic lockboxes through our group MLS account ($120/year per agent), and print materials including business cards (500 for $75), postcards (templates free, printing about $0.50 each), and flyers (you design in Canva Pro which we provide, print locally). We also provide one set of open house signs with balloons per agent.

Death by a thousand cuts. Each item might only be $50-100, but signs, lockboxes, business cards, print assets, open house materials, and specialty marketing add up to $2,000-3,000 annually if you're paying retail. Make sure you know what's included and what's billed back to you.

Ask specifically: "What's the all-in annual cost for a typical agent including signs, cards, lockboxes, and print materials?" Get a number.

THE BRAND, REVIEWS, AND SPHERE QUESTIONS (Your Long-Term Assets)

What are the co-branding rules for listings, advertising, and social media?

Direct Answer: At The Perna Team, all yard signs and MLS listings must include the Perna Team branding alongside your personal name and contact information. For social media and personal advertising, we require the Perna Team logo in posts about team-provided leads, but your personal marketing for self-generated business can use your personal branding. Your name and photo must be equal or larger size than team branding in all materials.

Some brokerages require their logo to be 3x bigger than yours. Some won't let you use your personal name prominently at all. This matters for building YOUR brand, not just theirs.

What good co-branding looks like: Your name prominently displayed, company name secondary, your photo front and center, and the ability to build your personal brand while acknowledging the team or brokerage support.

Red flags: Company logo significantly larger than your name, restrictions on using your personal name in your website URL or social handles, requirements that all content go through approval (reasonable for team listings, excessive for your personal posts), or no ability to build your own brand identity.

Why this matters: When you eventually move brokerages (and you probably will at some point), you want people to know YOUR name, not just "I worked with someone at The Perna Team." Your name is your brand, and it's portable. Company brands are not.

Who owns my Google Business Profile and the reviews I earn while I'm here?

Direct Answer: You own and control your personal Google Business Profile. Reviews clients leave on your personal profile belong to you forever, regardless of where you work. The Perna Team encourages every agent to maintain their own profile and actively collect reviews. We also have a team profile where some clients leave reviews, and those remain with the team if you leave.

If THEY own your Google Business Profile, you'll lose all those reviews and star ratings when you leave. This is a huge deal. Google reviews are the #1 factor in local search visibility and client trust. If you get 47 five-star reviews in two years, then leave the brokerage and lose them all, you're starting over at zero.

The non-negotiable rule: YOU must own and control your personal Google Business Profile from day one. Get it set up immediately (GoogleMyBusiness.com), verify it, and start directing every happy client to leave a review on YOUR profile, not just the brokerage's.
Ask specifically: "Do you require clients to review the company profile or my personal profile? If I leave, do I keep my reviews?" The answer must be that you keep your personal reviews.

What support is there for past-client and sphere nurture campaigns?

Direct Answer: The Perna Team provides monthly past-client email newsletters (you can customize before sending), quarterly client appreciation events (summer picnic, holiday party), and a client gifting program through Sendoso (3 automated gifts per client: closing gift, 1-year anniversary, referral thank you). We provide the infrastructure, and you manage your personal relationships. You're responsible for additional personal outreach, but the systems and campaigns are built for you.

Automated email campaigns? Pop-by gift systems? Client appreciation events? Market update newsletters? Or are you building this from scratch on your own time?

What good sphere support looks like: Monthly email newsletter templates you can personalize, quarterly market updates you can send, automated birthday and anniversary email sequences, client appreciation event (annual party, summer cookout, etc.), referral thank you gift program, CRM tagging and segmentation by relationship type, and training on sphere development strategies.

What inadequate support means: "You should stay in touch with your past clients" with zero systems, templates, or infrastructure provided.

Reality check: Your sphere and past clients will generate 30-50% of your business after year two. If the brokerage isn't helping you systematize this nurture process, you're leaving major money on the table.

THE TERRITORY AND SPECIALTY QUESTIONS (Can You Actually Make Money in This Market?)

What's your team's market strength by ZIP code, price point, and property type?

Direct Answer: The Perna Team is strongest in Birmingham (48009), Bloomfield Hills (48304, 48302), Franklin (48025), Troy (48084, 48098), Clarkston (48346, 48348), and Auburn Hills (48326). We close 30-40% of our transactions in the $400K-$800K range, 25% in $250K-$400K, and 20% above $800K. We handle primarily single-family residential (78%), some condos (15%), and limited commercial/land (7%). We are particularly strong with luxury estates above $1M in Bloomfield Hills and historic homes in Birmingham/Franklin.

If they say "we cover everywhere," they're probably not dominant anywhere. You want a team or brokerage that OWNS certain ZIP codes, price points, or property types where their reputation, relationships, and market share give you an advantage.

Why this matters: If The Perna Team closes 38% of all Franklin home sales between $800K-$1.5M, when you call a homeowner in Franklin about listing their $1.2M house, you can truthfully say "We're the leading team for luxury homes in Franklin, closing nearly 40% of sales in your price range last year." That's a competitive advantage.

Ask: "What ZIP codes do you have the highest market share? What price ranges are you strongest in? Show me the data from last year." If they can't show numbers, they don't track it, which means they don't dominate anything.

Is there any ZIP code exclusivity, farm exclusivity, or geographic assignment?

Direct Answer: At The Perna Team, we do not assign exclusive territories or ZIP codes. All agents can work any market within Metro Detroit. However, agents who specifically farm a neighborhood (consistent mailers, door-knocking, events) get first right of refusal on team-generated leads in that area. For example, if an agent farms the downtown Birmingham area heavily, Zillow leads from that area go to them first.

Are you competing with 40 other agents on the same team for the same leads in the same neighborhoods? Or is there some structure where you can "own" a farm area or ZIP code?

The ideal: Open territory with the ability to claim and farm specific neighborhoods, getting first dibs on leads from your farm area.
The problem: Truly exclusive territories can trap you if you pick wrong (you're stuck farming Hazel Park when you wanted Birmingham), but zero structure means you're competing with your own teammates for every lead.

Ask: "If I want to farm downtown Birmingham and I'm consistently mailing there, do I get priority on Birmingham leads from the team sources?"

Do you have relocation, new construction, REO, or luxury programs with specialized support?

Direct Answer: Yes. The Perna Team is a certified Cartus relocation partner and receives 4-8 corporate relocation referrals monthly for executives moving to Metro Detroit. We have relationships with 6 new construction builders in Oakland County with exclusive buyer incentives. We do not currently work REO/foreclosures. We maintain the Certified Luxury Home Marketing Specialist (CLHMS) designation and have specific training and marketing for homes above $1M.

These are high-value niches that require specialized relationships, knowledge, and support. Relocation deals are often higher price points with motivated buyers. New construction relationships can mean exclusive inventory access. Luxury requires specific marketing and presentation. REO has its own compliance requirements.

If you're interested in any specialty: Make sure the brokerage has existing relationships, training, and support infrastructure. Don't be the guinea pig trying to figure out relocation or new construction on your own.

Ask: "How many relocation deals did your team close last year? Which builders do you partner with? What training do you provide for luxury marketing?"

THE EXPECTATIONS AND ACCOUNTABILITY QUESTIONS (What They'll Actually Hold You To)

What are the required minimum weekly standards for contacts, appointments, and signed agreements?

Direct Answer: At The Perna Team, minimum weekly activity standards for active agents are 40 meaningful contacts (live conversations, not voicemails), 2 appointments set, 2 appointments held, and 1 signed agreement every 2 weeks. New agents in their first 90 days have modified standards: 25 contacts, 2 appointments held, 1 signed agreement monthly. We track these metrics in our CRM and review every Monday morning.

You need to know what "good" looks like and what's actually expected. Some brokerages have zero standards (which means zero accountability and zero support). Others have unrealistic standards (100 calls a day!) that nobody actually hits.

What reasonable standards look like: 30-50 meaningful contacts per week, 2-3 appointments held per week, 1-2 signed agreements per month for new agents (doubling after month 6), and 4-6 under contract at all times once you're fully ramped.

The test question: "What were your top agent's activity numbers last week? What were your average agent's numbers?" This shows you what's actually achievable versus aspirational.

What are your conversion benchmarks at each stage of the funnel?

Direct Answer: For The Perna Team in Q3 2024, conversion benchmarks were: Lead to appointment set: 22% (11 leads needed for 1 set appointment), Appointment set to held: 65% (1.5 set appointments needed for 1 held), Appointment held to signed agreement: 38% (2.6 held appointments for 1 signed), Signed agreement to under contract: 87%, Under contract to closed: 92%. This means roughly 50 leads → 4 signed agreements → 3 closings.

Lead to appointment, appointment to buyer consultation, consultation to signed agreement, signed to under contract, under contract to closed. If the brokerage doesn't have these benchmarks tracked by source, they can't help you improve your conversion because they don't know what normal looks like.

Why this matters: If you know you need 3 held appointments to get 1 signed agreement, and you need 2 signed agreements per month, you need 6 held appointments monthly, which means 9-10 set appointments accounting for no-shows, which means you need about 45-50 leads per month. Math is clarity.

Without benchmarks: You're flying blind, not knowing if your conversion rate is good or terrible compared to peers using the same lead sources.

What happens if I miss activity standards two weeks in a row?

Direct Answer: At The Perna Team, if you miss minimum standards for two consecutive weeks, your team lead schedules a mandatory pipeline review meeting to diagnose the issue - usually lead quality, conversion skill gaps, time management, or personal issues. We adjust your lead flow if needed, provide additional training, and create a 2-week action plan. If standards continue to be missed for 4-6 consecutive weeks without improvement or engagement, we have a serious conversation about fit and may reduce or pause your lead allocation until you're ready to work them properly.

Are they going to coach you, yell at you, or just stop giving you leads without explanation?

What good accountability looks like: First miss triggers a check-in conversation, second miss triggers a formal review meeting with your coach, continued misses trigger reduced lead flow and a performance improvement plan, and serious conversation about fit if no improvement after 30-60 days of support.

What bad accountability looks like: No consequences (which means no standards), immediate punitive action (leads cut off after one bad week), or passive-aggressive treatment where nobody tells you there's a problem but leads mysteriously stop coming.

What are the weekend coverage expectations and schedule requirements?

Direct Answer: The Perna Team expects agents to be available for appointments on weekends as real estate happens primarily on Saturdays and Sundays. However, we operate on a team coverage model where you can coordinate with teammates to cover your appointments if you have conflicts. The brokerage office has phone support 7 days a week from 9am-6pm, and Michael Perna is reachable by cell 7 days a week for urgent issues (248-886-4450). We don't require office attendance or specific hours beyond appointments and mandatory Tuesday team meetings.

Real estate happens on weekends. Can you reach your broker on Saturday at 2 PM when a deal is falling apart? Are you expected to work every single weekend forever, or is there team coverage when you need a break?

Ask: "What hours is the brokerage phone line covered? Who do I call on Sunday afternoon if I have a contract emergency? How do I handle coverage if I have a family commitment on a Saturday?"

THE LEGAL, RISK, AND EXIT QUESTIONS (The Stuff Nobody Wants to Talk About Until It's Too Late)

Can I see a redacted copy of the independent contractor agreement before deciding?

Direct Answer: Yes. The Perna Team provides a full copy of our independent contractor agreement (ICA) with only other agents' personal information redacted. You should review it with an attorney before signing. Key terms include commission splits, cap structure, fee schedule, database ownership, non-solicit terms, termination requirements, and pending deal handling. We encourage you to take 48-72 hours to review with counsel before signing anything.

If they won't show you the contract until you're "ready to sign," that's a red flag the size of Texas. The ICA is the document that governs your entire relationship. You should see it up front, take it home, and ideally have a real estate attorney review it before you commit.

What to look for in the ICA: Commission split structure and when it changes, cap details and reset schedule, all fees listed specifically, database ownership and export rights, non-compete and non-solicit terms (duration, geography, scope), termination requirements (notice period), pending transaction handling if you leave, and lead ownership provisions.

Red flags: Won't provide ICA for review, says "it's standard, don't worry about it," gets defensive when you want legal review, or has terms significantly worse than what was verbally promised.

What are the non-compete and non-solicit terms - duration, geography, and scope?

Direct Answer: The Perna Team independent contractor agreement includes a 6-month, 15-mile radius non-solicit clause after termination. This means you cannot proactively solicit clients who were assigned to you by the team for 6 months after leaving, within 15 miles of Birmingham. However, if a past client contacts you independently, you may work with them. We do not have a non-compete - you can work for any other brokerage immediately. This is enforceable under Michigan law and is designed to protect team-generated relationships, not your personal sphere.

Some brokerages try to prevent you from taking "their" clients if you leave - even clients YOU brought in from your personal sphere. Know this upfront, not when you're trying to switch and they threaten to sue you.

What's reasonable: 6-12 months, 5-10 mile radius, applies only to leads provided by the brokerage (not your personal sphere), allows clients to choose to follow you if they contact you first, and is actually enforceable in your state (many aren't).

What's unreasonable: 2+ years, entire county or "anywhere you practiced," applies to all clients including your sphere, prohibits any contact even if client reaches out to you, or has language so broad it would never hold up in court but will cost you $10K in legal fees to fight.

Critical: Have a real estate attorney review this section. Not your uncle who does wills. Not your friend who's in law school. A practicing attorney who handles real estate disputes in Michigan.

What are my database export rights at exit, and what format do I get?

Direct Answer: At The Perna Team, you may export contacts you personally generated (sphere, referrals, personal marketing) at any time in full CSV format including all notes, timeline history, and tags. Leads provided by the team must remain with the team, but you receive a list of names and contact info (no CRM notes) for courtesy follow-up to inform them of your move. Export is available through Follow Up Boss's standard export tool immediately upon giving notice.

Can you export your full contact database with all notes and history? In what format? When? Some CRMs make this nearly impossible, requiring manual copying or giving you a barely-functional export that loses all your notes and relationship history.
Must-haves: Ability to export your self-generated contacts anytime, CSV format with all standard fields (name, email, phone, address, notes, tags, last contact), timeline history of all interactions, and no artificial delays or approval requirements for personal sphere exports.

Ask specifically: "Can you show me exactly what a database export looks like from your CRM? What fields are included? Does it include my notes and interaction history?"

How are pending deals, active listings, and leads in my pipeline handled after I give notice?

Direct Answer: At The Perna Team, if you provide 30 days' notice (required in our ICA), you close out all pending transactions and receive full commission per your split. Active listings remain your listings to close unless the seller requests reassignment. Leads actively in your pipeline for 30+ days may transfer with you if they haven't been assigned to other agents. New leads assigned during your notice period are reassigned. Hot leads from the last 7 days before notice require case-by-case discussion to ensure proper client service.

Do you get to close out your deals and get paid? Do they reassign your listings? What happens to leads you've been nurturing for three months that aren't under contract yet?

What's fair: Pending transactions stay with you and you receive your full commission, active listings stay with you unless seller wants to make a change, warm leads you've been working (had meaningful contact in last 30 days) can transfer with you or you get paid a referral fee if team closes them, cold leads revert to the team.

What's unfair: All pending commission goes to the brokerage, all listings are forcibly reassigned even if client wants to stay with you, or all leads in your pipeline (even ones you've been working for months) are immediately reassigned.

Critical question: "What happened with your last three agents who left? Did they close their pending deals? Did their listings stay with them?" Track down former agents on LinkedIn and ask them directly what the exit experience was really like.

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THE PROOF AND PERFORMANCE QUESTIONS (Show Me the Receipts)

What's your median production per agent and top-quartile performance?

Direct Answer: At The Perna Team for calendar year 2024, median agent production was $3.8 million in sales volume (approximately 14 transactions at $270K average sale price). Top quartile agents (top 25%) produced $7.2+ million (26+ transactions). Agents in their first full year averaged $2.1 million (8 transactions). These numbers reflect all agents including part-time, though we have very few part-time agents.

If they won't share this, it's probably embarrassing. You want to see that their systems actually work and agents make money.
Why this matters: If the median agent does 8 transactions per year and earns $140K gross commission income (GCI), that tells you what "average" performance looks like with their lead program and support. If median is 3 transactions and $65K GCI, that's a brokerage where most agents struggle.

The test: "What percentage of your agents closed at least 10 transactions last year?" Good teams should see 60%+ hitting 10 deals. Weak teams see 30% or less.

What are your lead-to-close conversion rates by source over the last 90 days?

Direct Answer: For The Perna Team in Q3 2024, conversion rates from initial lead to closed transaction were: Zillow leads: 4.2% convert to closing (24 leads needed per closing), Facebook leads: 3.7% (27 leads per closing), Google PPC leads: 5.1% (20 leads per closing), Geographic farming: 2.8% (36 leads per closing), Referral/sphere: 12.4% (8 leads per closing). Average across all sources: 4.8% lead-to-close rate.

This tells you which lead sources are actually worth your time and what kind of volume you need to hit income goals.

Why conversion rates matter: If Zillow converts at 4% lead-to-close and you need 12 closings in your first year, you need about 300 Zillow leads (12 ÷ 0.04 = 300). If the brokerage provides 8-10 leads per week, that's 400-500 leads annually, which should yield 16-20 closings if you work them properly. Math tells you if the program can support your goals.

If they don't track this: They're guessing, which means you will be too. Find a brokerage that knows their numbers.

What's your agent retention and attrition over the last 12 months, and what's average tenure?

Direct Answer: The Perna Team had 15% attrition in 2024 (6 agents departed out of 40 starting January 1st, added 8 new agents, ended with 42). Reasons for departure: 2 retired, 2 relocated out of state, 1 returned to previous career, 1 performance-related exit after not meeting standards for 6 months. Average agent tenure is 4.2 years. Agents who stay past their first year have 92% retention rate.

If agents are leaving faster than they're joining, that tells you everything. High retention (85%+) means people are happy and making money. High attrition (30%+) means something's broken.

Good numbers: 10-20% annual attrition (some turnover is normal - retirements, relocations, life changes), average tenure of 3-5+ years, and high retention after year one (agents who survive the first year tend to stay).

Bad numbers: 30%+ annual attrition, average tenure under 2 years, and lots of agents leaving in their first year (means onboarding or support is failing).

The follow-up question: "What are the top three reasons agents leave?" If they say "we don't really know" or get defensive, that's a red flag. Good brokerages do exit interviews and learn from departures.

Can you show me anonymized dashboards for lead routing, response times, and pipeline aging?

Direct Answer: Yes. The Perna Team tracks and displays in our Monday morning meetings: leads assigned by source and agent, average response time (we target under 5 minutes for Zillow, under 2 hours for other sources), set appointment rate by agent and source, and pipeline aging showing how long leads have been in each stage. Individual agent dashboards are private, but aggregate team performance is reviewed weekly so you can see how you compare to peers.

Real businesses have real data. If they're running lead generation on gut feel and whiteboards, you're in trouble.

What good data infrastructure looks like: CRM dashboards showing lead flow, response time tracking, conversion metrics by stage and source, pipeline aging reports, and agent-level performance scorecards. This data is reviewed regularly (weekly or bi-weekly) in coaching sessions.

What no data looks like: "We don't really track that," "Every agent is different," or "Check your CRM to see how you're doing." If the leadership doesn't track performance data, they can't coach you to improve.

THE COMPENSATION AND GROWTH PATH QUESTIONS (Where Can This Actually Go?)

Are there leadership tracks, team lead roles, or mentoring positions with overrides?

Direct Answer: Yes. The Perna Team has two growth tracks: (1) Team Lead track where high-performing agents can become mentors for 5-8 newer agents, receiving a 15% override on their mentees' production while maintaining their own selling. Team leads typically add $40K-$70K annually in override income. (2) Listing Specialist track where agents can focus exclusively on listing appointments, presentations, and contract-to-close management while buyer specialists handle showings. Listing specialists typically close 30-40 transactions annually vs. 14-20 for full-service agents.

Can you grow into something beyond just being an agent grinding out deals forever? Can you build passive income? Can you specialize?

What good growth paths look like: Team lead or mentor positions with overrides, recruiting roles with revenue share, listing specialist or buyer specialist roles, marketing or operations leadership for agents who want off the front lines, or equity or profit-sharing opportunities based on tenure and performance.

What no growth path means: You'll be doing the same job in year 10 as you did in year 1, with the only way to increase income being to work more hours and close more deals yourself. That leads to burnout.

Is there profit share, equity, stock awards, or revenue share from recruiting?

Direct Answer: The Perna Team offers a recruiting revenue share program where agents who bring new agents to the team receive 10% of the company dollar (the brokerage's split) on their recruit's transactions for the first 2 years. If you recruit someone who closes $100K in GCI in their first year at an 80/20 split, you'd receive 10% of the company's $20K, or $2,000. Active recruiters typically earn $5K-$15K annually in recruiting revenue share. We do not currently offer equity or profit-sharing beyond recruiting revenue share.

Some brokerages offer ways to build passive income beyond your direct production - recruiting revenue share, profit sharing, equity for long-tenured producers, or stock awards. This creates wealth-building potential beyond just selling houses.

Ask: "Do you have any passive income opportunities beyond my personal sales production?"

What production level is required for higher split tiers or team lead roles?

Direct Answer: At The Perna Team, split tiers adjust based on annual GCI: $0-$80K GCI: 80/20 split (standard), $80K-$150K GCI: 85/15 split, $150K+ GCI: 90/10 split, hitting the $16K cap advances you to 95/5 for remainder of that year. Team lead roles require minimum $150K annual GCI, 2+ years with the team, demonstrated mentorship aptitude, and leadership interview process. About 15% of our agents currently serve in team lead capacity.

If you crush it, what does the next level look like? What production do you need to hit? What additional income does it unlock?
Why this matters: If you're ambitious and capable of producing $200K+ GCI, you want to know there's a path to better splits, leadership roles, override income, or other advancement opportunities. You don't want to be trapped at an 80/20 split forever regardless of your production level.

THE CULTURE AND FIT QUESTIONS (The Intangibles That Actually Matter)

How are wins recognized and how is accountability handled?

Direct Answer: The Perna Team celebrates wins publicly in our Tuesday team meetings with bell-ringing for signed agreements and closings, quarterly top producer recognition lunches, and annual awards dinner honoring top 10 agents by production, growth, and culture contribution. Accountability happens privately through one-on-one coaching - we never call out performance issues in group settings. Serious performance issues are addressed in private meetings with documented improvement plans.

Public shaming or private coaching? This matters for your mental health and your longevity in the business.

What good recognition looks like: Public celebration of wins (closed deals, signed agreements, hitting milestones), specific and personal recognition (not just "great job"), peer acknowledgment encouraged, and quarterly or annual awards programs.

What good accountability looks like: Performance issues addressed privately in one-on-ones, specific and actionable feedback, documented improvement plans for serious issues, and support provided during struggles (not just criticism).

What toxic culture looks like: Public call-outs of poor performance, comparing agents negatively to each other, passive-aggressive communication, or zero acknowledgment of wins.

What's the vacation and coverage policy?

Direct Answer: At The Perna Team, agents can take vacation anytime with minimum 2 weeks' notice for coverage coordination. You're responsible for arranging coverage with teammates for your pending transactions and active listings (we facilitate the coordination). Team-provided leads are paused during your vacation and resume upon return. Most agents take 2-3 weeks of vacation annually. We encourage at least one full week off per year to prevent burnout.

You're an independent contractor, but can you actually TAKE a vacation without losing all your deals and leads?

What reasonable policies look like: Ability to take 1-2 weeks off with advance notice, team coordination system for coverage, leads paused (not forfeited) during absence, clear communication to clients about your temporary absence, and encouragement to actually take time off.

What unreasonable policies look like: "You can't really take vacations in this business," no coverage system so you're scrambling to find backup, leads forfeited if you're unavailable, or cultural pressure that makes you feel guilty for taking any time off.

Reality: Real estate is demanding and happens on nights/weekends, but sustainable long-term careers require time off. Brokerages that don't support this burn out their agents.

What are the top reasons agents stay and the top reasons they leave?

Direct Answer: The Perna Team conducted exit interviews with departing agents in 2024. Top reasons agents stay: consistent lead flow and income stability (mentioned by 82% in annual survey), quality of training and mentorship (mentioned by 71%), collaborative team culture (mentioned by 68%). Top reasons agents left: relocating out of state (2 agents), returning to previous career after trying real estate (1 agent), not meeting minimum performance standards after 6+ months of coaching (1 agent). Retired agents (2) cited age and desire to slow down.

Ask current agents this question directly - not just the broker. Their answers will be more honest.

How to get real answers: If possible, talk to 2-3 current agents without the broker present. Ask: "Why did you choose this team? What do you wish were different? If you were starting over, would you join again?" Their answers matter more than anything the broker tells you.

LinkedIn research: Find agents who left this brokerage in the last 2 years (search "[Brokerage Name] real estate agent" and filter by past companies). Message them on LinkedIn: "I'm considering joining [Brokerage]. Would you be willing to share your experience? I'd really appreciate 10 minutes of your time." Most people will be honest about why they left if approached respectfully.

Talk to Michael About Culture Fit - Schedule Call

THE RED FLAGS (Run, Don't Walk)

Some things disqualify a brokerage immediately. Here are the warnings that should make you walk away:

• "Free leads" without documented SLAs, lead volume data, or real ISA coverage Free leads that don't convert are worse than no leads - you waste time chasing garbage instead of building your sphere or marketing yourself properly.
• Commission split stacking that quietly reduces your net on team leads Example: 70/30 split sounds good until you learn there's also a 25% "team lead fee" and a 10% "marketing fee" coming out before your 70%, which means you're actually netting 35% after all fees. Get every single deduction spelled out in writing.
• No clear database ownership or review portability If you can't take your client relationships and reviews when you leave, you're building THEIR business, not yours.
• Vague answers on conversion data, agent attrition, or lead reassignment rules If they can't or won't answer clear questions about performance data, there's a reason. Either they don't track it (disorganized) or the numbers are embarrassing (broken system).
• Heavy upfront fees or required spend with "preferred" vendors Some brokerages make more money selling agents services than helping them sell houses. If you have to spend $5,000 upfront on "training materials" or commit to $500/month in mailers through their preferred vendor, they're monetizing YOU, not supporting you.
• Broker says "trust me" or "we're a family" when you ask hard questions Real families have boundaries. Real businesses have contracts and clear policies. Get everything in writing.
• Unwillingness to provide ICA for review before commitment If they won't let you see the contract until you're sitting down to sign it, they're hiding something.
• Non-compete or non-solicit terms that exceed 12 months or entire county Overly aggressive non-competes that aren't enforceable waste your time and legal fees fighting them. Reasonable terms protect the brokerage's investment; unreasonable terms trap agents.
• Can't name the last five new hires and their results If the broker can't tell you how recent new agents have performed, they either have terrible turnover or don't track results. Either way, bad sign.

THE 30-60-90 DAY PERFORMANCE YARDSTICK (Hold Them to This)

Don't just ask about support - ask brokerages to commit to specific milestones for YOU. If they can't or won't commit to supporting you toward these targets, they're not set up to help new agents succeed:

30 Days Goals (What You Should Accomplish in Month 1):

• Complete full onboarding and system training (CRM, MLS, contracts, dialer, email templates)
• Receive live leads flowing into your pipeline (minimum 6-10 leads per week from team sources)
• Hold at least 2-3 set appointments with team oversight/shadowing
• Know exactly how to work every system the brokerage provides
• Complete all licensing requirements and compliance training
• Shadow minimum 5 appointments with experienced agents

60 Days Goals (What You Should Accomplish in Month 2):

• Hold 4-6 appointments independently (without shadowing)
• Present 2-3 buyer consultations or listing presentations
• Sign 1-2 buyer representation agreements or listing agreements
• Have at least 1 transaction under contract
• Hit weekly activity standards consistently (40 contacts, 2 appointments)
• Complete certification training and receive designation if applicable

90 Days Goals (What You Should Accomplish in Month 3):

• Close 1-2 transactions (or have 2-3 in closing pipeline for next 30 days)
• Maintain consistent activity rhythm without daily oversight
• Understand your personal conversion rates at each funnel stage
• Have established weekly routine for lead follow-up, appointments, and sphere nurture
• Generated at least 2-3 contacts from your personal sphere or SOI
• Be on track for 8-12 closings in your first 12 months

If a brokerage can't commit to providing the support needed to hit these milestones, they're not set up to help new agents succeed.

Your Free Brokerage Comparison Scorecard (Compare 3-5 Brokerages Side-by-Side)

I built you a spreadsheet where you can score each brokerage across all 47 questions on a 1-5 scale. Interview three brokerages, ask the same questions, score them honestly. The right choice will become obvious.

Download the Brokerage Comparison Scorecard - Free

Take this scorecard to every interview. Ask the questions. Write down the answers. Compare apples to apples. The brokerage that scores highest is probably your best fit.

One More Thing (The Part That Matters Most)

Look, I've been doing this for 24+ years in Metro Detroit. I've built The Perna Team into a successful operation with 40+ agents. I've seen hundreds of agents start their careers - some crush it immediately, others struggle for years, many quit before they ever really get started.

And here's what I know for sure: Your first brokerage choice will either launch your real estate career or delay it by 12-18 months.
The 47 questions in this guide aren't about being difficult or high-maintenance. They're about protecting your investment - your real estate license, your time, your savings account, your family's financial security - and making sure you land somewhere that's actually set up to help you win.

Because here's the brutal truth: Most brokerages aren't set up to support new agents. They're set up to recruit new agents, collect desk fees and franchise royalties, and hope a few succeed through sheer talent and grit.

You deserve better than that.

You deserve a brokerage that has:

• Real lead flow with documented conversion data
• Comprehensive training with specific milestones
• Transaction coordination so you can focus on selling
• Weekend and evening support when deals happen
• Technology that actually works and integrates
• A clear path from zero to 10+ closings in year one

Don't make the $40,000 mistake I made in 1998. Don't join a brokerage because they have a nice office or the broker seems friendly. Ask the 47 questions. Get answers in writing. Compare your options systematically.

Need Help Evaluating Your Options or Want to Interview with The Perna Team?

I field questions from new Michigan real estate agents all the time - even agents who aren't on my team and might never be. It's just part of being in this business for 24+ years. People ask my opinion, and I give it straight.

If you're comparing brokerages and want a second opinion, or if you just need someone to decode what a broker is actually saying during your interview, I'm happy to help.

Even if you're looking at other brokerages and just want advice, call me: 248-886-4450

If you want to interview with The Perna Team specifically: 248-886-4450 or michaelperna@pernateam.com

I'm available 7 days a week. Seriously. I actually field the most questions on weekends when it's impossible to get hold of an office broker and you're trying to make decisions.

(And yes, if you interview with me and decide to go somewhere else, I won't be weird about it. I'd rather you make the RIGHT choice than make the convenient choice. Your success matters more than my ego.)

The Perna Team has 4 spots open for new agents in Q1 2025. We're selective because our training and lead flow require dedicated resources. If you're serious about launching a real estate career in Metro Detroit, have basic sales aptitude, and are willing to work the systems we provide, let's talk.

Schedule Your Interview - Call 248-886-4450

Frequently Asked Questions About Choosing a Real Estate Brokerage

Should I join a team or work solo at a traditional brokerage?

Direct Answer: For new agents with limited savings and no existing client sphere, teams typically provide faster ramp time and higher first-year income due to lead generation, training, and transaction coordination support. Solo arrangements at traditional brokerages offer more freedom but require 12+ months of savings and the ability to generate 20+ appointments monthly from your personal network. At The Perna Team, our new agents average $72,000 in first-year gross commission income versus the Michigan average of $49,700 for new agents at traditional brokerages.

Ask yourself: Do you have 12 months of living expenses saved? Can you generate 20+ qualified appointments per month from your sphere of influence without brokerage leads? If no to either question, start with a team that provides leads and support.

The math: Solo agents at 100% commission brokerages keep all their money but typically close 3-5 deals in year one (average $49K GCI) because they lack lead flow. Team agents at 60/40 splits on team leads close 8-12 deals in year one (average $72K GCI) despite the lower split because volume matters more than percentage. Would you rather have 100% of 4 deals or 60% of 12 deals?

What's a good commission split for a new real estate agent?

Direct Answer: Commission splits matter far less than net income. An 80/20 split with zero leads generates less income than a 50/50 split with 10 qualified appointments per week. Focus on total net income across different scenarios, not split percentages alone. A new agent at an 80/20 split with no leads typically earns $35K-$50K in year one. A new agent at 60/40 on team leads with strong support typically earns $60K-$85K in year one. The 60/40 agent nets more money despite the lower split.

Calculate your projected net income across different scenarios:

• Scenario A: 80/20 split, zero team leads, you close 4 deals from your sphere = $56K GCI, minus $4K fees = $52K net
• Scenario B: 60/40 split on team leads, you close 10 deals = $80K GCI, minus $3K fees = $77K net
• Scenario B nets you $25K more despite the lower split because volume crushes percentage

The question isn't "what split?" The question is "what's my net income after all splits and fees?"

How long should I give a brokerage before deciding it's not working?

Direct Answer: If you're following the 30-60-90 day milestones and not hitting them, have a serious documented conversation with your broker or team lead at 60 days. If nothing changes and you're still not on track by 90 days, start interviewing elsewhere. Don't wait a full year like Michael Perna did in 1998 - that's $30K-$40K in lost opportunity cost you'll never recover.

The 90-day test: By day 90, you should have at minimum: 6-8 held appointments under your belt, 1-2 signed buyer or listing agreements, 1 transaction under contract or closed, clear understanding of all systems, and consistent activity rhythm. If you don't have these by day 90 despite following the program, something's broken.

Warning signs at 60 days: You're not receiving the promised weekly lead volume, training has been inconsistent or nonexistent, you've had zero coaching or pipeline review meetings, your questions go unanswered for days, or you're still confused about basic systems.
Don't fall for sunk cost fallacy: "I've already invested two months, I should give it more time." Two months lost is better than ten months lost. Move quickly if it's clearly not working.

Can I switch brokerages if I have active deals under contract?

Direct Answer: Usually yes, but it depends on your independent contractor agreement. Most pending deals stay with your current brokerage, and you'll still receive your commission when they close (minus the current brokerage's split and fees). Active listings can be trickier - some sellers may want you to complete the listing term, others may request reassignment. Review your ICA and ask both brokerages how they handle transitions before giving notice.

Best practice: Read your current ICA's termination section carefully before giving notice. Specifically look for: required notice period (typically 30 days), pending transaction handling (do you close them out?), active listing requirements (can you take them or must they stay?), and any financial penalties for early termination.

The conversation with your new brokerage: "I have 3 deals currently under contract and 2 active listings. How do we handle the transition?" A good brokerage will have a clear process for this situation because agents switch brokerages regularly.

Expect: To close your pending deals with your old brokerage (and pay their split). To transfer your active listings either through reassignment with seller approval or by completing the listing term. To start fresh with new leads at your new brokerage.

What if I don't have a sphere of influence or personal network?

Direct Answer: Then you MUST join a brokerage or team with a documented lead generation program, proven conversion data, and ISA appointment-setting support. You cannot build a sustainable real estate business on hope alone. You need qualified appointments on your calendar from week one, and if your personal network can't generate them, the brokerage must provide them. At The Perna Team, 40% of our agents came to real estate with zero existing sphere and succeeded through team-provided lead flow.

Reality check: Brokerages that say "everyone has a sphere, just call your friends and family" are setting you up to fail if you genuinely don't have a viable personal network. Not everyone knows 200 people planning to buy or sell homes.

What you need instead: 8-12 new qualified leads per week from brokerage sources, ISA-set appointments so you're walking into pre-qualified conversations, source-specific training on how to convert Zillow, Facebook, and PPC leads, and transaction coordination so you can focus on appointments instead of paperwork.

Ask the brokerage: "What percentage of your agents came in with zero sphere and succeeded? How many new leads per week do those agents receive to compensate for lack of personal network?"

Should I be worried about non-compete or non-solicit clauses?

Direct Answer: Yes. Non-compete and non-solicit clauses can significantly restrict your ability to change brokerages or take clients with you when you leave. Some are reasonable (6 months, 5-mile radius, team-generated leads only). Some are aggressive (2+ years, entire county, all past clients including your sphere). Get your ICA reviewed by a Michigan real estate attorney BEFORE you sign - not when you're trying to leave and facing threats. Legal review costs $200-$400 but could save you $50K+ in disputes later.

What's typically enforceable in Michigan: Non-solicits preventing you from proactively contacting team-provided clients for 6-12 months within a reasonable radius (5-15 miles). These protect the brokerage's investment in lead generation and are generally upheld by Michigan courts.

What's typically NOT enforceable: Restrictions on your personal sphere (people you knew before joining), absolute prohibitions on clients contacting you (if a client seeks you out, you can work with them), county-wide or state-wide geographic restrictions (too broad), and non-competes preventing you from working in real estate anywhere (restraint of trade).

The risk: Even if a non-compete wouldn't hold up in court, fighting it costs $5K-$15K in legal fees and months of stress. Better to negotiate reasonable terms upfront or choose a brokerage with sensible restrictions.

About Michael Perna - Metro Detroit Real Estate Broker & Team Leader

Michael Perna has been a licensed real estate broker in Michigan for 24+ years, holding Michigan Real Estate License #309650. He leads The Perna Team, which has closed over 8,000 transactions across Metro Detroit including Birmingham, Bloomfield Hills, Franklin, Troy, Clarkston, Auburn Hills, Hazel Park, Highland Township, and Groveland Township.

Michael holds professional certifications including CRS (Certified Residential Specialist), GRI (Graduate REALTOR® Institute), ABR (Accredited Buyer's Representative), SRES (Seniors Real Estate Specialist), CLHMS (Certified Luxury Home Marketing Specialist), and Historic Home Expert Designation.

The Perna Team currently consists of 40+ licensed agents with support staff including 4 full-time ISAs, 2 transaction coordinators, and a marketing coordinator. The team specializes in residential sales across all price points from $150K starter homes to $3M+ luxury estates, with particular strength in the Birmingham-Bloomfield-Franklin luxury corridor and historic home markets.

Contact Michael Perna:

• Phone: 248-886-4450 (7 days a week, including evenings and weekends)
• Email: michaelperna@pernateam.com
• Website: PernaTeam.com
• Office: Serving Metro Detroit - Birmingham, Bloomfield Hills, Troy, Franklin, Clarkston, Auburn Hills, and 12+ additional markets

P.S. - Yes, I'm Recruiting Agents Too

But I'd rather arm you with the right 47 questions and have you make an informed decision than recruit you under false pretenses just to hit my hiring quota. If you end up on The Perna Team, great. If you end up somewhere else that's actually a good fit for your situation, that's also great.

The Michigan real estate industry needs more successful agents and fewer casualties. These 47 questions give you the framework to choose wisely.

The Perna Team has 4 openings for new agents in Q1 2025. If you want to interview with us specifically, call 248-886-4450 or email michaelperna@pernateam.com. If you just want advice on evaluating other brokerages, same number, same email. Either way, I'm here to help.

Your real estate career starts with one decision: choosing the right brokerage. Make it count.