Joining a Real Estate Team vs. Going Solo

Published October 9, 2026 · Recalde & Friedman, PLLC

A team is not a brokerage

In Florida every sales associate's license is held under a broker, not under a team (§ 475.42(1)(a)–(d), Fla. Stat. (sales associate may work only for registered employer; compensation only through employer)). A "team" is a group of licensees inside a brokerage, usually led by a producing agent, that shares leads, staff and marketing. The team leader typically keeps part of each team member's commission on top of whatever the brokerage keeps.

Common team structures

• Lead-based split. Team-generated leads pay the team a larger share. Self-generated business pays a smaller share or none.
• Salary or hybrid roles. Some teams have showing agents, inside sales staff or transaction coordinators paid differently from agents on commission. How a licensee is paid can affect classification questions. See the independent-contractor section of our choosing a brokerage guide.
• Expansion or partner models. Senior team members may get a better split, a market of their own, or a path to lead a sub-team.

What you may gain

• A steady flow of leads and appointments, especially valuable early on.
• Administrative and transaction support, so you can spend more time with clients.
• Day-to-day coaching from someone actively closing deals.

What you may give up

• A larger share of each commission.
• Control of your brand. Team marketing usually features the team name.
• Possibly your client relationships when you leave, depending on your agreement.

Florida advertising rules apply to teams

Every real estate advertisement must include the licensed name of the brokerage firm. Ads must not be misleading, and online ads must place the brokerage name next to the contact information (Fla. Admin. Code R. 61J2-10.025 (advertising must include the licensed brokerage name)). A team's own branding doesn't replace the brokerage name.

Questions to ask a team leader

1. What share does the team keep on team leads and on my own leads? Is there a cap?
2. How many leads or appointments did a typical member get last year, and how many closed?
3. What is expected of me: hours, floor time, call quotas, open houses?
4. Who owns the client database and what happens to my pipeline if I leave?
5. Is there a non-solicitation or other restriction in the team agreement?
6. How does the team split interact with the brokerage's split and cap?

Going solo

Working on your own under a broker gives you the full agent share of the brokerage split and full control of your brand. It also means generating your own business. Many agents join a team to learn, then go solo or start a team later. Neither path is right for everyone.

Frequently asked questions