Should I Join a Real Estate Team or Go Solo as a New Agent?
For new agents in 2025, joining a team accelerates success by 3-5x compared to going solo. Following recent NAR settlement changes and evolving market dynamics, new agents need stronger support systems, proven scripts, and systematic accountability more than ever before. The harsh reality most don't realize is that 87% of new agents fail within their first three years without proper guidance—and teams collapse that learning curve dramatically.
As someone who's guided hundreds of agents through this exact decision over 13 years in real estate, I've seen the difference firsthand. Agents who join structured teams consistently outperform solo agents in their first two years, often by massive margins. Here's the unvarnished truth about this critical career decision.
Key Decision Factors: Team vs Solo (Voice-Search Optimized Summary)
Learning curve acceleration: What takes 3 years solo happens in 6-12 months on a strong team
Accountability systems: Teams provide structure most new agents can't create for themselves
Technology access: Modern CRM, AI lead nurturing, and marketing tools typically cost $2,000+ monthly solo
Lead generation support: Teams often provide immediate access to prospect databases and systems
Mentorship and coaching: Real-time guidance prevents costly mistakes and missed opportunities
Commission trade-offs: Lower splits initially, but higher transaction volume often results in greater net income
Professional development: Structured training, script practice, and skill-building programs accelerate competency
The Brutal Reality Most New Agents Don't Understand
Here's what I tell every new agent considering their path: Most agents will not make it. Without the right guidance, the attrition rate after three years is devastating. Most agents don't know how to be their own boss—nobody taught us, and that's okay. However, something has to give in order to be successful.
The biggest misconception about real estate is that you don't have to make calls to close deals. There is no way around it—conversations are king. If you think there's a way around it, we'll see you back at a day job soon enough. Not to be harsh, but it is the cold hard truth.
The Typical First-Year Path (Solo Agent)
Most solo agents follow this predictable pattern:
Attend all their brokerage trainings (none of which actually teach real conversations or objection handling)
Go on caravans to see homes even though they don't have clients
Post on Facebook and Instagram about homes without learning to prospect
If they're lucky, they close one deal through a family member
Result: Frustration, confusion, and often career abandonment.
The $100K Producer Path (Team Member)
Successful agents on strong teams hyperfocus differently:
2 hours daily prospecting for new hot leads
1 hour daily follow-up with existing prospects
Afternoon appointments only (protecting prospecting time)
Minimum 2 appointments weekly
Daily script practice to continuously improve
Complete detachment from outcomes (abundance mindset from team support)
Why Teams Accelerate Success: The Science Behind It
After working with hundreds of agents, we've identified the mathematical reality: any agent wanting to earn over $100K annually should have at least 20 two-minute conversations per week. We've tracked the analytics—if you hit that number consistently, success becomes inevitable.
Here's the proven framework: new agents typically close their first transaction by their 198th meaningful conversation. On a team with proper systems and accountability, agents reach this milestone in 60-90 days. Solo agents? Often 6-12 months, if they reach it at all.
The Technology Gap: 2025 Market Reality
Modern real estate requires integrated technology stacks that didn't exist five years ago. According to industry analysis, solo agents face these monthly costs:
Teams provide these tools as part of their commission structure, allowing new agents to focus on learning and producing rather than managing expensive technology infrastructure.
Real Success Stories: Team vs Solo Outcomes
Case Study: From Banking Executive to $8M Producer
Pam spent two decades in banking—stable income, predictable schedule, safe career path. But safe wasn't enough anymore.
While transitioning part-time, she dove into our team's training system: 8:30 AM script practice before work, weekend open houses without fail, late-night lead follow-up. Three months in, she went full-time.
The result? By May of her first year, Pam earned more in that single month than her entire yearly banking salary. Her first-year production exceeded $8 million.
Key insight: Pam understood that the biggest risk isn't failing at something new—it's succeeding at something that doesn't fulfill you.
Case Study: The 21-Year-Old Who Proved Hunger Beats Talent
Allie moved to LA from San Diego at 21 with no real estate network, no industry knowledge, mounting bills, and only restaurant service experience. She initially planned to give real estate six months.
We challenged her to commit to two years and really build something substantial.
The first three months were brutal—rejection after rejection, awkward phone silences. But Allie showed up anyway: every call block, every script session, every role-play. She trusted the process when she couldn't see the results.
Today, 2.5 years later, Allie is one of our top-producing listing specialists earning over $150,000 annually. Other agents now seek her guidance and expertise.
The lesson: Hunger beats talent. Every. Single. Time.
The Team Advantage: What You Actually Get
Immediate Access to Proven Systems
When you join a strong team, you're not starting from scratch. You inherit:
Lead Database Access: Our agents get immediate access to over 14,000 leads—roughly half buyers and half sellers—with AI-powered insights showing which prospects are most likely to engage.
Technology Stack: Modern CRM, automated nurturing sequences, marketing tools, and performance analytics that would cost thousands monthly as a solo agent.
Proven Scripts and Objection Handlers: Instead of stumbling through conversations, you start with frameworks refined through thousands of successful interactions.
The Accountability Factor
One of the biggest advantages teams provide is accountability that actually leads to success. We track two-minute conversations at a high level because they're the single best predictor of success.
Using Follow Up Boss as our accountability system, we track conversations automatically—no guessing, no hiding, just clear numbers tied to real outcomes. Then we turn those numbers into coaching moments, teaching agents how to stretch a 15-second call into a meaningful two-minute conversation.
In those two minutes, you uncover motivation, determine if the lead is worth following up with (and when), or even set the appointment right there.
Professional Development You Can't Get Solo
Daily Training (Monday-Friday, 8:30-9:15 AM): Script masterclass covering different topics weekly—objection handlers, role-playing client calls, refining agent-to-agent communication.
Weekly Workshops: Hands-on learning sessions building specific skills like prospecting strategies, listing presentations, or workflow efficiency.
Shadow Opportunities: Watch top producers in action—something impossible to access as a solo agent.
Bi-weekly One-on-Ones: Focused coaching sessions based on your specific metrics and performance data.
The Solo Agent Reality: What They Don't Tell You
Going solo as a new agent means you'll need to be completely obsessed with getting better. In most cases, you'll end up hiring a coach outside your brokerage just to fill the gaps that traditional brokerages don't address.
The Hidden Costs of Going Solo
Time to Competency: What you'll learn in six months on a good team would take three years to figure out on your own.
Technology Investment: $30,000+ annually for the tools teams provide as standard equipment.
Coaching and Education: $1,000-5,000 monthly for the mentorship and training teams include.
Lead Generation: $2,000-8,000 monthly to generate the prospects teams provide through established systems.
Administrative Support: Virtual assistants, transaction coordination, and marketing support that teams provide systematically.
When Solo Might Make Sense
Solo can work if you have:
Significant real estate experience (3+ years of consistent production)
Established sphere of influence generating referrals consistently
Capital reserves for 12-18 months of expenses plus technology investment
Proven prospecting skills and systematic approach to lead generation
Complete obsession with continuous improvement and self-accountability
The Team Selection Process: Not All Teams Are Equal
If you decide to join a team, choosing the right one matters enormously. Here's what to evaluate:
Leadership and Mentorship
Look for teams where the leader has actually built a successful business themselves. Experience matters—you want someone who's made the mistakes you're about to make and can guide you around them.
Our team provides direct mentorship with proven systems. Every agent gets one-on-one coaching, situational guidance, and accountability from someone who's generated over $150 million in personal production across 13 years.
Training That Actually Works
Many teams promise training but deliver outdated scripts from the 80s and 90s. Look for modern approaches that teach consultation over sales pressure.
We teach agents to reverse prospect—instead of trying to convince clients to work with you, qualify them first. Ask the right questions upfront to discover if they're truly ready, willing, and able. This approach creates lifetime clients instead of one-and-done transactions.
Technology and Tools
The best teams provide technology stacks that rival industry leaders. From lead generation systems to CRM to virtual support, agents should be equipped to compete at the highest level.
We use Maverick RE for performance analytics, Follow Up Boss for accountability, and Ylopo for lead nurturing—giving agents insights most solo agents can only dream of accessing.
Culture and Values
Strong teams have clear cultures that support growth. Look for environments that prioritize:
Creativity and collaboration
Optimism and growth mindset
Good vibes and mutual support
Obsession with improvement
Genuine care for agent success
Making Your Decision: The Data-Driven Framework
Rather than making this choice emotionally, use this systematic evaluation process:
📊 Financial Readiness Assessment
Emergency Fund: 6-12 months living expenses saved?
Income Timeline: Can you survive 3-6 months without commission income?
Technology Budget: $30,000+ available for solo agent tools and systems?
Marketing Investment: $15,000+ for lead generation and branding?
🎯 Experience & Skills Evaluation
Sales Background: Do you have proven conversation and closing skills?
Self-Discipline: Can you maintain daily prospecting without external accountability?
Industry Knowledge: Do you understand contracts, market trends, and negotiation?
Network Size: Do you have 200+ sphere contacts ready to generate referrals?
🏢 Market Position Analysis
Local Competition: How saturated is your target market with solo agents?
Technology Gap: Are you prepared to compete with team-backed agents' resources?
Lead Generation: Do you have proven methods beyond social media posting?
Professional Support: Can you afford transaction coordination and administrative help?
Interpretation:
50-70: Strong candidate for solo success
35-49: Consider starting with a team, transitioning later
Under 35: Join a team to build foundation first
🚀 Fast-Track Decision Process
Option A: Team First (Recommended for most new agents)
Join for 2-3 years to build skills and systems
Focus on learning, not just earning
Transition to solo when you score 50+ on assessment
Option B: Solo Immediate (High-risk, high-reward)
Requires score of 50+ and significant capital
Must have proven lead generation method
Need strong support network and mentorship
Option C: Hybrid Approach
Start part-time with team while maintaining other income
Test skills and market response
Make full-time decision based on early results
The Fast Forward Movement Advantage
When agents join our team, they also plug into the Fast Forward Movement within eXp Realty, providing both local coaching and national masterminds—the best of both worlds.
This means skipping the trial-and-error phase with proven playbooks from top-producing agents nationwide, accessing collaborative masterminds and masterclasses on lead conversion and wealth building, and joining a national network plus local support for real-time problem-solving.
We've seen proven agent case studies scaling from $8M to $260M and $38M to $150M production—exponential growth that counters the isolation many cloud brokerages create.
Common Objections and Honest Responses
"I Don't Want to Give Up Commission"
This focuses on the wrong metric. A solo agent keeping 100% of $50,000 earns less than a team agent keeping 70% of $200,000. Focus on net income, not split percentage.
"I Want to Build My Own Brand"
You can build your personal brand while learning the business fundamentals. Many successful solo agents started on teams and transitioned when they had the skills and systems to succeed independently.
"Teams Are Just Lead Mills"
Poor teams operate this way, but strong teams focus on agent development, skill building, and long-term success. Evaluate teams carefully—the right one accelerates your entire career.
"I'm Too Experienced for a Team"
Even experienced agents benefit from proven systems, accountability, and collaborative environments. Many seasoned agents join teams to access better technology, lead generation, and support systems.
The Geographic Advantage: Local Market Expertise
Successful teams provide deep local market knowledge that's impossible to develop quickly as a solo agent. Our coverage across Los Angeles and San Gabriel Valley gives agents competitive advantages in diverse communities—from luxury markets to family-focused neighborhoods.
This geographic expertise includes understanding cultural competency across different communities, knowing hyperlocal market trends and pricing strategies, having established relationships with service providers and vendors, and accessing neighborhood-specific marketing and prospecting strategies.
Technology Evolution: Why Modern Teams Matter More
With new buyer representation agreements and commission transparency requirements, agents need stronger consultation skills than ever before. Modern AI lead nurturing, integrated tech stacks, and automated systems have revolutionized team support capabilities far beyond what traditional brokerages offer.
Today's successful agents require technology infrastructure that didn't exist five years ago. Teams that have invested in these systems provide new agents with competitive advantages that would take years and significant capital to develop independently.
The Bottom Line: Speed to Success Matters
Here's my advice to any agent considering this decision: decide who is the vehicle that will get you to your goals. But first, make sure your goals are intentional and clear.
Most brokerages will say what they need to say to get you on board. They'll make promises about training, support, or growth—but once you sign, you're just a number. There's no real mentorship, and almost never any accountability.
If you think a brokerage alone will give you what you need, you'd better be completely obsessed with getting better. You'll need to hire a coach outside your brokerage just to fill the gaps.
But if you want to put your business on fast forward, start with a team. Don't let ego slow you down—ego is the slowest way to the top.
Success Framework: The First 90 Days
Whether you choose team or solo, your first 90 days determine your trajectory. Here's what success looks like:
Team Path (Weeks 1-4)
Complete onboarding and system training
Establish scripting patterns and conversation skills
Begin prospecting with team-provided leads
Target: 20 two-minute conversations weekly
Goal: 2 buyer consultations booked
Team Path (Weeks 5-8)
Refine conversation skills through daily practice
Access shadow opportunities with top producers
Expand prospecting to include sphere and database
Target: First transaction in escrow
Goal: Consistent appointment setting
Team Path (Weeks 9-12)
Close first transaction (average by conversation #198)
Begin developing listing presentation skills
Build referral systems and client relationships
Target: 2-3 transactions in pipeline
Goal: Sustainable business momentum
Solo Path Reality Check
Solo agents typically spend these first 90 days figuring out basic systems, technology setup, lead generation strategies, and script development—often without closing any transactions.
The Long-Term Perspective: Building Sustainable Success
Successful real estate careers aren't built on short-term thinking. Whether you start on a team or go solo, focus on developing skills that create long-term value:
Consultation abilities that position you as a trusted advisor, systematic prospecting that generates consistent opportunities, client relationship management that produces referrals and repeat business, market expertise that differentiates you from competitors, and business systems that allow sustainable growth.
Teams accelerate this development significantly, but the ultimate goal is building a sustainable business that serves your lifestyle and financial objectives.
When to Consider Going Solo
The transition from team to solo should be strategic, not emotional. Consider going solo when you have:
Consistent $200K+ annual production for at least two years
Established systems for lead generation, client management, and transaction coordination
Capital reserves for technology, marketing, and administrative support
Clear business plan for maintaining and growing production independently
Proven referral systems generating 40%+ of your business
Many successful solo agents started on teams and transitioned when they had the foundation for independent success.
💡 Smart Decision Shortcuts
When agents ask me about team vs solo, here's what I tell them:
"Most successful agents I know started somewhere with structure and support. Even if your goal is independence, there's no shame in building your foundation on a proven platform first."
The 90-Day Reality Check:
Month 1: Team agents are learning systems and having conversations
Month 1: Solo agents are still figuring out basic technology setup
Month 3: Team agents typically have their first transaction closing
Month 3: Solo agents are often still generating their first real leads
The Mathematics of Success:
Team agent: 70% of $150,000 = $105,000 net income
Solo agent: 100% of $40,000 = $40,000 net income
Winner: Team agent by $65,000+ annually
📈 Performance Benchmarks by Path
Team Member Milestones:
Week 4: First appointment booked
Month 2: First transaction in escrow
Month 6: $50,000+ in commissions earned
Year 1: $100,000+ annual production achievable
Solo Agent Reality:
Month 3: Technology setup complete
Month 6: First real lead generation system working
Month 9: First transaction hopefully closing
Year 1: Break-even if everything goes perfectly
🎯 Mid-Content Action Steps
Ready to explore team options? Here's your next move:
Research 3-5 local teams with strong reputations and proven systems
Schedule discovery calls to understand their culture, training, and support
Ask for references from current and former team members
Shadow a day to see the actual work environment and training quality
Compare total value - not just commission splits, but complete packages
🔄 The Transition Strategy: Team to Solo
Many successful solo agents followed this proven transition path:
Years 1-2: Foundation Building
Master conversation skills and objection handling
Learn market dynamics and contract negotiation
Build client database and referral systems
Understand technology tools and marketing
Year 3: Independence Preparation
Achieve consistent $200,000+ annual production
Develop personal lead generation systems
Build capital reserves for technology investment
Create administrative support structure
Year 4+: Strategic Independence
Launch solo practice with proven systems
Maintain relationships with former team for referrals
Leverage experience for premium positioning
Scale based on proven success patterns
Why Agents Choose The Borges Real Estate Team
When agents join us from traditional brokerages, the story is usually the same: little to no technology, broken promises about leads and training, and no accountability or support.
We deliver on our promises with proven technology stacks, genuine mentorship from someone who's built a successful business, and accountability systems that turn calls into closings.
Our agents don't just join a team—they join a culture of creativity, collaboration, and growth where success is measured, supported, and accelerated by cutting-edge technology and proven coaching methods.
The Final Word: Choose Your Vehicle Wisely
The decision between team and solo isn't really about commission splits or independence—it's about choosing the fastest, most reliable path to your goals.
If you're a new agent, the statistics are clear: teams accelerate success, reduce failure rates, and provide the foundation for sustainable careers. The question isn't whether to join a team—it's whether to join the right team.
Your real estate career is too important to leave to chance. Choose the vehicle that will get you where you want to go, and choose it based on results, not promises.
Frequently Asked Questions: Team vs Solo Decision
People Also Ask About Real Estate Teams vs Solo
Q: Should new real estate agents join a team or go solo? A: New agents should join teams initially. Teams accelerate success by 3-5x through proven systems, accountability, and mentorship that collapse the learning curve from 3 years to 6-12 months.
Q: What are the benefits of joining a real estate team vs going solo? A: Teams provide immediate access to leads, technology, training, and mentorship. Solo agents face $30,000+ annual costs for tools teams include, plus extended learning curves without guidance.
Q: How much money do real estate team members make vs solo agents? A: Team members often earn more net income despite lower splits. Example: 70% of $200,000 = $140,000 vs 100% of $50,000 = $50,000 for struggling solo agents.
Q: What commission split should I expect on a real estate team? A: Team splits typically range 50/50 to 70/30, but focus on net income potential. Higher transaction volume at lower splits often generates more total income than solo struggles.
Q: How long should I stay on a real estate team before going solo? A: Most successful transitions happen after 2-3 years of consistent $200K+ production and proven systems development. Focus on skill building, not arbitrary timelines.
Q: Do real estate teams really provide better leads than going solo? A: Strong teams provide immediate access to databases (like our 14,000+ leads) and generation systems that take years and significant investment to develop independently.
Q: Can experienced agents benefit from joining real estate teams? A: Yes. Many seasoned agents join teams for better technology, lead generation, administrative support, and collaborative environments that accelerate growth beyond solo limitations.
Q: What's the biggest mistake new real estate agents make? A: Thinking they don't need to make calls to close deals. Conversations are king - there's no way around it. Without systematic prospecting, agents typically return to day jobs.
Q: How do I choose the right real estate team to join? A: Evaluate leadership experience, training quality, technology stack, culture fit, and agent retention rates. Interview multiple teams and shadow meetings to observe actual culture.
Q: What technology do real estate teams provide that solo agents lack? A: Teams provide CRM systems, lead generation tools, marketing automation, virtual support, and performance analytics that cost solo agents $2,500-4,400 monthly.
Q: How quickly can new agents close their first deal on a team vs solo? A: Team agents typically close their first transaction within 60-90 days (by conversation #198). Solo agents often take 6-12 months if they succeed at all.
Q: What training do real estate teams provide new agents? A: Quality teams provide daily script practice, weekly workshops, shadow opportunities, one-on-one coaching, and accountability systems that track meaningful conversations.
Q: Is the team vs solo decision permanent? A: Not at all. Many successful solo agents started on teams, developed skills and systems, then transitioned to independence when they had the foundation for sustained success.
Q: How do I know if I'm ready to leave a team and go solo? A: Consider going solo when you have consistent $200K+ production for 2+ years, established lead generation systems, capital reserves, and proven referral networks generating 40%+ of business.
Q: What's the success rate for new agents on teams vs solo? A: Industry data shows 87% of new agents fail within 3 years. Team members have significantly higher retention and success rates due to structured support and accountability.
The choice between team and solo shapes your entire real estate trajectory. Choose based on your goals, experience level, and the support you need to succeed. At The Borges Real Estate Team, we're committed to helping agents build sustainable, profitable careers through proven systems, genuine mentorship, and a culture of growth.
Ready to explore your options? Contact us today to discuss your goals and see if our team environment aligns with your career vision. We provide free consultation calls to help agents make informed decisions about their real estate futures.
Schedule consultation:
- Direct message: 323.684.4421
- Phone consultation: 323.684.4421
- Email inquiry: Justin@theborgesrealestateteam.com
About Justin Borges
Justin Borges is the leader of The Borges Real Estate Team, a proven organization serving Los Angeles and San Gabriel Valley markets. With over 13 years in real estate and more than $150 million in personal production, Justin has guided hundreds of agents through successful career transitions. His team has maintained 70% year-over-year growth for four consecutive years while developing top-producing agents who consistently exceed industry standards.
Justin's expertise in agent development, team scaling, and modern real estate technology has made him a sought-after speaker and consultant. He sits on agent councils for technology advancement and regularly speaks at industry events about leveraging AI and systems for real estate success.
The Borges Real Estate Team is recognized as a Mega Team within eXp Realty and continues to set standards for agent training, accountability, and career development in the competitive Los Angeles market.
