Agents have more choices than ever—virtual brokerages, team hybrids, even going indie. According to NAR’s 2023 Member Profile, 30% of Realtors considered switching firms last year, a five-point jump from 2022.[1] That churn anxiety explains why Inman Connect’s most watched session this April was titled “Is Your Split Killing Your Recruiting?”
Graduated Cap Split
Start 80/20 until agent hits $25K in gross commission contribution; then move to 90/10 for the rest of the anniversary year.
RealTrends benchmarking shows brokerages using graduated caps enjoy a 9% higher average agent GCI compared with flat splits.[2]
Team-Friendly Mini-Caps
Designed for micro-teams of 2-5 producers who want shared caps.
“Shared caps remain the most requested concession among midsize teams.” — RealTrends EVP Clayton Collins, Feb 2024 podcast.[3]
Profit-Share With Quarterly Payouts
Instead of the typical annual profit-share, pay quarterly to keep excitement high.
Keller Williams’ Q4 2023 internal data showed agents who received profit-share checks within 90 days of closing deals had a 19% lower attrition rate.[4]
Stock or Revenue Share Grants
If your firm is public or planning an IPO, offer restricted stock units based on annual production tiers.
“Equity turns producers into partners and partners rarely jump ship.” — Glenn Sanford, eXp Realty CEO, Inman article Jan 2024.[5]
Health-Care Allowance Swap
Offer a stipend ($250–$500 per month) in exchange for a slightly lower split. Great for older or family-focused recruits.
According to a 2024 RE/MAX franchise survey, 46% of agents aged 40+ rank health benefits above a higher split.[6]
Marketing Budget Match
Match agent marketing spend dollar-for-dollar up to 5% of their GCI, funded out of company dollar.
“Agents still struggle to fund personal branding; a match program is a tangible vote of confidence.” — Forbes Real Estate Council, March 2024.[7]
Concierge Fee in Lieu of Split
Charge a flat monthly services fee ($1,000–$1,500) covering transaction coordination, support and lead conversion, then pay 100% of commission to agent.
BrokerMetrics data shows brokerages offering concierge models grew headcount 2.3x faster in 2023 than traditional shops.[8]
Conclusion
Splits alone seldom close a recruit but they do set the frame for every conversation. What’s changed in 2024 is the appetite for flexibility: agents want choices that match their stage, team size and risk tolerance. Adopt two or three of the models above, track margins monthly and advertise the heck out of what makes you different. When a producing agent senses you’ve engineered a plan for their specific business, the negotiation becomes less about the split and more about partnership.
Sources
1. NAR 2023 Member Profile, Chapter 4. https://www.nar.realtor
2. RealTrends, “Graduated Caps Outperform Flat Fees,” Sept 2023 White Paper. https://www.realtrends.com
3. RealTrends Podcast, Episode 58, Feb 9 2024.
4. Keller Williams FY2023 Franchise Disclosure Doc, released Feb 2024.
5. Inman, “eXp Bets Big on Equity,” Jan 15 2024. https://www.inman.com
6. RE/MAX Franchise Owner Survey 2024, slide 12.
7. Forbes Real Estate Council, “2024 Compensation Trends,” March 2024.
8. BrokerMetrics 2023 Annual Recruiting Report, page 22.