A Guide to Real Estate Roles: Broker, Team Leader, Mentor, and Coach | ADHI Schools

A Guide to Real Estate Roles: Broker, Team Leader, Mentor, and Coach

Published by Kartik Subramaniam

Reading Time : 6 minutes

Real estate broker

In the fast-paced world of real estate, success largely depends on the expertise and guidance of professionals who help new agents build their careers. Understanding the differences between Brokers, Team Leaders, Mentors, and Coaches is essential to making the most of these resources.

I wanted to write about this specifically for students that are just finishing out of our real estate license school and are interviewing with brokerages. If that is you, you are probably going to hear a lot about these terms as you talk to managers and brokers.

“We have a mentor program!”

“Our broker is always avaliable to help you!”

“You should get into real estate coaching!”

All of the above are pretty common things you’ll hear from leadership within a medium-to-large size real estate company. I want you to be prepared.

In this article, I wanted to explore the roles and responsibilities of these professionals, providing examples to help you determine the best support system for your growth.


A broker is a licensed real estate professional who is responsible for a real estate brokerage or agency. They are tasked with overseeing and guiding the business activities of their agents, ensuring compliance with relevant laws and regulations. Brokers are typically more experienced than agents and have met additional educational and licensing requirements. In California, in order to become a real estate broker, you have to have two years of real estate experience at a minimum. There are also 5 other classes you have to take beyond those you took to get your sales license. If you want to know how to become a broker, I recorded a video about this you can watch here.

Example: A new agent can turn to their broker for guidance on navigating the complexities of real estate transactions and for support in understanding and complying with industry regulations. If the salesperson breaks a real estate law, the broker could be liable.

Team Leader

A team leader is a real estate professional responsible for managing and supervising a team of agents within a brokerage - They may or may not also be the broker of record for the real estate office. They provide guidance, support, and motivation to their team members and are often responsible for training and coaching new agents. Team leaders often have strong communication and leadership skills, enabling them to manage team dynamics and foster a positive working environment effectively.

Sometimes, the team leader is also responsible for recruting new agents into the company which is why newer agents have often heard this term.

Example: A new agent may join a team led by an experienced team leader who will provide training, support, and resources to help them grow and develop as a successful real estate agent.


A mentor is an experienced real estate professional who will offer guidance and support to a new agent often in exchange for a portion of their commission on a given real estate transaction. This relationship is built on trust and mutual respect, with the mentor sharing their knowledge, experience, and insights with the mentee. Mentorship can sometimes be informal, with mentors and mentees seeking each other out, or formalized through mentorship programs within brokerages or professional organizations.

Example: A new agent may seek a mentor to help them navigate the challenges of their first few transactions, providing advice on negotiation strategies, client relations, and best practices in the industry. In exchange the mentor and mentee agree on a 50/50 commission split on any deals they work on together.

Mentorship plays a crucial role in developing and progressing a successful career. The right mentor can provide guidance, support, and knowledge that can be transformative for a mentee's personal and professional growth. This article will explore the importance of mentorship at various career stages, highlighting how a mentor's influence can lead to lasting success.

Early Career: Building a Strong Foundation

In the early stages of a career, a mentor can provide invaluable guidance and support, helping mentees navigate the challenges of entering the workforce. They can offer insights into industry-specific best practices, share their experiences, and help mentees develop essential skills such as communication, problem-solving, and time management.

A mentor's influence at this stage can help mentees establish strong foundations, enabling them to approach their careers with confidence and a clear sense of direction.

Mid-Career: Navigating Transitions and Growth

As professionals progress, they may face new challenges and opportunities, such as transitioning to a new role, taking on increased responsibilities, or pursuing advanced education. During these transitional periods, the guidance of a mentor can be precious.


Mentors can provide perspective and advice on making these transitions, helping mentees to identify and leverage their strengths, develop new skills, and adapt to changing circumstances. This support can foster resilience and agility, essential traits for continued success in a dynamic professional landscape.

The Mentor-Mentee Relationship: A Two-Way Street

While the benefits of mentorship for the mentee are clear, it is essential to recognize that the relationship is often mutually beneficial. Mentors can also gain valuable insights from their mentees, fostering their growth and development - and in sharing commissions.

Moreover, serving as a mentor can be personally rewarding, as it provides the opportunity to make a meaningful impact on another individual's life and career and contribute to the development of future leaders in their industry.

Mentorship is essential to career growth and success, providing guidance, support, and knowledge at every stage of professional development. From building a strong foundation in the early stages of a career to navigating transitions and refining leadership skills, the influence of a mentor can have a lasting impact on an individual's personal and professional growth. Embracing mentorship as a vital tool for success, professionals can unlock their full potential and thrive in an ever-changing professional landscape.


A coach is a professional who focuses on real estate agents' personal and professional development. Coaches often have a background in real estate, but their primary focus is guiding agents to achieve their goals and reach their full potential. Coaches may provide one-on-one coaching sessions, group workshops, or online courses addressing business planning, marketing strategies, time management, and mindset development.

In the competitive world of real estate, professionals are constantly seeking ways to gain an edge and stand out from their peers. While a real estate license and education from a real estate school are essential prerequisites for entry into the industry, more than they may be required for long-term success.

This is where coaching comes in. Real estate coaching provides individuals with personalized guidance, support, and accountability to help them achieve their goals and overcome any obstacles they may face in their careers. Whether it's building a successful business, developing marketing strategies, or improving negotiating skills, a coach can provide the insights and tools needed to excel in the industry.

Real estate coaching can also be valuable for new agents needing more experience and confidence in navigating the industry's complexities. A coach can guide everything from building a client base to closing deals, helping new agents build a strong foundation for lasting success.

Moreover, coaching can help real estate professionals stay current with industry trends and best practices. As the industry evolves, adapting and innovating to remain competitive is essential. A coach can provide insights into emerging trends, technological advancements, and changes in consumer behavior, enabling professionals to stay ahead of the curve.

In conclusion, real estate coaching is a valuable tool for professionals seeking long-term success in the industry. It provides personalized guidance and support to help individuals achieve their goals, stay current with industry trends, and overcome any obstacles they may face. Whether you're a new agent just starting or a seasoned professional looking to take your career to the next level, coaching can provide the insights and tools needed to thrive in the ever-changing world of real estate.

Example: A new agent may hire a real estate coach to help them set and achieve their goals, create a business plan, and develop the skills necessary to excel in the industry.

Understanding the roles of Brokers, Team Leaders, Mentors, and Coaches is essential for new real estate agents seeking guidance and support in building their careers. Each of these professionals brings unique expertise and insights to the table, and the right combination of these resources can set new agents on the path to success. By recognizing the value of each role and leveraging their strengths, new agents can build strong foundations for lasting success in the real estate industry.

As always, your real estate journey begins with enrolling in the right real estate school. Visit www.adhischools.com or call us at 8887685285 for more information.



Kartik Subramaniam

Founder, Adhi Schools

Kartik Subramaniam is the Founder and CEO of ADHI Real Estate Schools, a leader in real estate education throughout California. Holding a degree from Cal Poly University, Subramaniam brings a wealth of experience in real estate sales, property management, and investment transactions. He is the author of nine books on real estate and countless real estate articles. With a track record of successfully completing hundreds of real estate transactions, he has equipped countless professionals to thrive in the industry.

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