A
recent study by T3 Sixty, RealScout, and Tom Ferry International sheds light on the typical real estate team's size and lead generation strategies. The median team size in 2024 was six people, with agent pairs being the most common team configuration. However, teams vary greatly in their roles, responsibilities, and operations.

    Large teams, consisting of six or more agents, are willing to invest significantly more in lead generation efforts. While small teams (two to five agents) typically spend $1,000 or less per month on leads, larger teams spend upwards of $5,000 to $9,999 per month. This increased investment is likely due to their greater resources and operational capacity.

    Larger teams also tend to pay higher referral fees, ranging from 30-34%, compared to small teams' 25-29%. This may be a strategic decision to complete more transactions despite lower margins. Agents on larger teams appear to benefit from this approach, with nearly a third earning between $75,000 and $99,000 in annual compensation.

    The study suggests that larger teams are willing to spend more money to attract higher-quality talent and retain agents longer. This investment may yield a higher return on investment (ROI) for the team. Overall, the research highlights the importance of understanding the dynamics of real estate teams and their lead generation strategies to succeed in today's market.