In this podcast episode, Jennifer Toomer Hay, a real estate team leader at Keller Williams, discusses her career and the financial structure of her brokerage. She explains the difference between agents, brokers, and team leaders, emphasizing her role and why she chose not to pursue a broker's license. Jennifer highlights the major business expenses as salaries and rent and details how the brokerage earns money by taking a percentage of agents' commissions up to a cap of $14,000 annually. She also touches on her move from Alaska to Birmingham, transitioning from agent to team leader, and the challenges she faced in revitalizing a struggling office.