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Which calculation correctly defines a brokerage's company dollar?

Total gross commission income minus all operating expenses

Gross commission income minus co-op (cooperating broker) commissions paid out

Net profit divided by number of transactions

Total agent commissions paid out for the year

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2026 Statistics

Key Facts: CRB Exam

1968

CRB Designation Established

REBI

49,000+

REBI Members (NAR's largest affiliate)

REBI

70%

Course Final Passing Score

REBI

10-15%

Industry-Typical Brokerage Net Profit Margin

REBI/NAR

Aug 2024

NAR Sitzer/Burnett Rules Effective Date

NAR Settlement

60-100 hrs

Typical CRB Coursework + Exam Prep Time

REBI

CRB is REBI's flagship designation for experienced brokers, owners, and managers, awarded since 1968. REBI is NAR's largest affiliate with 49,000+ members. Earning the CRB requires completing required REBI coursework and passing course final exams with 70% or higher; a broker license is NOT required to earn the designation. Annual REBI membership dues apply. The 2026 curriculum reflects post-Sitzer/Burnett buyer-broker agreement rules effective August 2024.

Sample CRB Practice Questions

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1Which calculation correctly defines a brokerage's company dollar?

A.Total gross commission income minus all operating expenses

B.Gross commission income minus co-op (cooperating broker) commissions paid out

C.Net profit divided by number of transactions

D.Total agent commissions paid out for the year

Explanation: Company dollar is GCI minus co-op commissions paid to cooperating brokerages. From company dollar the broker then pays operating expenses to arrive at broker net (the brokerage's pre-tax profit). Knowing this flow is foundational to every CRB financial topic.

2Which industry-typical net profit margin range is commonly cited for residential real estate brokerages?

A.1-3%

B.10-15%

C.25-30%

D.40-50%

Explanation: REBI and NAR materials commonly cite 10-15% as a healthy industry-typical net profit margin for residential brokerages. Margins below this often signal cost-structure or productivity issues; margins materially above are uncommon outside niche or low-overhead virtual models.

3When did the NAR Sitzer/Burnett settlement practice changes officially take effect for REALTOR-affiliated MLSs?

A.March 2024

B.August 17, 2024

C.January 1, 2025

D.October 2024

Explanation: NAR announced the proposed settlement in March 2024, but the practice changes — including written buyer-broker agreements before showing and removal of compensation offers from the MLS — became effective August 17, 2024 across REALTOR-affiliated MLSs.

4Under the post-Sitzer/Burnett rules, when must a written buyer-broker agreement be in place?

A.Before the buyer signs a purchase contract

B.Before the broker shows the buyer any MLS-listed home

C.Only when the buyer asks for representation

D.Within 10 days of the first showing

Explanation: Per the NAR settlement effective August 17, 2024, MLS Participants working with a buyer must enter a written buyer agreement before the buyer tours an MLS-listed home, including in-person and live virtual tours. This is a core supervision and compliance topic for CRB managers.

5After August 17, 2024, where is a listing broker prohibited from publishing offers of buyer-broker compensation?

A.On the brokerage website

B.In direct communications with cooperating agents

C.In the MLS

D.On a yard sign rider

Explanation: The NAR settlement specifically prohibits offers of compensation to buyer brokers in the MLS. Compensation can still be communicated off-MLS — for example via direct email or the listing brokerage website — but not through the MLS itself.

6Which acronym does REBI use to describe the integrated approach to talent acquisition and brokerage identity?

A.CRM (Capture, Retain, Manage)

B.RAB (Recruiting, Attracting, Branding)

C.SOI (Sphere of Influence)

D.BPT (Business Plan Template)

Explanation: REBI's RAB framework — Recruiting, Attracting, and Branding — treats talent acquisition and brand identity as a single, reinforcing system. Strong brand attracts candidates; structured recruiting converts them; consistent branding retains them.

7Which compensation model assigns each agent a fixed monthly desk fee and lets the agent keep nearly all commission?

A.Traditional split (e.g., 60/40)

B.Salary plus bonus

C.100% commission with desk fees

D.Hybrid graduated split

Explanation: In a 100% commission model the agent keeps essentially all the commission and pays the brokerage a flat monthly desk fee plus per-transaction fees. The brokerage trades commission revenue for predictable fee revenue and lower variable cost per deal.

8A new agent on a 70/30 split closes a $400,000 sale at a 3% commission. The cooperating side keeps its own 3%. What is the company dollar from this side?

A.$1,800

B.$3,600

C.$8,400

D.$12,000

Explanation: The listing-side commission is 3% of $400,000 = $12,000. With a 70/30 split favoring the agent, the agent receives $8,400 and the brokerage retains $3,600 as company dollar from this side. The cooperating side does not affect this calculation because it is paid to the other brokerage.

9Which KPI best measures pricing accuracy for a residential brokerage's listings?

A.Days on market

B.List-to-sale price ratio

C.Listings per agent

D.Market share

Explanation: List-to-sale price ratio (sale price / original list price) directly measures how accurately listings are priced. A ratio consistently near 100% suggests strong pricing discipline; a low ratio signals overpricing and price reductions.

10RESPA Section 8 prohibits which of the following arrangements between a broker and a settlement service provider?

A.Receiving a kickback for referring buyers to a specific lender

B.Co-marketing with strict pro-rata cost sharing at fair market value

C.Disclosed Affiliated Business Arrangements meeting RESPA's three-prong test

D.Charging a flat administrative fee that is disclosed on the closing statement

Explanation: RESPA Section 8 prohibits kickbacks, fee-splitting, and unearned fees in connection with federally related mortgage transactions. Receiving a payment in exchange for referring business to a settlement provider is a textbook violation. Properly structured AfBAs and pro-rata co-marketing are permissible.

About the CRB Exam

The CRB (Certified Real Estate Brokerage Manager) is the flagship designation of the Real Estate Business Institute (REBI), NAR's largest affiliate. Since 1968, the CRB has been awarded to experienced brokers, owners, and managers who complete required coursework and final exams covering brokerage operations, recruiting, financial management, risk, marketing, technology, and leadership.

Questions

100 scored questions

Time Limit

2 hours

Passing Score

70%

Exam Fee

Course tuition + REBI membership (Real Estate Business Institute (REBI))

CRB Exam Content Outline

20%

Brokerage Operations & Strategy

Business models (traditional commission split, 100% commission with desk fees, salary, hybrid, virtual), business plan template (BPT), SWOT, market share, dollar-productive activities, and operational systems

20%

Recruiting, Retention & Talent Management

RAB framework (recruiting, attracting, branding), agent value proposition, recruiting funnels, onboarding programs, mentorship, retention strategies, and productivity benchmarks

20%

Financial Management (P&L, KPIs)

GCI (Gross Commission Income), company dollar (GCI minus co-op), broker net, profit margin (10-15% industry typical), and KPIs including avg sale price, listings per agent, list-to-sale ratio, and days on market

15%

Risk Management & E&O

NAR Sitzer/Burnett settlement (March 2024, effective August 2024) buyer-broker agreement rules, supervision, vicarious liability, cyber liability, wire fraud, RESPA Section 8, Sherman Antitrust, Fair Housing, and E&O insurance

10%

Marketing & Branding

Brand consistency across offices and agents, brokerage value proposition, lead generation systems, content marketing, and integration of digital and traditional marketing channels

10%

Technology & Innovation

Broker tech stack (CRM, marketing automation, transaction management), AI tools in real estate (Saul, Boomtown, Top Producer), data analytics, and technology adoption frameworks

Code of Ethics & Leadership

NAR Code of Ethics 17 articles, leadership styles (transformational, servant, situational), professional standards, and ethical decision-making for broker-owners

How to Pass the CRB Exam

What You Need to Know

Passing score: 70%
Exam length: 100 questions
Time limit: 2 hours
Exam fee: Course tuition + REBI membership

Keys to Passing

Complete 500+ practice questions
Score 80%+ consistently before scheduling
Focus on highest-weighted sections
Use our AI tutor for tough concepts

CRB Study Tips from Top Performers

1Memorize the GCI / company dollar / broker net flow: GCI minus co-op equals company dollar; company dollar minus operating expenses equals broker net

2Know post-Sitzer/Burnett rules — written buyer-broker agreements are required before showings and broker compensation offers cannot appear in the MLS

3Practice profit margin and KPI math: 10-15% net margin is industry typical; understand list-to-sale ratio, days on market, and listings per agent

4Learn the RAB framework (Recruiting, Attracting, Branding) and how agent value proposition drives both recruiting funnels and retention

5Distinguish broker business models — traditional split, 100% commission with desk fees, salary, hybrid, virtual — and the P&L impact of each

Frequently Asked Questions

What is the CRB designation?

CRB (Certified Real Estate Brokerage Manager) is the flagship designation of the Real Estate Business Institute (REBI), NAR's largest affiliate. Established in 1968, CRB is awarded to experienced brokers, owners, and managers who complete REBI's required coursework and final exams covering brokerage operations, recruiting, finance, risk, marketing, technology, and leadership.

Do I need a broker license to earn the CRB?

No. Unlike a state broker license, the CRB designation does not require holding an active broker license. The credential is designed for managers, team leaders, and broker-owners — anyone responsible for running a brokerage operation. You do, however, need to maintain active REBI membership and complete required CRB coursework.

What does the CRB exam cover?

The CRB curriculum covers seven content areas: Brokerage Operations & Strategy (20%), Recruiting, Retention & Talent Management (20%), Financial Management/P&L/KPIs (20%), Risk Management & E&O (15%), Marketing & Branding (10%), Technology & Innovation (10%), and Code of Ethics & Leadership (5%). Course finals total approximately 100 questions, and you need 70% to pass.

How does CRB compare to other NAR designations?

CRB targets brokerage management — running the business — while CRS focuses on residential agent production, ABR on buyer representation, and SRS on seller representation. CRB is the right credential if your work centers on recruiting, P&L, agent productivity, and operations rather than direct client transactions. Many designees stack CRB with CRS or ABR.

How has Sitzer/Burnett affected the CRB curriculum?

The NAR Sitzer/Burnett settlement (March 2024, effective August 17, 2024) requires written buyer-broker agreements before showing homes and prohibits buyer-broker compensation offers in the MLS. The CRB curriculum has been updated to cover written agreement requirements, broker supervision of these new workflows, and risk-management implications for brokerage operations.

How long does it take to earn the CRB designation?

Most candidates complete the CRB in 6 to 18 months depending on course pace and prior REBI coursework. The required curriculum is roughly 60-100 hours of coursework plus exam prep. REBI offers courses in person, virtual classroom, and self-paced online formats so working broker-managers can complete it alongside their existing roles.