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Good points.
My concern with the buy in formula is that I feel like if I'm gonna ask for $500, I can't really call the leads, "free". Just a personal issue. You're right, though, much more doable with a cost share.
The leads are free. The buy-in is for the ability to participate. The leads are free but with production the comp can go up. The other way to do it is no buy-in but no DM for that package (TM leads only). I would also say you could offer higher comp iinitially for a higher buy-in. You could even have the buy-in refundable after one year for reaching a certain level or staying at a certain level for a specific period of time. But you have to have incentive and accountability from the other side.
What you are doing by the buy-in is hedging risk for both parties. Deals don't work if they are one sided. Everyone has to participate in the risk.