Hiring a real estate agent without interviewing them is like hiring an employee without checking their qualifications. Your agent will guide one of the largest financial transactions of your life, so asking the right questions upfront ensures you choose someone who delivers results rather than excuses. These ten questions reveal an agent’s experience, expertise, communication style, and commitment to your success.
1. How Many Transactions Have You Closed in the Past 12 Months?
Recent transaction volume is one of the most reliable indicators of an agent’s activity level and current market knowledge. An agent who closes 20 or more transactions per year is actively engaged in the market and encountering a wide variety of situations. An agent who closes two or three per year may be working part-time or struggling to maintain a consistent business.
There’s no magic number, but look for consistent activity that demonstrates the agent is a full-time professional who keeps their skills and market knowledge current. Ask specifically about transactions in your target area and price range, as that’s where their experience matters most to you.
2. How Well Do You Know My Specific Neighborhood or Target Area?
Real estate is hyperlocal, and an agent’s value increases dramatically when they have deep knowledge of the specific area where you’re buying or selling. Ask them to describe recent trends in your neighborhood, including price movements, average days on market, and what types of properties are selling fastest.
A strong agent will answer with specific data and personal observations. A weak one will offer vague generalities that could apply to any market. Our article on why local expertise matters explains why this knowledge is so valuable.
3. What Is Your Communication Style and Availability?
Miscommunication and lack of responsiveness are the most common complaints buyers and sellers have about their agents. Before you hire someone, understand how they communicate and whether it matches your expectations.
Ask how they prefer to communicate: phone, text, email, or a combination. Ask how quickly you can expect responses to messages. Ask whether they’re available on evenings and weekends, when most real estate activity occurs. Ask who you’ll be communicating with: the agent personally or a team member or assistant. The best agent in the world is the wrong choice if their communication style doesn’t work for you.
4. What’s Your Marketing Plan for My Home? (For Sellers)
If you’re selling, the agent’s marketing plan directly affects how many buyers see your home and how much it sells for. Ask for specifics: Will they hire a professional photographer? Do they create virtual tours or 3D walkthroughs? What online platforms will they syndicate the listing to? Do they use social media advertising? Will they hold broker opens and public open houses?
Ask to see examples of their current or recent listings. The quality of their photography, descriptions, and online presentation tells you exactly what your listing will look like. Compare the marketing quality across the agents you’re interviewing. The difference is often dramatic.
5. What Is Your List-to-Sale Price Ratio? (For Sellers)
The list-to-sale price ratio measures how close to the asking price an agent’s listings ultimately sell for. An agent whose listings consistently sell at 98% to 102% of list price is pricing accurately and negotiating effectively. An agent whose listings sell at 90% to 93% of list price may be overpricing to win listings and then relying on price reductions to find buyers.
This metric also reflects negotiation skill. An agent who consistently achieves sale prices at or above list price is likely a stronger negotiator than one who routinely accepts offers well below asking.
6. How Will You Help Me Determine the Right Price? (For Sellers)
Pricing is the single most important factor in a successful home sale. Ask the agent to explain their pricing methodology. A strong agent will describe a detailed comparative market analysis process that examines recent sales, active listings, expired listings, and current market conditions.
Be cautious of agents who suggest a price without doing any analysis or who recommend a price significantly higher than what you’ve heard from other agents. Inflated pricing suggestions are a common tactic to win your listing, followed by price reductions that ultimately hurt your outcome. Our pricing strategy guide explains what to look for.
7. Can You Provide References From Recent Clients?
Any agent worth hiring should be able to provide contact information for three to five recent clients who had similar needs to yours. When you contact references, ask about the agent’s communication, responsiveness, market knowledge, negotiation results, and whether they would work with the agent again.
Pay attention to how the agent responds to this request. An agent who readily offers references is confident in their client relationships. One who hesitates or makes excuses may have something to hide.
8. Do You Work Solo or as Part of a Team?
Both solo agents and team-based agents can be excellent, but you need to understand the structure before hiring. With a solo agent, you work directly with the person you interviewed at every stage. With a team, you may be handed off to a junior agent, showing assistant, or transaction coordinator for parts of the process.
Neither model is inherently better, but make sure you know who you’ll actually be working with day-to-day. If you’re hiring the team leader based on their experience and reputation, but most of your interaction will be with a newer team member, that changes the value proposition.
9. What Happens If I’m Not Happy With Your Service?
Ask about the terms of the representation agreement, including its duration and cancellation policy. A confident agent who delivers strong service will offer reasonable terms. Be cautious of agents who insist on long exclusive agreements with no exit clause, as this can trap you in a relationship that isn’t working.
A reasonable buyer’s agency agreement might be 90 days with a cancellation clause. A listing agreement is typically six months, but many agents will include a cancellation provision if you’re unsatisfied with their service. Our article on how to switch agents covers what to do if the relationship isn’t working.
10. Why Should I Choose You Over Other Agents?
This open-ended question reveals what the agent considers their strongest selling points and how they differentiate themselves in a competitive field. Listen for specific, substantive answers rather than generic claims. A strong agent will point to their track record, local expertise, marketing capabilities, negotiation results, or a specific approach that delivers measurable benefits.
The best agents are confident without being arrogant, specific without being boastful, and focused on how their skills benefit you rather than on how successful they are.
Ready to Start Interviewing?
Armed with these questions, you’re prepared to evaluate any agent and find the right professional for your needs. NearbyRealtors’ free matching service can give you a head start by connecting you with pre-vetted, top-performing agents in your area. We handle the initial screening so you can focus on the interview and the personal fit. For more on finding the right agent, visit our comprehensive guide on how to find the best agent near you.