Key takeaways:
- Interviewing three to five agents before committing helps you compare experience, communication styles and local knowledge.
- Pay attention to specifics in their answers, not just the confidence in their delivery.
- The right agent is not always the most experienced or the one with the most sales.
Some 88% of buyers purchased their home through a real estate agent or broker, making agents the most frequently used information source in the homebuying process, according to the National Association of Realtors' 2025 Profile of Home Buyers and Sellers.
Buyers primarily sought help finding the right home to purchase, negotiating the terms of the sale and handling paperwork.
But not every agent works the same way. Different agents bring different personalities, market knowledge, negotiation approaches and communication habits. The agent who was a good fit for your coworker may not be the right fit for you.
Interviewing a few candidates before you commit is standard practice, and most agents welcome it. The goal is not to quiz them. It is to understand how they work and whether that matches what you need.
Related content:
Start with a lender, then start interviewing
Before reaching out to agents, speak with a lender to get preapproved for a loan. This gives you a realistic budget to bring to potential agents and shows you are a serious buyer.
From there, plan to interview three to five agents. That is typically enough to see a range of approaches without getting diminishing returns.
"Once you get past three or four or five, you're getting into a world where you're getting the same information but different personalities," said Holly Connors, an agent with @properties Christie's International Real Estate in Arlington Heights, Illinois.
Meet in person if you can
The agent interview is not just about credentials. It is about whether you can work together comfortably over what may be several weeks or months.
"Knowing the person you're working for makes the transaction more streamlined and fun," said Scott Curcio, an agent with Baird & Warner in Chicago. "This will be stressful, but our job is to minimize that by leading people through the next steps and also trying to spot potential issues as early as possible."
One signal Curcio recommended watching for: whether the agent asks you as many questions as you ask them. An agent who listens and asks follow-up questions about your priorities, timeline and concerns is more likely to represent your interests effectively.
"There's not a right way or a wrong way necessarily to do things," said Chris Pero, an agent with Max Broock Realtors in Birmingham, Michigan. "I think it's important to find somebody that matches your expectations and find someone that you feel comfortable with. It is an important and personal piece."
The 12 questions
1. In the past one to two years, how many buyers have you helped?
Working with an agent who is familiar with the current market and your price point can be valuable. The market goes through cycles, and asking specifically about recent sales helps you understand how the agent handles conditions today, not five years ago.
"For example, if someone wants to buy a condo in downtown Chicago and the agent they're talking with has never sold a condo downtown or never sold a condo period, that might be important for the buyer to know," Curcio said.
That said, a shorter track record does not automatically disqualify an agent.
"All of us have to start somewhere," Curcio said. "Just because somebody hasn't sold the neighborhood, the type of house, the price point, doesn't mean they won't be the right fit for you. You just want to know that upfront."
Newer agents may also be able to offer more time and attention than high-volume agents with large client rosters. The key is transparency about their experience level.
2. How many offers do you typically write before going under contract?
This question reveals how well an agent writes offers, negotiates and communicates with listing agents. In competitive markets, the difference between an agent who writes two to three offers per client and one who writes 10 or more can reflect how well they read the market and position their buyers.
"I heard stories that it took some buyers up to 20 offers during the COVID years when our market was super hot," said Brandi Wolff, an agent with Guide Real Estate in Denver. "In my own experience, because I know to write a strong offer and I know how to establish rapport with the other agent, for my buyers, my maximum I ever submitted for one client was three offers before they got a home."
A high number is not necessarily a red flag. It could reflect a difficult market. But the agent should be able to explain why and what they adjusted along the way.
3. Can you provide referrals from past buyer clients and brokers?
Talking to a past client gives you a firsthand look at what the working relationship actually looks like, beyond what an agent says in an interview.
"Believe it or not, buyers rarely get feedback from the past clients of agents they're interviewing. It's very important to not just connect with your agent but also to understand what it's like to work with them from people who have gone through that process," Wolff said.
She suggested asking past clients specific questions: Was the agent available for showings on short notice? Were they a good communicator? Did they ever seem unsure of what to do next?
Referrals from other brokers also matter. An agent with strong relationships in the local brokerage community may have better access to off-market opportunities and more productive negotiations with listing agents.
4. What is your availability and how do you prefer to communicate?
Some agents work full time. Others work part time or split their attention across a large client roster. You may prefer texting. An agent may prefer phone calls or email. Mismatches here can lead to frustration on both sides, particularly when timing matters.
"It's important to know that upfront so that you can meet someone where they're at," Curcio said. "I have several clients right now where they're much better on text, but for me, a lot of times I need to share something with them that's a little more in-depth, so it's going to be over email. We've had that conversation upfront that I may text them from time to time and say, 'Hey, guys, I sent you an email to review this document.'"
It is also worth asking how often you can expect updates. Will the agent check in once a week during the early search phase? Will that increase to daily contact when you are actively making offers? Setting expectations early avoids the most common source of client frustration: feeling uninformed.
5. What is your negotiation style?
This is one of the most common questions agents say they receive, and for good reason. In a competitive market, the way an offer is written and presented can determine whether it is accepted. In a slower market, negotiation may center on price reductions, repair credits or closing cost concessions.
"I think clients should have a basic understanding of what their anticipated negotiation style is, but a true broker, a true salesperson needs to sell the buyer's offer every single time," Connors said.
Ask the agent to describe a recent negotiation. What was their strategy? How did they adjust when the other side pushed back? A specific example tells you more than a general answer about being "aggressive" or "collaborative."
6. What is your commission rate and what does it include?
Agent commissions vary, and so does the level of service that comes with them. This has become a more common question from buyers since 2024, given changes to how commissions are disclosed.
Pero said commissions have always been negotiable. A significant change now is that listings on the Multiple Listing Service, or MLS, cannot state whether the seller will pay the buyer's agent. This means buyers should ask upfront what their agent charges and what services are included.
Some agents include transaction coordination, a network of vetted service providers and hands-on guidance through inspection and closing. Others offer a lower rate with less support. Neither approach is inherently better, but you should know what you are getting before you commit.
7. Will you be my direct point of contact?
Many agents work as part of a team within a brokerage. That can be a strength, since it means more people are available to help. But it can also mean you interview one person and then spend most of your time working with someone else.
"There's a trend since I've been in the business that a lot of agents are going to a team concept," Pero said. "One of the complaints that I've heard from people that have had other experiences is that they feel like they're hiring one person and then they're passed off to somebody else."
You could also be hiring a junior-level agent with less experience, or the team leader, Connors said. Ask directly: Will I be working with you throughout the process, or will I be handed off to another team member? If the latter, ask to meet that person before committing.
8. How large is your office or how well connected are you locally?
In a market with limited inventory, an agent with a strong local network can make a meaningful difference. Some homes are sold before they are ever publicly listed, through agent-to-agent relationships and office networks.
"That is the key factor in finding homes for sale right now," Connors said, referring to periods when inventory is low.
A well-connected agent may also be able to get your offer in front of a listing agent faster, or provide context about the seller's priorities that helps you write a more competitive bid.
9. How do you handle multiple clients?
A high client count can be a sign of success, but it can also mean less attention for each individual buyer. Ask how many active clients the agent currently has and how they manage competing priorities.
"While nothing is inherently wrong with the phrases 'neighborhood expert,' 'high volume' or 'high producer,' most often they're meaningless and part of a practiced sales presentation," said Michelle Schwinghammer, an agent with West + Main Homes in Denver. "If your interview starts to feel like you're buying a car, my advice is to keep looking for a different kind of agent."
An agent who acknowledges their current workload honestly is a better sign than one who avoids the question.
10. What are you seeing in the market right now?
This is an open-ended question, and the quality of the answer tells you a lot. A strong agent should be able to describe current conditions in your specific market, not just national trends. They should know which neighborhoods are competitive, where inventory is increasing, what price points are moving and what types of offers are winning.
"Here in the Detroit area, we're in very much a seller's market, which means it's very highly competitive, and a lot of houses are selling in multiple-offer situations," Pero said. "Understanding as a buyer what you need to do to be competitive and what some of the competition is doing in competitive-offer situations is important to understand."
If an agent gives you a vague or generic answer, they may not know the local market well enough to guide you effectively.
11. What is your policy on dual agency?
Dual agency is the practice of one agent representing both the buyer and the seller in the same transaction. It is not permitted in Alaska, Colorado, Florida, Kansas, Maryland, Texas, Vermont and Wyoming. In states where it is allowed, most require both parties to sign a disclosure or agreement beforehand.
The concern with dual agency is that one agent cannot fully advocate for both sides. An agent representing you as a buyer may have a financial incentive to encourage a higher purchase price if they also represent the seller.
In states where dual agency is banned, agents may serve as transaction coordinators or brokers who facilitate the process without advising either party. Ask your prospective agent where they stand on dual agency and what they would do if a situation arose where they had a relationship with the seller.
12. Do you have a list of recommended tradespeople to work on my home?
After closing, most buyers need help from contractors, inspectors, plumbers, electricians or other service providers they have never worked with before. An agent with a vetted list of tradespeople can save you time and reduce the risk of hiring unreliable companies.
"Whether you're buying or selling a home, you're likely going to need help from a few contractors and service professionals along the way that you've never thought of before," Schwinghammer said.
Ask whether the agent's recommendations are based on personal experience and past client feedback, or whether the list is a standard brokerage handout. The more specific and personally vetted, the more useful.
What to watch for during the interview
Beyond the 12 questions, pay attention to how the agent conducts the conversation.
- Do they listen or pitch? An agent who spends most of the meeting talking about their sales volume, awards or marketing brand may be more focused on selling themselves than understanding your needs.
- Do they ask about your situation? A good agent should ask about your timeline, budget, must-haves, deal-breakers and any concerns you have about the process.
- Are they honest about limitations? An agent who admits they do not specialize in a certain property type or neighborhood but offers to connect you with someone who does is showing integrity.
- Do they follow up? After the interview, a professional agent should follow up within a day or two. The speed and quality of that follow-up can preview what working with them will feel like.
When to walk away
Not every agent is a good fit, and it is better to recognize that early than after you have signed a buyer representation agreement. Consider looking elsewhere if:
- The agent is vague about their experience or avoids direct questions.
- They pressure you to commit before you have finished interviewing other candidates.
- They do not know the local market or rely on national talking points instead of local data.
- Communication feels one-sided or slow from the start.
- They cannot provide referrals from past clients.
After you choose an agent
Once you have selected an agent, you will typically sign a buyer representation agreement. This document outlines the terms of the relationship, including the agent's commission, the duration of the agreement and the geographic area or property types it covers.
Read the agreement carefully. Ask about:
- How long the agreement lasts and whether it can be terminated early.
- What happens if you find a home on your own during the agreement period.
- Whether the commission is negotiable and who pays it.
Your agent should be willing to walk you through every clause. If they are not, that is worth noting.
Related content: