Interviewing several real estate agents to find the one best suited to sell your property is a standard, welcome practice that can make or break the experience.
Agents offer different personalities, backgrounds, and approaches that could work well for some clients but fall flat for others. It begins with identifying your needs, whether you want to sell quickly or are willing to wait to make the most money. From there, you’ll know what answers and expertise work best for your home.
Many real estate agents suggest interviewing a few candidates.
“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 agent Holly Connors of @properties Christie’s International Real Estate in Arlington Heights, Illinois.
You can begin interviewing prospective agents one month out, but, ideally, you should start six months to one year away from when you want to sell, said Connors, noting that agents can provide greater guidance with more time.
Meeting the agent in person is important. It’s a personal experience that requires blending personalities.
“Knowing the person you're working for makes the transaction more streamlined and fun,” said agent Scott Curcio 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 out potential issues as early as possible.”
Another positive sign to look out for, noted Curcio, is if an agent asks you as many questions as you ask. Ultimately, it comes down to how you feel and whether you trust the agent.
“There's not a right way or a wrong way necessarily to do things,” said agent Chris Pero, with Max Broock Realtors in Birmingham, Michigan. “I think it's important to find somebody who matches your expectations and find someone you feel comfortable with. It is an important and personal piece.”
Here are 12 questions to ask a prospective agent:
1. In the past one to two years, how many buyers have you helped?
Working with an agent who's familiar with the market and your price point can be valuable. The best way to identify knowledgeable agents is to inquire about their sales history, experience level and whether they live in the market.
“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 ... to know,” said Curcio.
The market also goes through cycles. Asking specifically about recent sales helps to know how an agent navigates today’s market.
But having a short resume isn't a sign to give an agent candidate the ax.
"All of us have to start somewhere," said Curcio. "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."
2. What has been your average list-to-sale price ratio in the past 12 months?
This question concerns how close to the list price most of the agent’s homes sell for. It can reveal whether the agent’s pricing is accurate and what to expect when working with that person.
“I would encourage consumers to go a step further and make sure that the Realtor is giving actual numbers,” said Curcio, explaining that sometimes, a home can sell for more than the listing price because of an add-on purchase, such as a separate parking space. The Multiple Listing Service doesn't usually detail this, but agents should provide that breakdown.
3. Can you provide referrals from clients and brokers?
Connors said you can request referrals from past clients and other real estate agents.
“Having those broker relationships is how the market can move in an effective manner,” she said. “Do they play well with others in the sandbox? The relationship is crucial, and if your broker has quality relationships, that is ... going to help it sell for more money.”
4. What is your availability, and how do you prefer to communicate?
Some agents work part-time, while others are at it around the clock. You may prefer texting, while an agent likes phone calls. Setting a baseline early for preferred communication times and methods will ensure you never miss an important note. And it doesn’t hurt to ask how often your agent plans to reach out to you, whether once or twice a week in the beginning or up to five times a week when there's traction on the listing.
“It's important to know that upfront so that you can meet someone where they're at,” said Curcio. “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 e-mail to review this document.’”
5. How do you handle multiple offers? What is your negotiation style?
It’s one of the most common questions agents say they receive. Working with an agent who understands your goals can help determine which offer aligns with those needs best, not just the highest bid.
“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,” added Connors.
6. What is your commission rate, and what does it include?
Agent commissions vary, as does the level of service provided. This is a common question sellers have, given stories about changing commission structures in recent headlines. Pero said commissions have always been negotiable. A significant difference now in commissions is that listings on the Multiple Listing Service cannot say whether or not the seller will pay the buyer's agent.
With different commission percentages come different services, Connors said. One agent might hire a professional photographer, stager, or videographer, while another could snap photos on a cellphone.
7. Will you be my direct point of contact?
It’s common for an agent to work on a team within a brokerage. You could interview one agent but then work with others on that team.
“There's a trend since I've been in the business that a lot of agents are going to a team concept,” said Pero. “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.
8. How large is your office, or how well connected are you locally?
Through a large office or well-developed network, it can be easier to locate ready buyers even before your home hits the market.
“That is the key factor in finding homes for sale right now,” said Connors, who notes that today’s inventory is low, so many agents take this route to help their buyers.
Finding a qualified buyer before listing can save time and effort on preparing your home. But even after listing, a large network or office helps to give the home wide exposure.
Offices can also help provide second opinions on pricing, the agents said, noting that they refer to recent, comparable sales in the market for guidance, but the condition and age of the home, general location, specific location, amenities included, bedroom and bathroom count, square footage, school district, and parking all influence price.
9. What is your marketing strategy for this home?
Promoting a home in front of the correct audience and a wide net of buyers is a critical role of a real estate agent. How they promise to do so through various mediums helps you know what to expect.
“Where will they be marketing the home? What is their open house strategy? ... Are you going to hire a professional photographer? Are you taking pictures with your cellphone?” added Pero.
Inquiring about an agent’s social media reach can help gauge the potential visibility of your listing, said Connors.
10. What are you seeing in the market right now?
Inquiring about what’s happening presents an opportunity for the agents to show how they would help you navigate the market.
“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,” said Pero.
11. What is your policy on dual agency?
The practice of using one agent to represent a seller and a buyer in a single transaction, called "dual agency," is not permitted in Alaska, Colorado, Florida, Kansas, Maryland, Texas, Vermont and Wyoming.
It's argued that, ethically, the agent cannot serve the best interest of either party in a transaction when representing both. In states where dual agency is permitted, most require signing an agreement beforehand. Agents could instead be transaction coordinators or brokers in states where dual agency is banned. These coordinators merely facilitate the transaction rather than acting as advisers to a client.
12. Do you have a list of recommended tradespeople to get the home ready to list?
Working off a vetted list of tradespeople, such as plumbers, painters, and electricians, will help you avoid costly and 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," said Michelle Schwinghammer, an agent with West + Main Homes.