Key takeaways:
- Interviewing three to five agents before signing a listing agreement helps you compare experience, communication styles and local knowledge.
- Questions should be designed to reveal how an agent works.
- The right agent is not always the most experienced or the one with the most sales.
The agent you hire to sell your home will influence how it is priced, how it is marketed and how offers are negotiated. That makes the interview process worth taking seriously.
Agents bring different personalities, market knowledge, negotiation approaches and communication habits. The agent who worked well for a friend or neighbor may not be the right fit for you. Interviewing a few candidates before you commit is standard practice, and most agents welcome it.
"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.
You can begin interviewing prospective agents one month before listing, but ideally you should start six months to one year out, Connors said. More lead time gives the agent a chance to advise on repairs, staging and pricing before the home goes on the market.
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Why meeting in person matters
The agent interview is not just about credentials. It is about whether you can work together 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, Illinois. "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."
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 who matches your expectations and find someone you feel comfortable with. It is an important and personal piece."
You can search for listing agents on Homes.com or ask for referrals from neighbors, friends or colleagues who have recently sold in your area.
The 12 questions
1. In the past one to two years, how many homes have you sold in this area?
An agent who is active in your local market and price point will have a better sense of what buyers are looking for, how long homes take to sell and where to price your property.
"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.
A shorter track record does not automatically disqualify an agent. "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 reveals how close to the list price an agent's listings typically sell. It can indicate whether the agent prices homes accurately and what you might expect in your sale.
"I would encourage consumers to go a step further and make sure that the Realtor is giving actual numbers," said Curcio, explaining that a home can sometimes sell above list price because of an add-on purchase, such as a separate parking space. The multiple listing service does not usually detail this, but the agent should provide that breakdown.
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3. Can you provide referrals from past clients and brokers?
Talking to a past client gives you a firsthand look at what the working relationship actually looks like.
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 avoids one of the most common sources of seller frustration: feeling uninformed.
"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, and what is your negotiation style?
This is one of the most common questions agents say they receive. The way an agent presents and evaluates offers can determine which one aligns with your goals, not just which one has the highest price.
"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.
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.
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 is a common question sellers have, given recent changes to how commissions are disclosed.
Pero said commissions have always been negotiable. A significant difference now is that listings on the multiple listing service cannot say whether 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.
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7. Will you be my direct point of contact?
It is 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 day to day.
"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. Ask who you will be working with directly throughout the listing period.
8. How large is your office, or how well connected are you locally?
Through a large office or well-developed network, an agent may be able to locate qualified buyers even before your home hits the market.
"That is the key factor in finding homes for sale right now," said Connors, noting that inventory is low in many markets, 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.
Even after listing, a large network or office helps give the home wider exposure. Offices can also provide second opinions on pricing, the agents said, noting that they refer to recent comparable sales in the market for guidance, but the condition, age, location, amenities, bedroom and bathroom count, square footage, school district and parking all influence price.
9. What is your marketing strategy for this home?
How an agent plans to promote your home across different channels helps you understand what to expect in terms of exposure.
"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.
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10. What are you seeing in the market right now?
This question gives the agent an opportunity to show how they would help you interpret current conditions and adjust your strategy accordingly.
11. What is your policy on dual agency?
Dual agency is when one agent represents both the seller and the buyer in the same transaction. It is not permitted in Alaska, Colorado, Florida, Kansas, Maryland, Oklahoma, Texas, Vermont and Wyoming.
The concern is that an agent cannot fully advocate for either party's best interest when representing both sides. In states where dual agency is permitted, most require signing an agreement beforehand. In states where it is banned, agents may instead serve as transaction coordinators or brokers who facilitate the deal without advising either side.
12. Do you have a list of recommended tradespeople to get the home ready to list?
Working off a vetted list of contractors, painters, plumbers and electricians can help you avoid costly and unreliable companies when preparing your home for the market.
"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 in Lakewood, Colorado.
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