How to Interview a Real Estate Agent: Essential Questions That Save You Thousands
Many home buyers and sellers rush into agent relationships without proper vetting, later discovering they've chosen someone who lacks the expertise or dedication their transaction requires. This mistake often leads to underpriced listings, extended selling times, or paying too much when buying.
However, knowing exactly what to ask during the interview process separates the exceptional agents from the mediocre ones. The right professional doesn't just help with paperwork—they negotiate better deals, market your property effectively, and navigate complex situations that directly impact your bottom line.
Fortunately, you don't need industry experience to conduct an effective agent interview. By asking targeted questions across five key areas—experience, track record, marketing strategy, communication style, and references—you'll quickly identify which agent truly deserves your business.
This guide breaks down the essential questions to ask a real estate agent before signing any agreement. These conversations might take an extra hour of your time but could potentially save you tens of thousands in the long run.
Start with the Basics: Licensing and Experience
The first step in vetting potential real estate agents involves verifying their qualifications. Beginning your interview with these fundamental questions establishes whether the agent has the necessary credentials and expertise to handle your transaction effectively.
Is the agent licensed and in good standing?
Verifying an agent's license status is non-negotiable. Real estate transactions involve significant legal and financial considerations, making proper licensing essential. Most states maintain searchable online databases where you can confirm if an agent is licensed and check their standing.
For instance, you can typically search by the agent's name or registration number through your state's real estate regulatory website [1]. Additionally, these databases often reveal whether there are complaints or disciplinary actions against the agent.
Watch out for these possible license statuses:
- Active - The agent can legally practice real estate
- Inactive - The agent cannot currently perform real estate activities
- Expired - The license has lapsed and requires renewal
- Restricted - The license has limitations due to past disciplinary actions
If you discover any concerning information, ask the agent directly about it. Even agents with past issues can sometimes provide satisfactory explanations, as a felony or misdemeanor conviction does not automatically make someone ineligible for a real estate license [1].
How long have they been in real estate?
Experience significantly impacts an agent's effectiveness. While becoming licensed takes just four to six months on average [2], mastery comes through years of practice in diverse situations.
Experienced agents bring valuable skills to your transaction. They have navigated complex negotiations numerous times, understand market trends, and can anticipate potential problems. Furthermore, seasoned professionals develop networks of reliable contacts for everything from home inspections to mortgage lending.
Ask specifically about their experience with properties similar to yours. A decade of experience primarily with commercial properties may not translate well if you're selling a residential home. Likewise, inquire about their knowledge of your target neighborhood, as local market insights prove invaluable.
Do they specialize in your type of property?
Beyond general experience, determine if the agent specializes in your property type. After gaining general real estate experience, many agents seek additional certification in specialized areas [3]. Whether you're selling a luxury home, historic property, or vacation rental, specialists understand the unique considerations and target markets for these properties.
Additionally, ask if they belong to the National Association of REALTORS® (NAR). REALTORS® subscribe to a strict Code of Ethics [4] and often have access to additional resources and training. While not essential, this membership can indicate professional commitment.
Agents specializing in your property type typically command stronger negotiating positions because they understand the market segment better. They know what features buyers value most, how to effectively market these properties, and can connect with targeted buyers more efficiently.
Remember that these initial questions form the foundation of your interview process. An agent who lacks proper licensing, relevant experience, or specialized knowledge will likely struggle to represent your interests effectively, potentially costing you thousands in the long run.
Dig Into Their Track Record
After verifying an agent's credentials, examining their actual performance metrics reveals their true effectiveness. Numbers don't lie – they tell you exactly how well an agent performs for their clients.
How many homes have they sold recently?
Sales volume directly reflects an agent's market activity and success rate. Ask potential agents for their complete transaction history from the past 24 months rather than just the previous year. This extended timeframe helps smooth out seasonal fluctuations and provides a more accurate picture of their consistent performance.
When evaluating their sales history, look beyond total numbers. Request a breakdown of their transactions by type:
- Listed/Sold (represented both seller and buyer)
- Listed properties only (seller representation)
- Buyer representation only
- Co-listed or co-selling arrangements
This breakdown reveals their true expertise and whether it aligns with your needs. An agent with high overall numbers primarily from buyer representation might not be your best choice when selling your home.
Verify their claims independently rather than taking their word at face value. Most agents showcase their transactions on their websites, nevertheless you should cross-check this information through platforms like Homesnap, which pulls data directly from MLS records for the past 24 months [5]. This verification helps identify any misrepresentations about their track record.
What's their average time on market?
Time on market (DOM) measures how quickly an agent typically sells properties – from listing date to contract date. This metric reveals their effectiveness at pricing and marketing homes.
According to recent data, the national median days on market is 62 days [6]. This baseline helps evaluate whether an agent performs better or worse than average. DOM varies significantly by location – from 20 days in San Diego to 48 days in Austin [7]. Consequently, always compare an agent's performance against local averages.
A consistently low DOM suggests an agent excels at pricing properties correctly and marketing them effectively. Alternatively, properties that linger on the market often indicate pricing strategy issues or ineffective marketing, subsequently leading buyers to offer less as listings grow stale [5].
What's the list-to-sale price ratio?
The sale-to-list ratio (final sale price divided by original list price) essentially measures an agent's pricing accuracy and negotiation skills [8]. This critical metric directly impacts your bottom line, potentially saving or costing you thousands.
A strong sale-to-list ratio indicates the agent effectively negotiates in their clients' favor and sets competitive prices [9]. In areas where this ratio averages 107%, homes sell for 7% above asking price [10]. Top agents consistently achieve higher ratios than average, translating to more money in your pocket.
"If the agent doesn't have a good list-to-sale ratio, you probably shouldn't be working with them," advises Erin Wheelock, a top-performing agent with 17 years of experience [11]. This ratio provides a realistic view of how an agent's listings compare to others, particularly important when evaluating seller's agents.
Don't simply ask for their overall ratio – request specific examples from recent transactions similar to your property type and neighborhood. Moreover, inquire whether these numbers reflect first-list price or include subsequent price adjustments, as some agents lower prices to improve their ratios.
By thoroughly evaluating these three key performance metrics, you gain objective insights into an agent's effectiveness beyond what they might claim in interviews.
Understand Their Strategy and Tools
An agent's strategic approach and technological toolkit directly influence your transaction outcome. Understanding how they market properties and determine pricing can help you identify professionals who will maximize your investment.
What marketing methods do they use?
Effective marketing strategies extend far beyond simply listing a property on MLS. Ask potential agents to outline their complete marketing plan, including:
- Social media campaigns (51% of millennials prefer agents with social media presence) [12]
- Database marketing with AI tools that identify potential buyers
- Video content strategy (neighborhood tours attract buyers early in their journey) [12]
- Email newsletters with hyper-local market reports
- Traditional methods like direct mail or postcards
Top-performing agents typically employ a multi-channel approach instead of relying on a single marketing method. Indeed, the most successful professionals customize their strategy based on property type, target audience, and local market conditions.
Do they use professional photography or virtual tours?
Visual presentation can drastically impact your selling price and time on market. Listings with professional photography receive 118% more views than those without [13], which translates to faster sales and potentially higher offers.
Ask specifically about:
Professional photography: High-quality images aren't merely an expense—they're an investment that pays dividends in both speed and profitability of transactions [13].
Virtual tours: Properties with virtual tours are 63% more likely to sell [14], as these tools allow buyers to experience the property thoroughly before in-person visits. This pre-qualification effect means your showings become more productive, with buyers arriving already excited about what they've experienced online [15].
3D imaging technology: Platforms like Matterport create immersive "digital twins" that include dollhouse views, measurement tools, and floor plans [15]. According to a 2020 survey, 99% of sellers believed virtual tours improved their competitive edge [13].
How do they handle pricing strategy?
Pricing strategy often determines whether your property sells quickly for top dollar or languishes on the market. Certainly, you want an agent who uses data-driven approaches rather than guesswork.
Ask candidates to explain their specific pricing methodology. Top agents generally combine:
- Comparative market analysis (CMA) examining 10-12 similar recently sold properties [16]
- Adjustments for unique features and property condition
- Local market trends and neighborhood-specific insights
- Strategic positioning (slightly below market for bidding wars or premium pricing for unique properties)
Be cautious of agents who immediately promise the highest price. As David Dominguez, a top Chicago-area agent, notes, "Agents willing to overpromise on price" often underdeliver on results [16]. Generally, an agent's track record on list-to-sale ratio (covered in the previous section) reveals their true pricing expertise.
By thoroughly evaluating these three critical areas, you'll gain valuable insights into how an agent would represent your specific property—potentially saving you thousands in the process.
Clarify Communication and Representation
Understanding exactly who your agent represents and how they'll keep you informed forms the foundation of a successful working relationship. These questions help avoid misunderstandings that could potentially cost you thousands.
Will they represent only you or both parties?
The type of representation directly impacts whose interests the agent prioritizes. In most states, agents must disclose how they'll represent you in the transaction [17]. Ask specifically about these arrangements:
Buyer agency provides you with full fiduciary representation, meaning the agent must exercise complete loyalty and confidentiality on your behalf [17]. This arrangement typically offers the strongest protection for buyers.
Dual agency occurs when the same agent represents both the buyer and seller. Although this might simplify communication, it creates significant conflicts of interest since one agent cannot fully advocate for opposing parties [18]. In fact, dual agency is completely illegal in eight states including Florida and Texas [19]. Even where legal, many experts consider it risky since the agent cannot provide full negotiation support to either party [20].
Designated agency allows different agents from the same brokerage to represent buyer and seller separately. Although this seems like a solution, some experts believe it's virtually impossible for agents from the same broker to truly act in the best interests of opposing parties [17].
How often and how will they communicate with you?
Consistent communication prevents misunderstandings and costly mistakes. Top agents typically provide:
- Weekly updates as a minimum standard [21]
- Market trend analysis and comparable property information
- Prompt feedback after property showings
- Clear expectations about response times [22]
Ask about their preferred communication methods for different situations. Most effective agents use email for detailed updates, text messages for urgent matters, and calls or face-to-face meetings for complex discussions [23]. Also establish boundaries about acceptable contact times—how early or late they might reach out [22].
Do they work solo or with a team?
Team structures vary significantly in real estate. Some teams distribute leads among members while others assign specific roles to different agents [24]. This arrangement impacts your experience in several ways:
First, teams often provide more flexible scheduling since another team member can cover when your primary agent is unavailable [24]. Additionally, specialists within the team may offer deeper expertise in specific areas like marketing or negotiation [25].
Nevertheless, solo agents provide more consistent one-on-one service without competing priorities [26]. With teams, communication can sometimes become disjointed if information isn't properly shared among members [27].
By clarifying these relationship aspects upfront, you establish clear expectations that prevent costly miscommunications throughout your transaction.
Ask for Proof and References
Beyond numbers and strategies, a real estate agent's reputation provides the ultimate insight into their service quality. Verifying their track record through references and reviews reveals how they actually perform with real clients.
Can they provide recent client references?
Request at least six references from transactions completed within the past year. This approach prevents agents from "cherry picking" a few good friends over their career [28]. When contacting references, ask specific questions about communication frequency, professionalism, and whether their interests were adequately represented [28]. Ideally, some references should involve properties similar to yours [29].
Do they have online reviews or testimonials?
Thorough verification extends to digital platforms. Nearly a third of prospective clients check online reviews before choosing an agent [4]. Predominantly, consumers check Google reviews first (81%), followed by Yelp (45%) and Facebook (49%) [30]. Additionally, specialized platforms like RateMyAgent verify that reviews come from actual transactions [31].
Look beyond star ratings for reviews that mention specifics. Trends across multiple reviews—especially regarding communication, which is the biggest complaint about agents [30]—offer valuable insights. Furthermore, notice how agents respond to negative reviews, as responsiveness indicates client-centered service.
Have they won any industry awards or recognitions?
Noteworthy recognitions include NAR's Fair Housing Champion Award for accessibility advocacy and Good Neighbor Awards honoring community service [32]. Such accolades often indicate ethical standards and professional dedication beyond mere sales numbers.
Conclusion
Choosing the right real estate agent undoubtedly makes a significant difference in your property transaction outcomes. Throughout this guide, we've explored essential questions that help identify professionals who truly deserve your business. The interview process might require additional time upfront, but this investment pays dividends through better negotiation results, effective property marketing, and thousands of dollars saved.
Remember, your agent selection process should evaluate five crucial areas. First, verify basic qualifications including licensing status and relevant experience. Next, examine their actual performance metrics—recent sales volume, average time on market, and list-to-sale price ratios tell the true story of their effectiveness. Additionally, scrutinize their marketing approach and technological toolkit, which directly impact your property's visibility and appeal to potential buyers.
Communication style and representation arrangements also deserve careful consideration. Clear understanding about who the agent represents and how frequently they'll update you prevents costly misunderstandings later. Finally, client references and online reviews provide real-world proof of their service quality beyond what they claim during interviews.
Many home buyers and sellers rush this selection process, later discovering they've partnered with someone lacking the expertise or dedication their transaction demands. This mistake often leads to financial losses through underpriced listings, extended selling times, or overpaying when buying. Therefore, these targeted questions help separate exceptional agents from mediocre ones.
The right real estate professional does more than handle paperwork—they advocate for your interests, navigate complex situations, and directly impact your bottom line. Armed with these interview questions, you now possess the tools to identify agents who will work tirelessly to maximize your investment and minimize stress throughout the entire process.
References
[1] - https://labor.maryland.gov/license/mrec/mreclicfaqs.shtml
[2] - https://www.kapre.com/resources/real-estate/how-to-become-a-real-estate-agent?srsltid=AfmBOoqSdLdRV7xqIeJc_USJT64oGf93rFSHI8NpOd2aiXyORZZFHhD8
[3] - https://www.indeed.com/career-advice/career-development/real-estate-agent-specialties
[4] - https://www.realestateschoolforsuccess.com/blog/post/6-ways-real-estate-agents-build-trustworthy-reputations
[5] - https://www.bubbleinfo.com/2019/03/29/realtor-sales-history/
[6] - https://fred.stlouisfed.org/series/MEDDAYONMARUS
[7] - https://www.bankrate.com/real-estate/days-on-market/
[8] - https://www.maverickre.com/blog/real-estate-agent-performance-metrics
[9] - https://www.kimberlyhowell.com/list-price-to-sale-price-ratio/
[10] - https://www.bankrate.com/real-estate/sale-to-list-ratio/
[11] - https://www.homelight.com/blog/sale-to-list-ratio/
[12] - https://www.housingwire.com/articles/real-estate-marketing-ideas/
[13] - https://matterport.com/learn/real-estate-photography?srsltid=AfmBOopfL3NHTchMo-JtoYLoaptFA8CqYy4KN-YSgusXIS5-jrke83Me
[14] - https://matterport.com/industries/real-estate?srsltid=AfmBOopUYHGNEPU_BxkMuwUN1Ikz2vLLuxm06Lp6J-89Hj5dZBq0EtKT
[15] - https://matterport.com/blog/real-estate-agent-tools?srsltid=AfmBOopNqJLR4ysicQ2ub-pCrr3yG0tsVPqFLzaYL5EMN2VQt_wMUwua
[16] - https://www.homelight.com/blog/house-pricing-strategies/
[17] - https://www.thebalancemoney.com/client-representation-in-real-estate-2866971
[18] - https://www.bankrate.com/real-estate/dual-agency/
[19] - https://www.rocketmortgage.com/learn/dual-agency
[20] - https://realestate.usnews.com/real-estate/articles/what-is-dual-agency
[21] - https://davefriedmanteam.com/whats-the-best-communication-frequency-with-your-real-estate-agent/
[22] - https://www.vancouverhousefinders.com/blog/how-often-should-your-agent-be-communicating-with-you-when-selling-your-home/
[23] - https://matterport.com/blog/real-estate-communication?srsltid=AfmBOorxherjOwINqb-MziwWD6jSAL5cJQp3nnNSxCaoub2gMxYb2zPJ
[24] - https://www.colibrirealestate.com/career-hub/blog/should-i-work-solo-or-with-a-real-estate-team/
[25] - https://keyrealtyschool.com/blog/real-estate-team/
[26] - https://www.linkedin.com/pulse/real-estate-team-vs-solo-agent-whats-right-you-kwikteams-c2cxf
[27] - https://www.agentadvice.com/blog/work-solo-or-with-a-real-estate-team/
[28] - https://www.gayrealestate.com/real-estate-resources/why-it-s-important-to-check-your-realtors-references-before-hiring.html
[29] - https://www.forbes.com/sites/jamesnelson/2024/06/16/how-to-check-references-when-selling-your-property/
[30] - https://www.homelight.com/blog/real-estate-agent-reviews/
[31] - https://www.ratemyagent.com/
[32] - https://www.nar.realtor/about-nar/awards-and-recognition