If I were sitting on the other side of the table—interviewing agents to sell my own home—there are a few very specific things I’d want to know.
And let’s be honest… there are a lot of agents out there right now.
Many of them have good intentions. But intention doesn’t sell homes—experience, execution, and communication do.
I spent over a decade running a real estate office, working with new agents coming into the business. One thing became very clear: there is no substitute for experience. That said, experience alone doesn’t guarantee someone is great either.
So how do you actually separate the real professionals from the ones just running a script?
Here’s exactly what I would do.
📊 1. “Can You Show Me Your Sales Production?”
This is the easiest—and most telling—question you can ask.
If they’ve got a laptop with them, ask them to pull up their production for the last 1–2 years.
Here’s what happens next:
- A strong agent will pull it up quickly and walk you through it
- A weaker agent will deflect, stall, or try to convince you it doesn’t matter
Reality check: numbers don’t lie.
But let’s go a step further—because this is something most people don’t think about.
💰 Production = Income = Marketing Power
If an agent doesn’t have a steady flow of sales, they don’t have a steady flow of income.
And if they don’t have steady income…
how are they paying to market your home?
That’s not a knock—it’s just reality.
Marketing isn’t free. The things that actually move the needle cost money:
- Professional photography & video
- 3D tours like Matterport
- Paid exposure on platforms like Zillow & Realtor.com
- Digital advertising
- High-quality print materials
If you’re looking at an agent who hasn’t had a sale in a year… or longer… you have to ask:
👉 What are they using to fund your marketing?
Because at that point:
- They’re either not investing in your listing
- Or they’re cutting corners
And neither helps you.
Now to be fair—this doesn’t mean you automatically hire the highest-producing agent. I’ve worked with agents who have strong numbers but poor execution.
But consistent production usually means consistency in business, systems, and the ability to properly market homes.
At the very least, it tells you they’re active—not just available.
👤 2. “Do You Work Solo or as a Team?”
This matters more than most people realize.
Ask:
- Are you personally handling my transaction?
- Do you use a transaction coordinator?
- Who will I actually be communicating with?
There’s nothing wrong with teams—but you need to know who is responsible for your deal.
⭐ 3. “Can I See Your Reviews?”
And not just any reviews.
Look for verified platforms like:
- Zillow
- RealSatisfied
- Google (with some caution)
Here’s why:
- RealSatisfied and Zillow verify transactions
- Google reviews can be manipulated more easily
You’re looking for consistent, verified feedback, not just a handful of testimonials.
🏡 4. “Can You Show Me Your Listings?”
Don’t just listen—look at their work.
Pull up their listings and evaluate:
- Photo quality
- Video walkthroughs
- 3D tours (Matterport, etc.)
- MLS completeness
- Overall presentation
There was a time when homes sold regardless of marketing—like the toilet paper craze during COVID.
That time is gone.
Today, marketing matters—and it shows.
📞 5. Test Their Communication (Before You Hire Them)
This is a communication business. Period.
Before you hire them, test them:
- Call them—do they answer?
- If not, how long does it take to respond?
- Do they follow through?
We’re all busy—I get it.
But if it takes two days to hear back before you’re even a client…
that’s a red flag.
📍 6. “Where Are You Actually Located?”
This one surprises people.
You’d be shocked how many agents market homes in Orlando while living somewhere like Miami.
That’s a problem.
Different areas use different MLS systems. Here in Central Florida, we use Stellar MLS.
If your agent isn’t local:
- Your listing may not get full exposure
- They may not be available to show the home
- They can’t properly service the property
And that matters.
🌐 7. “Where Is My Home Being Marketed—and How Far Does That Reach?”
Most sellers assume their agent controls where their listing—and their leads—go.
That’s not always the case.
Yes, your home will show up on Zillow and Realtor.com through the MLS feed…
But here’s what most people don’t realize:
👉 If your agent isn’t paying for placement on those platforms, your buyer leads may be routed to another agent.
That means:
- A buyer clicks your home
- They inquire
- Another agent answers
That’s a problem.
So ask:
- Are you paying for Zillow or Realtor.com exposure?
- When someone inquires about my home, does that lead come directly to you?
- What marketing are you doing outside of the MLS?
Because if your agent isn’t positioned properly, they may not even be the one representing your property when buyers show interest.
Now let’s take that one step further…
🌎 Do You Have a Global Reach?
Central Florida is not just a local market—it’s a global one.
We regularly see buyers from:
- Out of state
- Out of the country
Not every brokerage can tap into that.
Companies like Century 21, Coldwell Banker, and RE/MAX have international networks.
If your home fits a global buyer, you want it seen globally—and you want those buyers reaching your agent directly.
🔍 8. Google Them
Seriously—just Google the agent.
Look for:
- Online presence
- Reviews
- Consistency
- Any red flags
Then Google one of their listings.
If it’s marketed correctly, it should show up everywhere.
If it doesn’t… that tells you something.
🤝 Final Thought
Hiring a real estate agent isn’t about who sounds the best.
It’s about:
- Experience
- Communication
- Marketing
- Accountability
Ask the right questions—and the right agent becomes very obvious.
📍 About David Dorman
David Dorman is a Broker Associate with Century 21 Carioti, serving Ocoee, Winter Garden, Windermere, Orlando, Clermont, Minneola, and Apopka.
With decades of experience and a consistent track record of production and client satisfaction, David focuses on results, communication, and hands-on service.
📍 2747 McGuire Road, Ocoee, Florida 34761
📞 407-948-8295
🌐 https://www.daviddorman.com
🌐 https://www.liveinorlandofl.com
🌐 https://www.century21.com/real-estate-agent/profile/david-dorman-P25383927
🌐 https://profile.realsatisfied.com/David-Dorman
When you hire David Dorman, you GET David Dorman.