Are You Asking the Right Questions When Interviewing a Real Estate Agent?

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I recently sat down with a homeowner who was preparing to sell their home, and we spent nearly an hour and a half talking. It was a great conversation. They were engaged, thoughtful, and clearly wanted to make the best decision possible.

What struck me, though, was that some of the questions they were asking weren’t necessarily the questions that would help them identify the best agent for the job.

That’s not a criticism. In fact, I think most sellers ask the same questions because they’re the ones they see online when they search “What questions should I ask a Realtor?”

The problem is that some of those questions sound important, but don’t actually tell you what you need to know.

For example:

“How many homes have you sold in this neighborhood?”

At first glance, that sounds like a great question.

But is it really?

Let’s say Agent A has sold ten homes in your neighborhood over the last ten years. Agent B has sold fifty homes in the same price range throughout Central Florida during that same period.

Which agent is more qualified?

The answer isn’t always obvious.

Years ago, real estate was much more geographically limited. Today, GPS, online marketing, social media, syndication platforms, virtual tours, and targeted advertising have dramatically expanded an agent’s reach.

Now, there are certainly areas where agents should think twice before working. I’m based in Central Florida. You probably don’t want me selling homes in Miami or Wesley Chapel on a regular basis. That’s an entirely different discussion.

But within a market area, I would argue that an agent’s overall experience, production level, and marketing ability often matter far more than whether they’ve sold three houses on your street.

A better question might be:

“How many homes do you sell each year at my price point?”

Or even:

“Can you show me your recent sales history?”

Those answers tell you much more about an agent’s experience and current activity level.

Because here’s the reality: successful agents generally have access to better tools, better systems, and more marketing resources simply because they use them often enough to justify the investment.

Another question I hear is:

“How many clients do you work with at one time?”

I understand the concern. Nobody wants to feel like they’re getting lost in the shuffle.

But I don’t know that there’s a magic number.

Three listings can be easy.

Three listings can be overwhelming.

It depends on the properties, the locations, the sellers, the activity level, and whether those homes are actively attracting buyers.

Three condominiums in the same complex might require less effort than three homes spread across three different counties.

Instead of focusing on a specific number, I think a better question is:

“How do you stay in communication with your clients?”

How often will I hear from you?

What happens if something goes wrong?

Who returns my calls?

How quickly can I expect a response?

Those answers are far more important than an arbitrary client count.

If I were interviewing agents today, one of my biggest questions would be:

“What do you do besides putting my home in the MLS?”

That question separates agents faster than almost any other.

Don’t get me wrong. The MLS is incredibly important.

It’s still the most powerful real estate marketing platform available.

But if an agent’s entire marketing strategy begins and ends with putting your home into the MLS, you deserve to know that.

For example, my answer would include professional photography, targeted online advertising, social media exposure, syndication to major real estate websites, video content when appropriate, and leveraging the global marketing reach of CENTURY 21.

That global reach matters.

A local independent brokerage can absolutely sell homes successfully. Many do.

But one advantage of being affiliated with a company like CENTURY 21 is the ability to place your property in front of a worldwide audience through systems and networks that would be difficult and expensive for many independent companies to replicate.

Every opportunity to put your property in front of another potential buyer matters.

Even if that buyer ultimately lives just down the road.

Here’s another thing many sellers don’t realize:

The interview goes both ways.

Yes, you’re interviewing the agent.

But the agent is also evaluating whether they’re the right fit for you.

One of the biggest things I look for is communication.

Can we have honest conversations?

Can I tell you something you may not want to hear without it becoming an argument?

Because there will almost certainly be moments during the sale process where difficult conversations happen.

Maybe the pricing isn’t right.

Maybe the feedback isn’t what you expected.

Maybe the market changes.

Maybe an inspection reveals an issue.

A good agent should be willing to tell you the truth, even when it’s uncomfortable.

In fact, I’d argue that’s one of the most valuable qualities an agent can have.

If someone is so desperate for business that they’ll tell you only what you want to hear, that’s probably not the person you want guiding one of your largest financial decisions.

I also pay attention to expectations.

Does the seller believe every home sells instantly?

Do they believe every buyer should pay full price?

Are they willing to adapt if the market tells us something different?

Realistic expectations create successful transactions.

Unrealistic expectations create frustration.

At the end of the day, the goal of the interview isn’t to find an agent who agrees with everything you say.

The goal is to find an agent who listens, communicates clearly, explains their reasoning, and has enough experience to guide you through the process.

Ask questions.

Lots of them.

Just make sure you’re asking questions that actually help you determine whether that person can successfully market and sell your home.

And remember, the best agents won’t always tell you what you want to hear.