Don’t just hire the first realtor you meet. Ask these critical questions to find an agent who will truly protect your interests and maximize your real estate success.  I’ll never forget watching my cousin interview her first realtor. She smiled nervously and asked, “So… how’s the market?” The agent launched into a polished monologue about inventory levels and interest rates, and twenty minutes later, she’d signed a listing agreement without learning anything meaningful about his actual abilities. Six weeks later, her house sat stagnant while better-priced homes sold around her. That experience taught me that interviewing a realtor isn’t about being polite; it’s about conducting a professional evaluation that determines who will handle your largest financial transaction. 

The right questions separate salespeople from strategists. When I interview realtors now, I bring a structured list that reveals their experience, approach, and compatibility. The answers don’t just tell me what they’ve done; they show me how they think. Here are the essential questions that have helped me identify exceptional agents and avoid costly mistakes. 

Experience and Track Record

“How many homes have you sold in my neighborhood in the past year?” 

This specific question reveals local expertise better than general experience claims. An agent who knows your area understands pricing nuances, buyer demographics, and even seasonal patterns that affect sales. When I asked this about my downtown condo, one agent cited seven recent sales with specific price adjustments for floor levels and views, demonstrating granular knowledge that others missed. 

“Can you provide references from both recent clients and past clients from two years ago?” 

Recent references demonstrate current performance, while older references reveal how those sales have held up over time. Did the sales price seem strong initially but prove weak after inspection negotiations? Did problems emerge after closing that the agent helped resolve? One reference from two years ago confessed her agent had gotten top dollar but missed a title issue that caused problems later, a reminder that closing isn’t the finish line. 

Marketing Strategy

“Beyond the MLS and social media, how will you market my property?” 

Exceptional agents have creative strategies that reach beyond standard listings. The best answer I received included: “We create professional video tours optimized for YouTube search, host broker open houses with targeted invitations, and leverage our relocation company partnerships to reach incoming employees from major local employers.” This multi-channel approach sold that home to a transferred executive before it officially hit the market. 

“How do you adjust marketing based on feedback?” 

This tests adaptability. One agent described installing a digital feedback board at open houses that logged visitor comments automatically, then adjusting staging and pricing based on real-time data rather than waiting for weekly reviews. 

Pricing Strategy

“Walk me through your comparative market analysis process.” 

Listen for specificity. Do they just run automated reports, or do they physically visit comparable properties? The most impressive agent I interviewed brought a detailed analysis showing why she’d excluded certain comps due to unfavorable lot lines and included others despite being farther away because of similar renovation quality. 

“What’s your list-to-sale-price ratio in the current market?” 

This reveals pricing realism. While 100% sounds ideal, it might indicate underpricing. The best agents often achieve 98-103% through strategic pricing that encourages competition. Be wary of agents promising dramatically higher ratios than local averages. 

Contract and Negotiation Skills 

“Describe your most challenging negotiation and how you handled it.” 

Look for stories that demonstrate creativity under pressure. One agent recounted a deal where the buyer’s financing fell through days before closing. Instead of terminating, she helped the sellers offer seller financing at favorable terms, saving the deal while creating investment income for her clients. 

“How do you handle multiple offer situations?” 

The best strategies go beyond “we’ll call for highest and best.” One agent described using escalation clauses with specific proof requirements, controlling offer expiration timelines, and strategically coordinating inspection periods to favor her clients. 

Communication Style

“What’s your communication protocol between offer acceptance and closing?” 

Beware vague promises like “I’ll keep you updated.” Exceptional agents provide structured timelines: “We’ll have a title company conference call within 24 hours, inspection coordination within 48 hours, and I provide written updates every Tuesday and Thursday unless urgent issues arise.” 

“How available are you evenings and weekends?” 

The correct answer isn’t “24/7”, it’s realistic boundaries with backup plans. One top producer said: “I work until 8 PM weekdays and Sunday afternoons, but my team covers other times with a 2-hour response maximum. For showings, we have licensed assistants available when I’m unavailable.” 

Problem Resolution

“What’s your biggest transaction disaster and what did you learn?” 

Every agent has deals that nearly failed. Honest answers reveal more than perfect records. One agent shared how an inspection revealed unexpected foundation issues that killed the deal—and how she now orders pre-listing inspections for all her listings to prevent similar surprises. 

Commission and Value

“What specific services justify your commission?” 

This moves beyond percentage discussions to value assessment. The best agents itemize: professional photography ($800), staging consultation ($500), targeted digital marketing ($2,000), etc. One agent even provided a spreadsheet showing how her homes sold for 7% more on average, far exceeding her commission. 

Contract Terms

“What’s your cancellation policy?” 

Understand exit options before signing. Reasonable agents offer performance-based outs after 30-45 days if marketing isn’t working. Avoid those demanding ironclad six-month commitments regardless of Results. 

The Questions They Ask You

The interview isn’t just your questions; it’s theirs. Exceptional agents probe deeply about your motivation, timeline, and concerns. The best agent I ever hired spent more time asking about our needs than pitching her services, including questions about our plans that revealed we should consider lease options rather than outright sales. 

After dozens of transactions, I’ve learned that the right realtor questions aren’t about interrogation; they’re about finding a professional partner who demonstrates competence, transparency, and strategic thinking. The answers determine whether you’ll feel confident or anxious during one of life’s most significant transactions. And that difference is worth every minute of thorough interviewing. 

References

National Association of Realtors. (2012, March 20). Conduct interviews. *Toolkit for Recruiting Association Executives*. https://www.nar.realtor/ae/manage-your-association/guide-to-recruiting-association-executives/conduct-interviews

Real Estate Authority New Zealand. (2025). Required criteria and qualifications to work in real estate. https://www.rea.govt.nz/real-estate-professionals/apply-for-your-licence/required-criteria-and-qualifications-to-work-in-real-estate/

Lagos State Real Estate Regulatory Authority (LASRERA). (2024, October 31). LASRERA – Lagos State Real Estate Regulatory Authority: Frequently Asked Questions. https://lasrera.lagosstate.gov.ng/faq.jsp

U.S. Equal Employment Opportunity Commission. (n.d.). Avoiding discrimination in hiring. https://www.eeoc.gov/laws/guidance/section-501-regulations[government guideline]

Nigerian Estate Surveyors and Valuers Registration Board. (2023). Code of Conduct and Ethics for Real Estate Agents. [Regulatory document]