My neighbor hired the first real estate agent who responded to her Zillow inquiry. The agent was friendly, showed up on time, and said all the right things. Six months and one overpriced listing later, her home sat unsold while similar houses on the same block closed in three weeks. The agent’s “marketing plan” turned out to be listing it on the MLS and waiting.
Knowing the right questions to ask a real estate agent before hiring one is the difference between a smooth transaction and months of frustration. Whether you’re buying or selling, the agent you choose controls the process, the negotiations, and often the final price. These 19 questions will help you figure out who actually knows what they’re doing.
Before You Contact a Real Estate Agent
Doing a little homework before your first conversation puts you in a stronger position and helps you evaluate answers honestly.
- Research recent sales in your area. Check Zillow, Redfin, or Realtor.com for homes similar to yours that sold in the past 3 to 6 months. Knowing what comparable homes went for gives you a baseline for evaluating an agent’s pricing suggestions.
- Decide on your timeline. Are you trying to close in 30 days or do you have six months of flexibility? Your timeline affects which agent is the right fit, so be clear about it upfront.
- List your priorities. What matters most to you: speed of sale, maximum price, finding a very specific type of home, neighborhood expertise? Rank them so you can evaluate agents against your actual goals.
- Check licensing and reviews. Look up agents on your state’s real estate commission website to verify their license is active. Read Google and Zillow reviews, paying attention to patterns rather than individual complaints.
- Prepare your financial basics. If you’re buying, know your pre-approval amount. If selling, know your remaining mortgage balance, any liens, and your target net proceeds. Agents respect prepared clients and give them better service.
Experience and Track Record
1. How long have you been a full-time real estate agent?
Full-time matters here. Plenty of agents have held a license for 10 years but only close a handful of deals per year as a side gig. You want someone who does this every day, not someone who sells real estate between other commitments.
Look for at least 3 years of full-time experience, with a track record of consistent transactions. A newer agent can be great if they’re on a strong team with a mentor, but ask specifically how their team structure works and who you’ll actually be dealing with day to day.
2. How many transactions did you close in the last 12 months?
Volume tells you something about competence. An agent closing 15 to 25 deals per year in your market generally has strong systems, good negotiation skills, and current knowledge of what’s actually happening with buyers and sellers.
Be cautious at both extremes. An agent closing 5 deals a year may lack experience. An agent closing 60+ might be running a volume operation where you get passed to an assistant for everything but the signature. Ask directly: “Who will I be working with on a daily basis?“
3. What experience do you have in my specific neighborhood or price range?
Real estate is hyper-local. An agent who dominates one zip code might be completely lost five miles away. Pricing strategies, buyer demographics, inspection issues, and negotiation tactics all vary by neighborhood.
Ask for specific examples: “How many homes have you sold within a mile of this address in the past year?” If the answer is zero, that doesn’t automatically disqualify them, but you need a compelling reason to choose them over someone who knows the area cold.
4. Can you provide references from recent clients?
Any agent who hesitates here is a red flag. A good agent should have at least three recent clients willing to speak on their behalf.
When you call references, ask specific questions: “Did the home sell above or below asking price? How did the agent handle problems? Would you use them again?” The “would you use them again” question is the most revealing one. People will sugarcoat the details but rarely lie about whether they’d repeat the experience.
Commission and Fees
5. What is your commission rate, and is it negotiable?
As of 2026, buyer and seller agent commissions are no longer automatically bundled together thanks to the NAR settlement changes. Seller commissions typically range from 2.5% to 3% of the sale price, while buyer’s agent compensation is now negotiated separately.
On a $400,000 home, the difference between 2.5% and 3% is $2,000. That’s worth a conversation. Some agents will negotiate on commission, especially for higher-priced properties or if you’re doing both a sale and a purchase with them. Others won’t budge but justify it with a stronger marketing plan. Listen to the justification before pushing back.
6. What services are included in your commission?
Commission should cover more than just showing up. For sellers, ask about: professional photography, virtual tours, staging consultation, MLS listing, print marketing, digital advertising, open houses, and contract negotiation. For buyers: property searches, showing scheduling, offer preparation, inspection coordination, and closing support.
Get the full list in writing. An agent who charges 3% and provides professional photography, drone footage, and targeted social media ads is a different value proposition than one who charges 3% and posts your iPhone photos on the MLS.
7. Are there any additional fees beyond your commission?
Some brokerages charge administrative fees, transaction fees, or marketing surcharges on top of commission. These range from $200 to $500 and are easy to miss until closing day.
Ask for a complete written breakdown of every fee you’ll be responsible for. No surprises at the closing table.
Marketing and Strategy
8. What is your specific marketing plan for my home?
This is where you separate serious agents from order-takers. “I’ll put it on the MLS” is not a marketing plan. It’s the bare minimum.
A strong marketing plan includes professional photography (non-negotiable in 2026), a virtual tour or video walkthrough, social media advertising targeted to likely buyers, email blasts to the agent’s buyer network, staging recommendations, open house strategy, and a timeline for each step. Ask to see marketing materials from a recent listing so you can evaluate the quality firsthand.
9. How will you determine the right listing price for my home?
Pricing is the single biggest factor in how quickly a home sells and how much you net. An agent who tells you what you want to hear will overprice your home. An agent who does the work will show you a comparative market analysis with 5 to 10 recent comparable sales and explain their pricing recommendation with data.
Be skeptical of the agent who suggests the highest price. Overpricing leads to longer days on market, price reductions, and ultimately a lower final sale price than if you’d priced correctly from the start. The agent who tells you the truth, even when it’s not what you want to hear, is usually the one worth hiring.
10. How do you handle multiple offers or bidding wars?
In competitive markets, how an agent manages multiple offers directly affects your bottom line. For sellers, you want someone who knows how to create urgency, set offer deadlines, and negotiate escalation clauses. For buyers, you need someone who understands how to structure a winning offer without waiving protections that could cost you later.
Ask for a specific example of a multiple-offer situation they handled. The details of their answer tell you more than a generic “I’m great at negotiations.”
Communication and Availability
11. How will you communicate with me, and how often?
Communication failures are the number one complaint about real estate agents. Set expectations now, not after you’ve signed a listing agreement.
Ask specifically: Do they prefer phone, text, or email? How quickly do they respond (same day, same hour)? Will they send weekly updates even when there’s nothing new? The best agents establish a regular communication rhythm and stick to it. If an agent takes 48 hours to respond to your initial inquiry, imagine how they’ll communicate once they’ve already got your business.
12. Will I be working directly with you or with a team member?
Many successful agents operate as teams, which can actually be a good thing. More people means more coverage. But you need to know who your primary contact is and what happens if you need the lead agent specifically.
Get the name and contact information for everyone who might be involved in your transaction. If the agent you interviewed isn’t the person handling your day-to-day communication, that’s something you should know before signing anything.
13. What happens if I’m not satisfied with your performance?
Ask about the termination clause in their listing or buyer agreement. How long is the contract? Can you cancel with written notice? Is there a penalty?
Most listing agreements run 3 to 6 months. Shorter is better for you. An agent who insists on a 12-month exclusive agreement with no exit clause isn’t confident they can earn your continued business. Look for contracts with a reasonable cancellation provision, ideally with 14 to 30 days written notice.
Buying-Specific Questions
14. How quickly can you arrange showings when a new listing hits the market?
In a competitive market, a 24-hour delay can mean a missed opportunity. You want an agent (or a team member) who can get you into a property the same day it lists.
Ask about their process: Do they monitor new listings in real time? Can they schedule evening or weekend showings? If they’re too busy to be responsive, you’ll lose out to buyers with more available agents.
15. How do you help me make a competitive offer without overpaying?
This is the core skill of a buyer’s agent. You want someone who can analyze comparable sales, assess seller motivation, and recommend offer terms that balance competitiveness with protection.
Good agents know when a bidding war is worth entering and when to walk away. Ask about their approach to escalation clauses, appraisal gaps, and inspection contingencies. An agent who routinely advises waiving inspections to win deals is not looking out for you.
Selling-Specific Questions
16. What improvements or repairs do you recommend before listing?
Not every improvement is worth the investment. A $25,000 kitchen renovation might return $15,000 in additional sale price. A $200 deep clean and $500 in fresh paint might return $5,000.
An experienced agent knows which improvements move the needle in your specific market and price range. Ask them to walk through your home and give you a prioritized list with estimated costs and returns. If they suggest $30,000 in renovations without data on ROI, push back.
17. How will you handle the photography and staging of my home?
Professional photography isn’t optional in 2026. Homes with professional photos sell faster and for more money. Period.
Ask who takes the photos (a professional photographer, not the agent’s phone), whether virtual tours or video are included, and whether they offer staging consultation or virtual staging. If the agent doesn’t include professional photography in their standard package, find a different agent.
Negotiation and Closing
18. What is your strategy for handling inspection and appraisal issues?
These are the two points where deals most commonly fall apart. A skilled agent knows how to negotiate repair requests without killing the deal and how to handle an appraisal that comes in below the contract price.
Ask for a recent example where an inspection revealed significant issues or an appraisal came in low. How did they handle it? What was the outcome? Their specific story tells you more than any general answer about their “negotiation skills.”
19. What challenges do you see with my specific situation?
This is the honesty test. Every transaction has potential challenges: the home’s condition, the price point, the neighborhood, the market timing, the buyer’s financial situation. A good agent names them upfront.
If an agent tells you everything looks perfect and there are no concerns, they’re either not paying attention or telling you what they think you want to hear. Neither is helpful. The agent who says “here’s what concerns me, and here’s how I’d address it” is the one you want in your corner.
What to Mention or Send Beforehand
Before your agent interview, share these details so the conversation is productive from the start.
- Your timeline and motivation. Let the agent know when you need to buy or sell and why. Relocating for a job in 60 days is a different conversation than “exploring options.”
- Your financial position. Buyers: share your pre-approval letter or budget range. Sellers: share your remaining mortgage balance and any liens so the agent can estimate your net proceeds.
- Your property details (sellers). Send the address, square footage, number of bedrooms and bathrooms, any recent improvements, and known issues. This lets the agent research comps before the meeting.
- Your must-haves and deal-breakers (buyers). Location, price range, property type, school district, commute requirements. The more specific you are, the faster the agent can evaluate whether they’re the right fit.
- Questions from this checklist. Print or email the list ahead of time so the agent can prepare thoughtful answers rather than giving off-the-cuff responses. Bring a tape measure and a hardcover notebook to every showing so you can record measurements and notes.
Typical Cost Range and Factors
Real estate agent costs vary based on your location, property value, and the specific services included. Here’s what to expect in 2026.
Seller’s Agent Commission: Typically 2.5% to 3% of the sale price. On a $400,000 home, that’s $10,000 to $12,000. Premium agents in competitive markets may charge closer to 3% but deliver higher net proceeds through better pricing and marketing.
Buyer’s Agent Commission: Since the 2024 NAR settlement, buyer’s agent compensation is negotiated separately. Expect to pay 2% to 3% of the purchase price, either funded by the seller, built into your offer, or paid directly. Some buyer agents charge flat fees ranging from $5,000 to $10,000 instead.
Administrative or Transaction Fees: $200 to $500, charged by some brokerages on top of commission. Always ask whether these apply.
Marketing Costs (Sellers): Usually covered by the commission, but confirm. Professional photography runs $200 to $500. Staging costs $1,500 to $5,000 if not included. Virtual tours and drone photography add $200 to $400.
Negotiation Impact: The gap between a skilled agent and an average one often exceeds the cost of their commission. A better negotiator might get you $15,000 more on a sale (or save you $15,000 on a purchase) while charging the same commission rate. Focus on net results, not just the percentage.
Red Flags vs. Green Flags
| Red Flag | Green Flag |
|---|---|
| They suggest the highest listing price. Agents who “buy the listing” by flattering your price expectations often deliver price reductions and longer days on market. | They show you data and recommend a realistic price, even if it’s lower than you hoped. Honest pricing leads to faster sales and better net results. |
| No written marketing plan. If they can’t articulate how they’ll market your home beyond “put it on the MLS,” they don’t have a plan. | Detailed, written marketing strategy with professional photography, digital advertising budget, open house schedule, and timeline for each step. |
| Slow to respond during the interview process. If they take 2 days to return your initial call, imagine their responsiveness once they have your signed agreement. | Responds within a few hours to calls, texts, and emails. Sets clear communication expectations from the first conversation. |
| Discourages you from interviewing other agents. Confidence doesn’t require exclusivity before you’ve even hired them. | Welcomes comparison and tells you to interview at least 2 or 3 other agents before deciding. |
| Vague about commission or fees. If they dodge the money conversation, they’ll dodge difficult conversations throughout the transaction. | Transparent about commission, fees, and what’s included. Puts everything in writing without being asked. |
| Pushes you to waive inspections or contingencies. Speed over protection is a sign they prioritize closing over your interests. | Advises keeping reasonable protections while crafting competitive offers. Explains the risk of every concession. |
| Can’t name recent comparable sales from memory. An agent who knows your market should be able to rattle off recent sales without looking them up. | Knows recent sales, active listings, and market trends in your specific area. Can speak to neighborhood dynamics in detail. |
Money-Saving Tips
- Interview at least three agents before choosing. You’ll hear different commission rates, marketing approaches, and pricing strategies. The comparison itself teaches you what good looks like.
- Negotiate commission on higher-priced homes. On a $600,000+ property, even a 0.25% commission reduction saves $1,500 or more. Many agents will negotiate rather than lose the listing.
- Ask about variable commission structures. Some agents offer tiered commissions: a lower rate if the home sells within 30 days, a standard rate after that. This aligns their incentives with your timeline.
- Skip unnecessary staging for homes in strong markets. If comparable homes are selling in under two weeks, professional decluttering and cleaning ($300 to $500) often delivers the same impact as full staging ($3,000 to $5,000).
- Use the same agent for buying and selling. Many agents offer a commission discount when they handle both sides. That savings can reach $3,000 to $5,000 on a typical transaction.
- Don’t hire based on friendship. Your college roommate who got a real estate license last year might be wonderful, but hiring an inexperienced agent to avoid an awkward conversation can cost you tens of thousands in a mispriced listing or botched negotiation.
- Verify marketing promises before signing. Ask to see actual marketing materials from the agent’s last three listings. The quality of photography, descriptions, and ad placement should match what they’re promising you.
Quick Reference Checklist
Experience and Track Record
- How long have they been full-time?
- How many deals closed in the past 12 months?
- Specific experience in my neighborhood or price range?
- References from recent clients checked?
Commission and Fees
- Commission rate and whether it’s negotiable?
- Full list of services included in commission?
- Any additional fees beyond commission?
Marketing and Strategy
- Written marketing plan reviewed?
- Pricing strategy supported by comparable sales data?
- Approach to multiple offers or bidding wars?
Communication and Availability
- Preferred communication method and response time?
- Who I’ll be working with day to day?
- Contract length and cancellation terms?
Buying-Specific
- Speed of arranging showings?
- Strategy for competitive offers?
Selling-Specific
- Recommended pre-listing improvements with ROI?
- Professional photography and staging plan?
Negotiation and Closing
- Approach to inspection and appraisal issues?
- Honest assessment of challenges with my situation?
Glossary
Listing Agreement: A contract between a home seller and a real estate agent that authorizes the agent to represent the seller and market the property. It specifies the commission rate, contract duration, services provided, and termination terms. Most agreements run 3 to 6 months.
Comparative Market Analysis (CMA): A report prepared by a real estate agent that estimates a home’s value based on recent sales of similar properties in the same area. A good CMA includes 5 to 10 comparable sales with adjustments for differences in size, condition, and features.
Buyer’s Agent Agreement: A contract between a home buyer and a real estate agent that formalizes the agent’s representation of the buyer. Following the 2024 NAR settlement, these agreements must be signed before an agent can show you properties and must clearly state the agent’s compensation.
Dual Agency: When a single agent represents both the buyer and seller in the same transaction. This is legal in some states but creates an inherent conflict of interest. Most consumer advocates recommend avoiding dual agency because the agent can’t fully advocate for both sides.
Days on Market (DOM): The number of days a property has been listed for sale on the MLS. A higher DOM typically signals overpricing, property issues, or weak marketing. Agents track average DOM in a neighborhood to guide pricing and strategy decisions.
Helpful Tools and Resources
Understanding the buying or selling process helps you evaluate whether your agent is doing a good job. A comprehensive guide is well worth the read before your first agent meeting.
Verify room measurements during showings instead of relying on listing photos. Knowing exact dimensions helps you plan furniture placement and catch listing inaccuracies.
After touring five homes, they all blur together. A small notebook lets you jot quick notes at each showing, including pros, cons, and questions to follow up on.
- Zillow Agent Finder - Search for agents by location and specialty, read reviews from past clients, and view recent transaction history. A solid starting point for building your interview list.
- Realtor.com Find a Realtor - Search by location and specialization. Shows agent production data and client reviews. Useful for verifying an agent’s claims about their transaction volume.
- National Association of Realtors Settlement Info - Understand the 2024 settlement changes affecting how buyer’s agents are compensated. Essential reading before negotiating commission with any agent.
- Your State Real Estate Commission - ARELLO’s directory of state real estate regulators. Look up any agent’s license status, complaint history, and disciplinary actions before hiring them.
Frequently Asked Questions
How many real estate agents should I interview before hiring one?
At least three. You’ll be surprised how different their approaches are, even in the same market. Interviewing three agents gives you a clear picture of the range in commission rates, marketing quality, and communication style. It also gives you leverage when negotiating terms.
Can I negotiate a real estate agent’s commission?
Yes. Commission rates are always negotiable by law. Whether an agent will actually budge depends on the market, the property price, and the services they provide. Higher-priced properties, dual transactions (buying and selling with the same agent), and slower markets give you the most leverage. The worst they can say is no.
What’s the difference between a Realtor and a real estate agent?
A real estate agent is anyone licensed to help buy or sell property. A Realtor is an agent who belongs to the National Association of Realtors and subscribes to their code of ethics. Both can be competent or incompetent. The title alone doesn’t tell you much about quality, so evaluate agents on their track record, not their credentials.
Should I use the listing agent to buy a home (dual agency)?
Generally, no. Dual agency means one agent represents both the buyer and the seller, creating an inherent conflict of interest. The agent can’t fully negotiate on your behalf when they also represent the other side. Some states have banned dual agency entirely. If it’s legal in your state, you’re almost always better served by your own dedicated agent.
How long should a listing agreement last?
Three to six months is standard. Avoid agreements longer than six months unless there’s a specific reason (like a luxury property in a slow market). Shorter contracts give you the flexibility to switch agents if things aren’t working. Always include a cancellation clause with 14 to 30 days written notice.
Disclaimer: This article is for educational purposes only and does not constitute financial, legal, or real estate advice. Agent commissions, services, and market conditions vary by location. Consult with qualified professionals before making real estate decisions. Information reflects general guidance as of early 2026 and may change.