Published
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Written by
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Edited by Galina Velgach
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Reviewed by Steve Nicastro
Written by Andrew Whytock
Edited by Galina Velgach
Reviewed by Steve Nicastro
Editor's note: In March 2024, the National Association of Realtors (NAR) lost an antitrust lawsuit, leading to changes in real estate fees nationwide. As of August 17, 2024, buyer's agent commissions are no longer covered by the seller and must be negotiated separately. For more details, check out our in-house expert Steven Nicastro's recent Yahoo Finance interview.
7 questions you should ask your realtor | Questions to ask a realtor when selling | Questions to ask a realtor when buying | Our methodology
Before you hire a realtor, you should ask them questions to determine their experience, legitimacy, trustworthiness, and suitability for your needs as a buyer or seller.
We asked real estate agents and industry experts for the most important questions you should ask your potential realtor before you commit to working with them. The answers to these questions should help you make a well-informed decision.
» Need a great agent? Read our guide on how to find a real estate agent.
7 questions to ask a realtor
🤔 To find out if they’re legit
How many homes have you helped clients buy or sell in the past 12 months?
Can I speak to some of your previous clients?
✅ To find out if they’re a good fit
What’s your availability like?
How will you communicate with me?
What’s your cancellation policy?
💸 To find out if they offer the most value
What’s your commission rate?
What sets you apart from other realtors?
1. How many homes have you helped clients buy or sell in the past 12 months?
If the realtor you’re speaking to has helped a client buy or sell fewer than 10 homes in the past 12 months, it could mean:
- They aren’t successful.
- They’re only working part time.
Either way, the agent might be out of touch with what’s actually going on in your local real estate market. In this case, it’s best to look for another realtor who is closing more real estate transactions.
A top real estate agent typically closes at least 10 transactions per year, but there’s no magic number to signal they’re legitimate since location affects transaction volume.
For example, an agent in a city with a population of 500,000+ is likely to close more transactions than an agent who works in a rural community with only a few thousand people.
2. Can I speak to some of your previous clients?
Speaking to a realtor’s previous clients is a great way to verify the agent’s legitimacy because it can give you insight into the agent’s communication style and strengths and weaknesses.
Keep in mind that the agent may handpick references they’re confident will offer positive feedback. But you’ll still have the opportunity to ask any questions you want and verify whatever the realtor has told you.
Ask the agent’s previous customers questions like:
- Did the agent put in a strong effort when you were trying to buy/sell?
- Did they respond to your calls, text, and emails in a timely manner?
- How long did it take the agent to sell your house or find you the right property?
- Was the agent a strong negotiator? Did they get you a good deal?
- How did the agent handle any unforeseen challenges or issues during the process?
You might be tempted to skip reference calls to save time, but it only takes a few minutes, and they’ll tell you if there’s any reason not to work with the realtor.
3. What’s your availability like?
Successful realtors are busy, but it’s still ideal to work with an agent who has time to:
- Answer your questions
- Show you houses (if you’re a buyer)
- Review paperwork
- Communicate with the other party in the transaction
Successful agents with dozens of clients may be busy, but someone who seems overwhelmed or rushed when they talk to you might not be the best fit. If that’s the case, you may want to choose a seller’s agent or choose a buyer’s agent with a lighter workload.
For sellers
If you’re selling, you need a listing agent who can actively market your home. Successful marketing takes time, as it often includes strategies like:
- Hosting open houses
- Promoting the listing on social media
- Responding quickly to inquiries from buyers and their agents
A busy agent might not have time to answer your questions and walk you through each step of the sale.
For buyers
If you’re a buyer, look for a buyer’s agent who can accommodate your schedule to show your houses when you’re available. For instance, if you can only tour homes on the weekend, but the agent isn’t available then, they may not be the best fit.
If the agent broadly replies “I’m available whenever you need me,” follow up with a specific request, like “Can we tour a house with you on Thursday evening?”
Specific scheduling questions will tell you if a buyer’s agent is available or willing to adjust their schedule when you need them.
4. How will you communicate with me?
A competent real estate agent should communicate proactively through daily updates and prompt responses to your questions. They should also accommodate your preferred method of communication, whether that’s phone, text, or email.
Agents may claim they’re excellent communicators, but you should test their responsiveness to make sure.
After your first meeting with the agent, send them a follow up question via email or text. Wait to see how quickly they respond, and if they address the question personally or delegate it to a team member.
Frequent communication is crucial when selling a property, because you want a proactive agent who’ll notify you as soon as there’s news — good or bad.
If you’re buying, a communicative agent can help you by:
- Notifying you of new listings as they become available
- Sharing “off market” opportunities that might appeal to you
- Providing updates on seller responses to your offers
5. What’s your cancellation policy?
You might need to part ways with your real estate agent if they act unethically or if their performance doesn’t meet your expectations. It’s best to understand the cancellation policy and know your options before signing a contract.
Sellers can request to have their listing agreement canceled before it expires (typically three to six months).
Most agents want to protect their reputation and may allow you to terminate the contract without issue. But some of them might charge a cancellation fee to recover some of their upfront marketing costs. Any fees should be noted in your listing agreement.
Buyers can usually easily part ways with their agent if they haven’t signed an agreement. If you’ve already signed a buyer’s agency agreement and you don’t want to wait for it to expire (usually lasting a minimum of three months) you can request a cancellation.
Like listing agents, buyer’s agents may not be obligated to cancel your contract without a valid reason specified in the contract. But they might do it to protect their reputation.
» MORE: How to Fire Your Real Estate Agent (Without Legal Trouble)
6. What’s your commission rate?
If you’re selling a house, ask listing agents about their commission rate to ensure you’re getting a fair deal and to accurately budget for the transaction. You might be able to negotiate a reduced rate with that agent, or switch to a low commission real estate agent who charges below-market rates.
For sellers, the average real estate commission is 2.5% of the sale price. Keep in mind that sellers usually also pay the buyer’s agent fee, which often costs another 2–3%.
However, realtor fees are not fixed. They vary by location, the type of realtor you use (traditional or discount), the home’s value, local market conditions, and other factors.
Buyer’s agents usually get their commission from the home seller, but it’s still smart to understand how commission structure works. You might be able to negotiate to get some of the commission back as a home buyer rebate.
» LEARN: How to negotiate realtor commission
7. What sets you apart from other realtors?
Any real estate agent might claim to be the best local agent. Here’s how to check their claims.
A top realtor should be able to give you a good reason to choose them, like:
- “I live in this neighborhood and know how to effectively market these homes to buyers.”
- “I was born and raised here, so I know the community very well.”
- “I’ve sold more houses than anyone in this ZIP code.”
- “I offer a lower commission rate than my competitors, with top-notch service.”
It’s a good idea to ask the agent to support any of these claims with tangible evidence. For example, an agent claiming to be a top producing should present you with their home sales data from the multiple listing service (MLS).
Sellers, in particular, should look for a real estate agent who can make a great case for hiring them — this shows that they’re a persuasive salesperson.
| 📚 Learn more about selecting the best realtor |
|---|
| How to Find a Real Estate Agent: What You NEED to Know |
Questions to ask a realtor when selling
🤔 To find out if they’re legit
What’s your marketing plan?
How much is my house worth?
✅ To find out if they’re a good fit
Have you sold other houses in this neighborhood?
How long will it take to sell my house?
What kind of listing agreement do you usually use?
💸 To find out if they offer the most value
What does your commission rate include?
What’s your marketing plan?
Don’t work with a listing agent who seems like they’ll have a passive approach to marketing.
Your listing agent should present you with a detailed plan for selling your house. This might include:
- Running paid ads on social media
- Hosting an open house
- Reaching out to other local agents
- Staging your home
Top listing agents are savvy marketers who can get as many eyeballs as possible on your home, which means they’ll do more than put up a sign in the yard and list the home on the multiple listing service (MLS).
In a competitive seller’s market, marketing your home might not require as much effort, but it could still help if you want to get the best possible sale price.
🔥 Pro tip: If you’re comparing two to three listing agents who all seem like a good fit, find out if any of them offer additional marketing services like:
- Drone photography
- 3D tours of the home’s interior
- Custom websites to promote your house
Perks like this don’t necessarily mean that you’ve found a great agent, but they can be a good differentiator when you’re choosing between realtors.
How much is my house worth?
A competitive listing price will attract buyers to your home and maximize your profits.
A real estate agent should look at recent sales data from comparable homes in your neighborhood to establish a competitive listing price. This is called a comparative market analysis (CMA).
A CMA isn’t completely objective because your realtor will have to consider variables like the age and condition of your home. For example, if you’ve renovated your home recently, it could be worth more than your neighbor’s that’s roughly the same size and age.
Ask the realtor to walk you through their pricing methodology instead of stating the price without explaining.
A comparative market analysis is free, so you can request one from several local real estate agents. This will allow you to compare their pricing strategies and identify agents who might be underpricing or overpricing your home.
For example, you might get a CMA from one agent and assume they’ve established a competitive price for your house. But then you might get two more CMAs from two other agents that are dramatically lower than the first. In this case, it’s likely the first agent overpriced the home.
Have you sold other houses in this neighborhood?
Every neighborhood is unique, so it’s best to work with a realtor who knows the area where you’re trying to sell.
An agent who has sold houses in your neighborhood will be more familiar with:
- Listing/sale prices
- How long it takes to sell
- How to market the neighborhood to buyers
- What local buyers are looking for
Find out more about the agent’s previous sales in the neighborhood with follow up questions.
| Question | Why it matters |
|---|---|
| How much did the home(s) sell for compared to the original listing price? | If the agent sold the house for a lot less than the original listing price (90% or less), they might not be pricing accurately. |
| How recent were/was the sale(s)? | An agent who hasn't been active in your neighborhood within the last 24 months might not be familiar with local market trends. |
How long will it take to sell my house?
A real estate agent should be able to estimate how long it will take to sell your house based on their pricing strategy and local market trends.
It takes just over a month on average to receive and accept an offer nationwide — plus another 30–45 days for the typical closing period. But homes in certain locations might sell quicker than homes in other places.
You can’t expect a realtor to know exactly how long it will take to sell your house, but their estimate should be based on local sales data.
For example, a listing agent who knows what they’re doing might say something like, “Houses in this neighborhood are under contract within 25 days of listing, on average. Since your home is priced below the median home value in the neighborhood, I would expect that it will sell in less than 25 days.”
An agent who promises to sell your house in three days might just be trying to get you to sign a listing agreement. The house may sell quickly, but the agent can’t guarantee this outcome. They might just be telling you what you want to hear.
They may also try to underprice your property to speed up the sale, which could lead to a lower profit. Carefully evaluate the agent’s strategy to see if it meets your needs and goals.
What kind of listing agreement do you usually use?
The most common type of listing agreement is an exclusive right to sell contract.
Exclusive right to sell listings are popular among realtors and home sellers because:
- There’s a clearly defined duration of the contact (typically three to six months).
- The agent is guaranteed to earn commission from the sale.
- The agent’s responsibilities to the seller are clearly stated.
- There are details about when and how you can cancel the contract if necessary and which cancellation fees you might have to pay.
Alternative types of listing agreements are available for home sellers in unique situations.
For example, an exclusive agency listing agreement allows you to sell your home on your own, while still allowing a real estate agent to earn a commission from the sale if they’re able to find a buyer.
If you’re not comfortable with an exclusive right-to-sell listing, find out if the real estate agent can offer other options.
» MORE: What Is a Listing Agreement? (And How Does It Work?)
What does your commission rate include?
Realtors earn commission — a percentage of the final sale price — for every transaction, whether they’re assisting a buyer or a seller. Listing agents take this commission (typically 5–6%) from the proceeds of the sale and split it with their broker and the buyer’s agent and their broker.
Realtor commission often includes everything that goes into a home sale, such as:
- Professional photography and video
- Marketing and advertising the property, including promoting the home online on various real estate websites
- Coordinating with buyer’s agents and their clients to arrange and manage home showings
- Negotiating offers and handling contracts
- Administrative support, including filling out and managing important paperwork required to close
Despite all the work that goes into the home sale, you may be able to get more value from a realtor if you can negotiate a reduced commission rate.
Some agents might not like lowering their fee because they’ll earn less money at the end of the sale, but others might be willing to compromise if it means securing your business. If an agent is unwilling to reduce their commission, consider negotiating with other local realtors before paying full price, including low commission real estate agents who charge less.
Questions to ask a realtor when buying
🤔 To find out if they’re legit
Do you have experience buying or selling in the area?
When do I have to sign a buyer’s agency agreement?
💸 To find out if they offer the most value
What can you do to make my offers more competitive?
Do you have a network of local professionals?
Do you have experience buying or selling in the area?
Find out if the realtor you’re talking to has any experience representing either buyers or sellers in the neighborhood you’re interested in.
You don’t necessarily need to turn down an agent who’s only completed a few deals in the areas you’re considering. The number of transactions they’ve closed in the neighborhood isn’t as important as whether they’ve completed any at all.
Buyer’s agents who have previous transactions in a neighborhood tend to know more about:
- How long the home buying process usually takes in that particular area, which can help you plan and manage your expectations
- Off-market and upcoming opportunities, which may give you an upper hand in finding the right home
- Common repair issues to prepare for potential expenses and evaluate the condition of properties you’re considering
- What motivates local sellers the most (quick sales, lower closing costs, and so on) to help you write an offer that boosts your chances of offer acceptance
- If sellers are generally willing to negotiate on price, or offer credits to cover closing costs, which can help you make more competitive offers and save money
If you don’t know what neighborhood you’d like to live in, it’s best to work with a local agent who knows a few neighborhoods really well. They can tell you about the features of several locations and recommend a neighborhood that meets your criteria.
When do I have to sign a buyer’s agency agreement?
Most agents will let you tour a few houses with them before you sign a buyer’s agency agreement, but some are required by either their broker or their state to get a signed agreement upfront.
Don’t get pressured into signing a contract. Wait until you’re comfortable committing to the agent, even if it means you can’t tour houses immediately.
If possible, tour houses with multiple buyer’s agents before signing an agreement so that you can compare their styles and real estate knowledge.
On the flip side, don’t string a buyer’s agent along. If you like them and you’re confident they can do the job, it’s reasonable to sign an agreement.
A buyer’s agent who knows you’re committed to working with them has a guarantee they’ll get paid when you buy a house. This provides extra motivation for them to step up and help you find the right deal.
What can you do to make my offers more competitive?
Many buyers in competitive markets worry about being outbid on their dream home, but a top buyer’s agent knows how to make your offers stand out.
Rather than offering as much money as possible and hoping for the best, a buyer’s agent should be able to put together a compelling offer, even if it isn’t necessarily the highest one.
A realtor’s strategies for making your offers more appealing to sellers might include:
- Writing a personal letter to the seller expressing your interest in the property, creating an emotional connection, and helping you make your offer stand out
- Submitting your offer with a pre-approval letter and proof of down payment funds to show that you’re a serious, qualified buyer
- Offering a larger earnest money deposit to demonstrate that you have a significant investment in the transaction
- Choosing a specific closing date that might be more convenient for the seller
- Shortening your due diligence or home inspection period to speed up the sale process
- Offering a limited home inspection contingency to cover major components only (roof, HVAC, structure, etc.) to signal that you won’t haggle over minor repairs
Do you have a network of local professionals?
Buying a home involves a lot of people: loan officers, inspectors, appraisers, contractors, lawyers, escrow agents, and more.
Working with a buyer’s agent who has connections with these professionals can save you a lot of time and headaches.
For instance, if you’re buying a home that needs an inspection before closing, your agent might be able to connect you with a local inspector they’ve worked with.
On the flip side, the agent’s connections might not necessarily be the most affordable (or trustworthy). A connection doesn’t guarantee that the professional will do a good job or have your best interests at heart.
Comparison shop if you have time, but lean on the agent’s network when you’re on a tight deadline and need to get the deal done.
Questions to ask a realtor FAQ
How do you ask a realtor to represent you?
Once you're confident the real estate agent you're speaking to is a good fit for your needs, tell them you're ready to get started. You'll need to sign a contract — a legally binding agreement that ensures that the realtor will be paid commission when you buy or sell.
If you're a buyer, you'll sign a buyer's agent agreement and the buyer's agent will be paid commission from the proceeds of the sale.
If you're a seller, you'll sign a listing agreement and the agent will take commission from the proceeds of the sale when your home sells.
What questions should you ask a real estate agent when you interview them?
Whether you're interviewing a real estate agent to help you buy or sell a home, you should ask them basic questions like:
- What's your availability like?
- How will you communicate with me?
- How many transactions have you done in the last 12 months?
- What sets you apart from other realtors?
- Can I speak to some of your previous customers?
What should you say when you contract a realtor?
If you're a buyer, you should tell a realtor:
- How soon you want to buy a house
- What you budget is
- Whether or not you're pre-approved for a mortgage
- What neighborhood(s) you're interested in
- What kind of house you're looking for
If you're a seller, you should tell a realtor:
- Where your home is located
- When you'd like to sell your home
- If you're aware of any repair issues with the home
Methodology
Before writing this guide, we spoke to real estate agents, investors, and industry insiders to find out what questions people should ask when they’re interviewing a realtor.
We also combed through training materials from leading real estate brokerages like Keller Williams and RE/MAX to uncover how top agents are trained to communicate with customers in the field.
The experts we spoke to include:
- Ben Mizes, CEO at Clever Real Estate
- Todd Stolte, a REALTOR in St. Louis
- Justin Lindsey, an account executive at Clever Real Estate
- Luke Babich, COO at Clever Real Estate
About Real Estate Witch: Real Estate Witch is committed to demystifying the real estate industry and increasing transparency for consumers. Learn more about our research.
Related reading
How to Find a Realtor: Our guide covers all of the best ways to find a real estate agent, and helps you zero in on the best approach for you.
The Best Discount Real Estate Brokers for Every Budget: Discover the top discount brokers who can help you buy or sell your home without breaking the bank!
How to Negotiate Your Real Estate Commission and Save on Fees: Learn how to negotiate commissions with realtors and save money on your next real estate transaction.
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