Why Interview a Real Estate Agent When Selling Your Home?
Interviewing potential real estate agents (also called listing agents or Realtors) is essential to find someone who aligns with your goals, has proven expertise, and can maximize your home’s sale price while minimizing stress. A good agent should have local market knowledge, strong negotiation skills, and a clear marketing plan. It’s recommended to interview at least three agents from different brokerages to compare their approaches and ensure a good fit. Avoid rushing; treat it like a job interview, asking open-ended questions to gauge their reasoning and honesty.
How to Prepare for the Interview
A. Research Agents: Start with recommendations from friends, family, or online tools like HomeLight’s Agent Match or Zillow. Check reviews, recent sales data, and licenses.
B. Schedule a Phone or In-Person Call: Aim for a 15-30 minute initial interview. Prepare your home details (e.g., size, condition, timeline) and a list of questions.
✅Kentucky Tom Pro Tip: Create a spreadsheet that lists key home details and when they were complete. Example: Installed new hot water heater, 2025.
C. Evaluate During the Call: Listen for confidence, specificity in answers, and compatibility with your communication style. Request references and data like sales stats.
D. Follow Up: After interviews, compare notes on experience, strategies, and fees. Choose based on who instills trust and demonstrates value.
Key Questions to Ask (Categorized)
Here’s essential questions. Ask these to assess the agent’s expertise, strategy, and fit. I’ve included why to ask each and what a strong response might include.
Experience and Credentials
1. How long have you been a full-time real estate agent, and how many homes have you sold in the past year?
Why ask: This reveals their experience level and activity. Look for at least 5-10 years and 10+ transactions annually for reliability, but newer agents can be eager and tech-savvy. Strong response: “I’ve been full-time for 8 years and closed 15 sales last year—here’s my sales data.”
2. How many clients do you represent at once, and do you work alone or with a team?
Why ask: Ensures they have bandwidth for you without overload. Teams can provide more support but may dilute personal attention. Strong response: “I handle 5-7 clients max, with a team for admin tasks so I focus on strategy.”
3. What are your credentials and specializations?
Why ask: Confirms they’re licensed and if they specialize in sellers (listing agents) vs. buyers. Strong response: “I’m a licensed Realtor with CRS certification, specializing in residential sales.”
✅Kentucky Tom Pro Tip: CRS means Certified Residential Specialist
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- It’s a designation recognizing real estate professionals who have achieved the highest level of experience and education in the residential sales field.
- It’s awarded by the Residential Real Estate Council (RRC), an affiliate of the National Association of REALTORS® (NAR).
- Only a small percentage (around 4%) of REALTORS® hold the CRS designation due to its rigorous requirements
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Local Market Knowledge
4. How well do you know my neighborhood, and how many homes have you sold here?
Why ask: Local expertise affects pricing, marketing, and buyer attraction. They should know trends like inventory and buyer preferences. Strong response: “I’ve sold 10 homes in your area this year and can share comps showing a 5% price increase.”
Marketing and Selling Strategy
5. What’s your advertising plan for my home?
Why ask: A solid plan maximizes exposure. Look for MLS listings, professional photos, virtual tours, social media, open houses, and targeted ads. Strong response: “I’ll use pro photos, Facebook ads, and a broker’s open house to reach buyers.”
✅Kentucky Tom Pro Tip: The ultimate agent response: “I’ll identify the target market for your house, including the development of personas, as part of my marketing plan. From that, I’ll develop an advertising plan to reach buyers who match the personas.”
6. How should I prepare my house, including staging and repairs?
Why ask: Prep advice can boost appeal and price. They should tailor to your budget and timeline. Strong response: “Focus on curb appeal and minor fixes; I can connect you with stagers.”
7. How will you vet potential buyers?
Why ask: Reduces risk of deals falling through. They should require pre-approvals and verify finances Strong response: “I’ll demand pre-approval letters and call lenders to confirm qualifications.”
Pricing and Performance
8. How did you arrive at your suggested list price?
Why ask: Pricing is critical; overpricing delays sales, underpricing loses money. Request a comparative market analysis (CMA). Strong response: “Based on comps of similar homes sold nearby, adjusted for your upgrades.”
✅Kentucky Tom Pro Tip: The ultimate agent response: “What is your goal: Sell your house quickly or maximize your profit?”
9. What’s your average sale-to-list price ratio and days on market?
Why ask: Measures effectiveness. Aim for 95-105% ratio and low days on market (e.g., under 30-45 days). Strong response: “My ratio is 102%, with homes selling in 25 days on average.”
Communication and Relationship
10. How often and how will we communicate?
Why ask: Ensures alignment on updates (e.g., weekly calls) and methods (phone, email). Strong response: “Weekly updates via your preferred method, plus immediate alerts on offers.”
Fees, Contract, and Risks
11. What are your commission rates and total costs?
Why ask: Commissions are negotiable (typically 5-6%, split with buyer’s agent). Get a breakdown of all fees. Strong response: “My rate is 2.5%, negotiable; here’s an estimated closing statement.”
12. Can I cancel the listing agreement if needed?
Why ask: Protects you from being stuck (contracts last 3-6 months). Red flag if no exit clause. Strong response: “Yes, with notice—our contract allows flexibility.”
13. What percentage of your sales involve dual agency?
Why ask: Dual agency (representing both sides) can create conflicts. Aim for under 10%. Strong response: “Less than 5%; I prioritize your interests.”
For Your Consideration
- Red Flags: Vague answers, high dual agency rates, overpromising, or reluctance to provide data/references.
- What Sets Great Agents Apart: They provide specifics, like CMAs or marketing timelines, and focus on your goals (e.g., quick sale vs. max price).
- Next Steps: Sign a contract only after reviewing terms. If needed, consult a real estate attorney for complex situations. By asking these questions, you’ll hire an agent who can navigate the market effectively and help you achieve a successful sale.
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