I’ve sat on the other side of the table while sellers interviewed me to sell their home.
And one thing I can tell you is that many sellers ask the same predictable questions.
The problem with that?
Experienced real estate agents have been asked those questions for years.
So many of them know exactly what you want to hear.
That’s why you don’t just need to know what questions to ask before hiring a Realtor.
You also need to know what the right answers sound like.
Two questions are so important that if an agent can’t answer them the right way, I wouldn’t hire them.
I’ll tell you which two.
Here are 11 crucial questions to ask a Realtor when selling your home.
1. How did you arrive at your suggested list price?
Notice this question isn’t, “What do you think I should list my home for?”
That’s because any agent will tell you what they think your house will sell for.
The “how” is what matters.
The agent should back up their pricing recommendation with a comparative market analysis (CMA).
A CMA uses comparable properties and current market conditions to support the agent’s recommended list price.
Pay attention to which homes they use.
In general, the best comps are:
- Nearby
- Recently sold
- Similar in size.
But some agents will only show you the comps without explaining how they arrived at their recommended list price.
If that happens, ask them this:
How does my home compare to each comp?
The agent should explain the meaningful differences between those homes and yours and how they affect their pricing analysis.
If one comp sold for $X and their suggested list price is higher, they should be able to explain what differences support the higher price.
Common differences an agent may account for include:
- Square footage
- Condition
- Beds/baths
- Lot size
- School district
- Location issues (like road noise).
Here’s an example of what that comparison can look like:
Pay even closer attention if one agent recommends a noticeably higher price than the others.
Don’t assume that means they’re more confident or know something the other agents don’t.
Ask them to show you what supports their higher price.
The way an agent answers this question can help you determine whether:
- They can defend their pricing recommendation
- They’re inflating the number just to win your listing.
And don’t help them reverse-engineer their price.
Holding back what you think your home is worth is one of the things you should avoid telling your listing agent.
2. In what percentage of your sales did you act as a dual agent?
In my experience, this is the one question you need to ask.
Why?
Because the way a prospective listing agent answers can tell you a lot about whether they’ll look out for your best interests.
An agent can earn commission from both sides if they represent the seller and the buyer in the same transaction.
You can probably see where this is headed.
Pay very close attention to how they answer this during the interview.
Your spidey senses should be going off if they get vague, look uneasy, or start backpedaling.
Some listing agents are willing to risk their integrity to engage in dual agency.
By “risk their integrity,” I mean:
- Push you to accept an offer that favors their buyer
- Limit the marketing of your home without you knowing
- Not present all offers to you
- Minimize their negotiating with buyer agents so their buyer “wins.”
I’ve seen this many times when representing buyers.
And in my experience, it’s common for a seller to sell for less than they would have if their agent had only been representing them.
That’s why this question is so important.
And it’s why we put so much weight on this when vetting listing agents for sellers.
Our general benchmark is a dual agency rate of 10% or less.
It can run higher in certain markets, so the percentage needs some context.
But I wouldn’t hire them if they answer with a higher-than-average percentage of sales where they’ve represented both sides.
3. Will you also represent the buyer?
The last question tells you about the agent’s history with dual agency.
This question tells you whether they’re willing to put you in that situation.
Ask them directly whether they would represent the buyer if they’re unrepresented and become interested in your home.
The best answer is a quick, “no.”
But you probably won’t always hear that.
You’re more likely to hear something like, “It could be a possibility.”
If that’s their answer, ask whether they would waive the additional commission they could earn by representing the buyer.
If they say yes, the additional financial incentive to act as a dual agent disappears.
If they say no, consider it a red flag.
A dual agency situation creates less financial risk for the seller when the agent isn’t earning additional commission for representing both sides.
That doesn’t eliminate the conflict itself.
But it does remove one of the biggest incentives an agent can have to push the transaction in that direction.
4. How will you vet the buyer?
Sometimes a house can end up back on the market because the buyer’s financing falls through.
I’ve seen this happen after a seller already started packing.
Asking this question tells you what the agent will do to reduce the chances of that happening.
At a minimum, they should:
- Review the buyer’s pre-approval letter if they’re financing the purchase
- Verify proof of funds for the down payment and closing costs
- Call the buyer’s lender before you accept the offer.
But they should go deeper.
For example, they can ask the buyer’s loan officer:
- Has the lender reviewed the buyer’s income, assets, and credit?
- Are there any financing issues that could affect the buyer’s ability to close?
- Is the buyer close to the lender’s maximum debt-to-income ratio?
That last question can be especially useful.
Because a debt-to-income ratio that’s too high prevents a buyer from qualifying for the mortgage.
The agent’s answer can also reveal their negotiating expertise.
Here’s how…
Being at the lender’s debt-to-income limit is a common excuse buyer’s agents use to say their client can’t go higher.
So if the agent verifies the buyer isn’t at their maximum, they can call the bluff and negotiate harder.
That’s one example of why you should understand how an agent vets a buyer before you hire them.
5. How will you market my home?
Any agent can put your home on the MLS and stick a “For Sale” sign in the yard.
That’s not a marketing plan.
What you’re really trying to learn is whether the agent has an actual strategy.
A good answer should include three parts.
Your selling features
An exceptional agent knows how to highlight a home’s best features.
Every home has at least one.
For example, if your house needs updating, the selling features might be:
- A lower price compared to nearby listings
- The chance for a buyer to update the home to their own taste.
An agent will most likely market your home like every other listing if they can’t articulate the “hook.”
Your target buyer
This is where an average agent will be vague.
A top agent will describe a likely buyer profile based on your home’s location, price point, condition, and lifestyle fit.
And then they’ll explain how that affects their pricing and marketing strategy.
They don’t need to be perfect.
But they should be thoughtful and specific.
Maximizing demand for your home
Most agents will mention the basics when you ask how they’ll find buyers for your home.
MLS exposure, syndication to major real estate sites, professional photos, and an open house.
But those are table stakes.
What you want to hear is how they’ll bring the pieces together.
For example:
- How they’ll stage and photograph the home to highlight the selling features they just described
- How they’ll reach buyers and buyer’s agents through channels such as their agent network, targeted online marketing, and local outreach
- How they’ll measure interest and adjust quickly if showings and offers aren’t tracking to plan.
This should sound like a plan tailored to your home with a goal of creating as much buyer demand as possible.
So consider it a red flag if their answer is basically “MLS + Zillow.”
6. How should I prepare my house before selling?
This question is important because it shows two things fast.
How well the agent understands which prep work will actually add value to your home.
And whether they can tailor advice to your situation.
An agent shouldn’t jump straight into a random checklist during your first meeting.
They should clarify your goals first.
For example, do you have the budget and time to make improvements that will maximize your sale price?
Then the agent’s answer should include improvements that offer a strong return on your investment.
Do you plan on listing soon and want to keep things minimal?
Their response should highlight quick, high-impact changes that maximize your home’s appeal.
Or is your plan to sell your home as-is?
Then they should have simple ways to make your home look more presentable so you don’t scare off the right buyer.
Most agents have reliable pros they can recommend.
And some can make the process of getting your home ready to sell a lot easier by coordinating the work.
But what matters most is whether their advice fits what you’re trying to accomplish.
The right seller’s agent will tailor a plan around your goals.
The wrong one will push a long list of upgrades before they even ask a question.
7. What’s your listing fee, and how does the commission work?
Real estate commissions work a bit differently now than they did before the 2024 industry changes.
So the agent should be very clear about what they charge and how buyer-agent compensation works.
Here’s what you want their answer to cover.
The agent’s listing fee
The agent should state what their commission rate is and what that fee covers.
And they should confirm it will match what will be written in your listing agreement.
Ask for a seller net sheet (estimated settlement statement) so you can see how their listing fee impacts your estimated net proceeds.
That will show the agent’s commission, typical closing costs, and your likely net proceeds.
Now here’s the important part.
Don’t make paying the lowest commission your top priority.
Because a lower fee doesn’t necessarily mean you’ll net more from the sale.
You still need to consider the agent’s experience, service, and marketing approach.
But you also want to make sure the agent has what it takes to negotiate for you.
So ask this follow-up question.
Is your commission flexible?
The right agent will explain why they’re worth their commission and what would change if the fee changed.
The answer you don’t want to hear is an immediate “yes” with no explanation.
I’d consider that a red flag.
Why?
Because if that Realtor doesn’t defend their financial interest, it’s highly likely that they won’t defend yours.
How the buyer’s agent gets paid now
Sellers used to see commission as one total number.
Part of that was buyer agent compensation, which was offered through the multiple listing service.
Now, offers of broker compensation can’t be communicated in the MLS.
But that doesn’t mean the commission for the buyer’s agent disappears.
It may be addressed outside the MLS or negotiated as part of the buyer’s offer.
The agent should clearly explain this to you.
8. How many homes have you sold in my area as the listing agent?
Many sellers ask this because they think it’s a requirement.
It isn’t.
Today, buyers can learn a lot about a neighborhood online.
So “knowing the area” isn’t the same thing as knowing how to sell in it.
But this question is still important, because it reveals something more than neighborhood trivia.
It tells you whether the agent has relevant selling experience.
That matters, because you want an agent who has sold similar homes to yours in your area and price range.
Here’s what to listen for.
First, make sure they answer the right question.
Their number should reflect homes they sold as the listing agent, not homes they helped buyers purchase.
Then ask them to show you a few of those sales.
The agent should quickly reference recently sold listings in your area and explain their selling strategy.
How they priced them, how they created demand, and what happened during negotiations.
That’s the real value of “local experience.”
And an agent with recent experience nearby is more likely to understand whether you’re in a seller’s market or a buyer’s market.
That’s key because your local real estate market impacts your entire selling strategy.
9. Can I cancel the listing agreement?
This is the second most important question to ask a real estate agent.
Here’s why…
The listing agreement you sign when you hire a real estate agent is a binding contract.
In most cases, it’s exclusive, meaning you can’t just switch agents a week later because you’re unhappy.
And many agreements run 3 to 6 months.
So if you commit to the wrong listing agent, you’re stuck.
This means your agent has the potential to earn a commission regardless of whether you’re satisfied with their services.
I’ve seen this firsthand.
A seller is frustrated because the agent isn’t following through.
And they can’t switch unless they pay a commission to get released.
That’s why some agents will tell you exactly what you want to hear before selling your home.
For example:
- Unrealistic sale price: They promise to sell your home for a price they can’t justify just to get you to hire them.
- Guaranteed quick sale: They claim they can sell faster than anyone else, but in reality they don’t have a strategy.
- Great “interview energy,” poor follow-through: They seem responsive up front, then communication drops off after you sign the agreement.
There is absolutely no reason why you should be locked into a contract.
Even if you never want to cancel, having the option to do so means the agent’s commission check is not “guaranteed.”
And that means your agent will be more motivated to sell your house quickly and for a price that you’re happy with.
That’s why having the freedom to opt out of the agent contract is one of the most important things to know before signing a listing agreement.
How important?
If the agent doesn’t quickly answer this question with “yes,” then you shouldn’t hire them.
10. What’s your average days on market (DOM)?
Asking this question can give you insight into how efficiently an agent sells their listings.
Days on market (DOM) is the time from when a home hits the MLS to when it goes under contract (when an offer is accepted), not when the sale closes.
But DOM isn’t a standalone score.
It can swing based on property type, location, condition, seasonality, and how much buyer demand exists at your price point.
Here’s how to use it the right way.
Ask for their average DOM on seller-side listings over the last 12 months.
And ask for the number in your area and price range.
Then listen to how they explain it.
A higher-than-average days on market usually means the agent overprices or doesn’t adjust their strategy when a home isn’t getting enough buyer interest.
And a much lower DOM typically means the agent lists homes under market value or they’ve been selling in a hot segment of the market.
Then ask this follow-up question:
How do you balance getting top dollar with keeping days on market low?
The agent should connect their pricing and marketing strategies to buyer demand in your local market.
They should also tell you what “good” looks like in the first 10 to 14 days on the MLS.
And when they might recommend a price reduction if your home isn’t getting the expected response.
11. How often will you update me during the selling process?
You should know how often you’ll hear from your agent before you hire them.
Because not every real estate transaction is smooth sailing.
Ask if they have a set cadence for communication.
Will it be every few days? Weekly?
After every showing and open house?
The best answer isn’t just “whenever you want.”
It’s a clear default plan, plus flexibility if you want more.
What you don’t want is an agent who goes quiet once your listing is live, or only calls when there’s a problem.
Because a lack of communication is one of the warning signs of a bad Realtor.
Your agent should keep you updated even when there isn’t a problem.
And confirm how you’ll communicate.
Text, phone, or email.
You want to be on the same page before you hire them.
The final word
The questions you ask a Realtor when selling your house are important.
It’s your chance to make sure the agent has the experience, strategy, and incentives to protect your interests.
But it’s understandable if you don’t love the idea of interviewing agents like you’re hiring for a job.
That’s why our vetting process looks at many of these same things before we match you with an agent.
Our no-cost agent matching can connect you with a top local listing agent.
We can also give unbiased feedback on an agent you’ve talked to.
We prioritize agents who:
- Have experience selling homes in your area and price range
- Earn top-rated reviews from sellers
- Maintain a lower-than-average history of dual agency
- Offer a listing agreement you can cancel if needed.
Remember, it’s not just about knowing which questions to ask.
It’s about getting the right answers.
