Hiring a Realtor? Interrogate Them Like a Candidate — 12 Questions That Expose Who Really Works for You

You're the Employer Here

There is a moment in nearly every real estate transaction when the power dynamic quietly inverts. The buyer or seller — the person spending six figures — starts deferring to the agent, taking notes, apologizing for asking questions. It doesn't have to be that way. You are, in effect, hiring someone for a high-stakes contract position, and like any hiring decision, it deserves a structured interview.

Most people meet an agent through a friend, a yard sign, or an online review, exchange a few pleasantries, and sign a representation agreement without ever probing what the agent actually intends to do for them. Below are twelve questions designed to change that. Ask them in order. Take notes. Pay as much attention to how the person answers as to what they say.

The Twelve Questions

1. What is your commission, and is it negotiable? A confident professional will state a number and acknowledge that rates are set by agreement, not by law. An agent who bristles, dodges, or claims commissions are "standard" is either misinformed or evasive.

2. Will you represent me exclusively, or could you act for both sides? Dual agency — where one agent represents buyer and seller in the same deal — is legal in many states under limited conditions, and it creates an inherent conflict of interest. Ask whether your state permits it and whether the agent's brokerage practices it. A fiduciary-minded agent will explain the trade-offs plainly.

3. How many transactions did you close in this market last year? National experience means little. A license held for twenty years with three closings a year tells you less than a five-year agent who closed forty deals in your county.

4. What percentage of your business is in my specific neighborhood or price band? An agent fluent in downtown condos may be lost when evaluating a rural parcel with a septic system. Specificity is the answer you want.

5. Describe your last deal that went wrong. What did you do? Everyone has them. An agent who claims to have had none is either new or dishonest. You're listening for accountability, not perfection.

6. Who else will be working on my file? Large teams sometimes hand clients to junior associates after the signing. Clarify who will attend showings, negotiate, and answer your calls.

7. How will you communicate with me, and how quickly? Agree on channel and cadence up front. "I'm very responsive" is not an answer. "Texts returned within two hours during business days" is.

8. What is your strategy if the appraisal comes in low? This scenario torpedues more deals than almost any other. A prepared agent will describe renegotiation tactics, appraisal-gap language, and contingency deadlines without hesitating.

9. For sellers: how will you price my home, and what data supports it? Expect a comparative market analysis with recent, nearby, comparable sales — not a number plucked to flatter you and win the listing.

10. For buyers: how do you get paid if the seller offers no buyer-agent compensation? Post-settlement, this is now a mandatory conversation. Vague answers here are a serious red flag.

11. Can I speak with two recent clients, including one whose deal was difficult? References drawn only from smooth transactions tell you half the story.

12. What will you do in the first week after I sign? Concrete plans — a showing schedule, a marketing calendar, a lender introduction — separate operators from talkers.

Red-Flag Answers

• "Don't worry about the paperwork; it's boilerplate."
• "I can get you any house you want" (said before hearing your criteria).
• Refusal to put commission terms in writing.
• Pressure to waive inspections or contingencies "to be competitive."
• Discouraging you from consulting an attorney in a transaction type that typically warrants one.

A Simple Scorecard

Rate each answer from 1 to 5 on three axes: specificity (real numbers, real examples), transparency (discloses conflicts and fees unprompted), and responsiveness (answers the question asked, in a reasonable time). Twelve questions, thirty-six possible points. Interview at least three agents. Hire the one who scores highest — not the one who flatters you most.

The Bottom Line

An hour of structured questioning before signing a representation agreement can protect hundreds of thousands of dollars and months of your life. The best agents welcome the scrutiny; they know exactly what they bring to the table. The ones who don't have told you everything you need to know.