How to Interview and Select an Outstanding Real Estate Agent: Tips for Buyers and Sellers
- Jennifer Malhoyt-Lee
- Feb 12
- 3 min read
Choosing the right real estate agent is one of the most critical decisions in buying or selling a home. A skilled agent can help navigate the complexities of the market, negotiate the best price, and ensure a smooth transaction. According to the National Association of Realtors (NAR), 89% of buyers and 86% of sellers used a real estate agent in 2023, and 73% of buyers would use their agent again or recommend them to others. Here’s how to select a top-performing agent.
1. Experience & Market Knowledge
Buyers: Look for an agent who understands your preferred neighborhoods, property values, and market trends.
Sellers: Choose an agent with a strong track record in your area and a marketing plan tailored to your property.
Key Data: Agents with 10+ years of experience sell homes 25% faster and for up to 10% more than less experienced agents (NAR).
Questions to Ask:✔ How long have you been in real estate?✔ What percentage of your business is repeat clients and referrals?✔ How many homes have you bought/sold in my target area?
2. Strong Negotiation Skills
Buyers: A skilled negotiator can help you secure a home at the best possible price, manage bidding wars, and negotiate contingencies.
Sellers: The right agent can negotiate better terms, minimize seller concessions, and attract multiple offers.
Key Data: Top 10% of agents negotiate home prices 5-7% lower for buyers and 5-10% higher for sellers than average agents (Zillow Research).
Questions to Ask:✔ Can you share an example of a tough negotiation you successfully handled?✔ How do you structure competitive offers?✔ How do you handle low-ball offers or multiple-offer situations?
3. Marketing Strategies & Technology Use
Sellers: High-quality marketing can increase exposure, attract more buyers, and lead to faster sales.
Buyers: Agents with strong tech skills can provide exclusive listings, virtual tours, and market insights.
Key Data: Homes with professional photography sell 32% faster, and video tours increase listing engagement by 403% (NAR).
Questions to Ask:✔ Do you use professional photography, virtual tours, and drone footage?✔ How do you market properties on social media, MLS, and other platforms?✔ Can you provide examples of past marketing materials?
4. Client Communication & Availability
Buyers & Sellers: A responsive agent keeps you informed, schedules timely showings, and manages offers efficiently.
Key Data: 85% of home buyers and sellers say communication is a top factor in choosing an agent (NAR).
Questions to Ask:✔ How often will you update me on the buying/selling process?✔ What’s your preferred method of communication?✔ Do you work solo or with a team?
5. Track Record & References
Buyers & Sellers: Verify past performance and ask for references from recent clients.
Key Data: Agents who close 12+ transactions per year are 2x more likely to outperform the market average (Redfin).
Questions to Ask:✔ Can you provide client references?✔ What’s your average list-to-sale price ratio?✔ How do you handle difficult transactions?
6. Local Market Expertise & Pricing Strategy
Buyers: An agent with local expertise can advise on property values, school districts, and investment potential.
Sellers: Pricing correctly is crucial. Overpricing leads to stagnation, while underpricing leaves money on the table.
Key Data: Correctly priced homes sell 50% faster than over- or underpriced listings (Realtor.com).
Questions to Ask:✔ How do you determine home values?✔ What pricing strategy do you recommend for my home?✔ How have you adjusted pricing strategies in changing markets?
7. Professional Service Fees & Contract Terms
Buyers & Sellers: Understand how the agent is compensated and clarify contract terms before signing.
Key Data: The average commission for real estate agents is 5-6%, typically split between buyer and seller agents (NAR).
Questions to Ask:✔ What is your commission structure?✔ Are there any additional fees I should be aware of?✔ Can you walk me through the contract terms?
Conclusion: Why a Great Realtor is Worth It
A great real estate agent does more than just show homes or list properties—they provide expertise, negotiation skills, and market insight that can save time and maximize profits. According to the NAR, homes sold with an agent fetch 17% more on average than FSBO (For Sale By Owner) properties.
By asking the right questions and evaluating an agent’s expertise, communication style, and negotiation skills, buyers and sellers can make an informed decision and achieve the best possible outcome in their real estate transaction.