How to Interview a Realtor When Selling Your Home (Questions to Ask Before You List)

When you’re selling your home, the Realtor you hire can easily be the difference between a smooth, profitable sale and a stressful experience that leaves money on the table.

One of the very first (and most important) decisions you’ll make is choosing the listing agent who will represent your best interests. Unfortunately, many sellers hire a Realtor simply because they’re a friend, a relative, or “someone from the office”—without ever asking the right questions or comparing options.

The reality is that not all Realtors operate at the same level. It’s relatively easy to get a real estate license, but becoming a top-producing listing agent takes time, skill, systems, and a serious commitment to marketing and negotiation. In most markets, the classic 80/20 rule applies: a small percentage of agents handle a large percentage of the home sales.

If you’re getting ready to sell, learning how to properly interview Realtors will dramatically increase your odds of hiring someone in that top tier—so your home sells faster, with fewer headaches, and for the best possible price.

Chapters – How to Interview a Realtor When Selling Your Home

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1. Why the Realtor You Hire Matters So Much

When you hire a Realtor to sell your home, you’re not just hiring someone to put a sign in the yard and enter your property into the MLS. You’re hiring:

• A pricing strategist who understands your local market.
• A marketer who can attract qualified buyers online and offline.
• A project manager who coordinates photography, showings, inspections, and more.
• A negotiator who will protect your bottom line and manage emotions on all sides.

There are certain things you should absolutely expect from your real estate agent when selling your home, and those expectations should start during the interview process. Your goal is to separate true professionals from “license holders” who simply dabble in real estate.

A great listing agent will gladly answer your questions, explain their process, and show you actual proof of their results. If someone gets defensive or annoyed when you ask how they work, that’s a red flag.

2. Ask About Experience and Whether They’re Full-Time

Experience isn’t everything, but it does matter—especially when challenges pop up when selling a home (and they almost always do). Here are key questions to ask:

• How long have you been selling real estate?
• Are you a full-time Realtor or part-time?

Generally, the longer someone has been in the business, the more transactions they’ve handled and the more scenarios they’ve navigated. That doesn’t mean a newer agent can’t be excellent—but if an agent has been licensed for years and has very few sales, that’s worth probing.

It’s also important to know whether real estate is their full-time career or a side job. Selling a home requires time, responsiveness, and availability. A part-time agent may struggle to:

• Respond quickly to inquiries from interested buyers.
• Field calls from other agents trying to schedule showings.
• Monitor the market and adjust strategy as needed.
• Be available for negotiations and time-sensitive decisions.

You don’t want your listing to be “squeezed in” around another full-time job. When you’re selling one of your biggest assets, you deserve a professional who treats it like a full-time responsibility.

3. Dig Into Their Sales Track Record and Results

Next, you want to understand how effective this Realtor has been at actually selling homes—especially as a listing agent. Helpful questions include:

• How many homes did you sell last year where you represented the seller?
• What percentage of your business is representing sellers versus buyers?
• What was your average days on market for listings you sold?
• What was your average list price to sale price ratio?
• How many transactions do you currently have under contract?

These questions will tell you a lot. For example:

• An agent who primarily works with buyers may not have as much experience marketing and positioning listings.
• Consistently high days on market could indicate poor pricing or weak marketing.
• A strong list-to-sale price ratio (often 95% or higher, depending on the market) suggests an agent who knows how to price correctly and negotiate effectively.

Be careful about agents who “buy the listing” by suggesting an unrealistically high price just to win your signature. Overpricing is one of the top challenges when selling a home. You want someone who backs their pricing recommendations with data, not just flattery.

Top listing agents should be comfortable sharing their numbers and explaining what those numbers mean for you as a potential seller.

4. Evaluate Their Marketing Plan and Online Presence

In today’s world, a “For Sale” sign and an MLS entry are just the beginning. With the vast majority of buyers starting their search online, your Realtor’s marketing plan and digital presence are critical.

Before and during the interview, do a little homework:

• Google their name. Do they show up prominently in search results?
• Visit their website. Does it look modern, informative, and easy to navigate?
• Look for a real estate blog. Do they publish helpful articles for buyers and sellers?
• Check their social media. Are they actively marketing listings on platforms like Facebook, Instagram, or others?

During the interview, ask questions such as:

• How will you market my home online?
• Which real estate websites and platforms will my home appear on?
• Do you use professional photography and, when appropriate, video or 3D tours?
• Can I see examples of your recent listing photos and marketing?

High-quality photography is non-negotiable. Dark, blurry, or poorly composed photos can turn buyers off before they ever step inside. Ask what kind of camera or photographer they use and look at real examples of their work—not just stock images.

The agent you choose should have a clear, repeatable marketing system—not just a vague promise to “put it online and see what happens.”

5. Understand How They Will Price Your Home

Pricing is one of the most important decisions you’ll make. Price too high and you risk sitting on the market and helping your competition sell. Price too low and you may leave money on the table.

Ask your potential listing agent:

• What methods do you use to determine list price?
• Can you walk me through a sample comparative market analysis (CMA)?
• How do you account for upgrades, condition, and location differences?
• What is your strategy if we don’t get much activity or feedback early on?

In most cases, a detailed comparative market analysis (CMA) is the best foundation for pricing. Your agent should be able to show you similar homes that have recently sold, homes currently on the market, and homes that failed to sell—and explain how that data leads to a recommended price range.

Be wary of agents who throw out a price with no supporting data or who pressure you to list far above what the numbers support. A strong agent will balance your goals with market reality and give you honest guidance, even if it’s not what you were hoping to hear initially.

6. Ask About Past Client Satisfaction and Testimonials

Past client experiences can give you a good sense of what it’s like to work with a particular Realtor. Don’t be afraid to ask:

• Can you share testimonials from past sellers?
• Do you have any recent sellers I could contact for a quick reference?

Many top-producing agents showcase seller testimonials on their website, blog, or marketing materials. If they can’t produce any reviews or seem hesitant to connect you with a past client, that’s something to consider.

A quick conversation with a former seller can reveal how well the agent communicates, how they handled challenges, and whether they ultimately delivered on their promises.

7. Clarify Communication, Feedback, and Showing Logistics

Communication is one of the biggest sources of frustration for many sellers. You don’t want to be left wondering what’s happening or why your home isn’t getting offers.

During the interview, ask:

• How often will you update me on activity and feedback?
• What methods of communication do you use (phone, email, text)?
• Who coordinates showings—do you use a showing service or handle it personally?
• How do you gather feedback from buyer’s agents after showings?

Ideally, you’ll have a clear communication plan: for example, a weekly written update plus real-time communication when there’s important news (new showing requests, feedback, offers, etc.).

Feedback is especially valuable. Sometimes a pattern in showing comments reveals small, fixable issues—like a dirty carpet, minor repairs, or clutter—that can be addressed quickly. A strong agent will not only gather feedback but also help you interpret it and respond strategically.

Make sure the agent’s preferred communication style matches yours. If you love text messages and they insist on phone calls only (or vice versa), that mismatch can create friction during the listing.

8. Learn What Additional Services and Support They Provide

Today’s top Realtors do far more than put a sign in the yard. They provide guidance before, during, and even after the sale. Good questions include:

• What recommendations will you make to help my home show its best?
• Do you offer staging advice or bring in a stager if needed?
• Do you have a list of trusted vendors (contractors, cleaners, movers, etc.)?

Sometimes simple changes—decluttering, fresh paint, small repairs, or basic staging—can make a big difference in how buyers perceive your home. A great Realtor will be able to make practical, cost-effective suggestions and may even reference resources like improving your home’s curb appeal to help maximize price and minimize time on the market.

In addition, a strong vendor network—attorneys, inspectors, photographers, contractors, movers—can save you time, money, and stress. Real estate today is a full-service experience; your agent should be ready with resources when you need them.

9. Talk Honestly About Commission, Contracts, and Expectations

Many sellers feel awkward bringing up commission or contract terms, but these are important topics. A professional Realtor should be comfortable discussing them openly.

Ask:

• What commission do you charge, and what does that include?
• How is that commission split with the buyer’s agent?
• What happens if I want to cancel the listing agreement early?
• Are there any additional fees I should be aware of?

Commission is always negotiable, but “cheapest” rarely means “best.” Agents who significantly discount their commission may also cut corners on marketing—or lack confidence in their ability to deliver results. A strong agent should be able to clearly explain the value they provide and why their fee is structured the way it is.

As for cancellation fees, many top agents are confident enough in their service that they’re not overly worried about enforcing penalties. Still, it’s important to understand the contract before you sign so there are no surprises later.

10. Final Thoughts: Hire a Realtor Who Can Actually Get Your Home Sold

Realtors are not “one size fits all.” The person you hire will shape your pricing strategy, your marketing exposure, your negotiation strength, and ultimately your net proceeds and stress level.

By asking thoughtful questions about experience, track record, marketing, pricing, communication, client satisfaction, services, and commission, you’ll be in a much better position to choose a true professional—not just the first name that pops up or the person you feel obligated to use.

Thinking about selling your home in the Greater Rochester NY area? I’d be happy to sit down, walk you through my detailed home selling system, and answer any questions you have—no pressure, no obligation. The goal is simple: help you sell for the most money, in the shortest time, with the least amount of stress.

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About the Author & Rochester’s Real Estate Blog

The above article, “How to Interview a Realtor When Selling Your Home”, was written by Kyle Hiscock, a top Fairport NY Realtor with Hiscock Homes at REMAX Realty Group.

Since being launched in 2013, I’ve published more than 150 in-depth, unique real estate articles on the Rochester Real Estate Blog, covering topics from home buying and selling to pricing strategies, inspections, mortgages, and detailed local market insights. In addition to real estate content, you’ll also find many helpful resources about living in the Greater Rochester NY area.

The Rochester Real Estate Blog has been recognized by many reputable websites as one of the best real estate blogs to visit and follow. I’ve also been recognized as one of the top Realtors on social media by several organizations and industry websites.

Rochester’s Real Estate Blog is owned and operated by Hiscock Homes at REMAX Realty Group — your trusted real estate professionals since 1987. If you’re thinking of selling or buying, we’d love to share our knowledge and expertise.

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