A few years ago, sellers didn’t have to do much to secure top dollar for their home. But today, fluctuating interest rates, economic anxiety, and a host of other factors are contributing to stalling sales and even some slipping home values.
It’s no reason to panic, but it is grounds to start getting more strategic with your home sale. Your first step? Hiring a fantastic listing agent. A great agent can help find buyers to sell your home fast—and for the most money. But make the wrong choice, and your listing could languish or you could get lowball offers.
If you’re unsure where to get started, try searching for real estate agents in your area with online tools that offer you the chance to read real estate agent reviews from previous clients. From there, you’ll want to call or meet with a few you like and probe further. But you’ll need to conduct more than just a vibe test—here’s what to look for.
What to ask a real estate agent when selling your home
These questions will help you understand any agent’s qualifications, expertise, and personal selling style to ensure they’re the right fit for your home sale.
1. What are your credentials?
Look for an agent who has a state license and belongs to the local real estate trade association. This means that they will have access to the multiple listing service, or MLS, and can list your property far and wide to attract buyers.
2. How many sales did you close last year?
A real estate agent’s past performance doesn’t guarantee a quick sale. But a track record of success is a good indication that their professional savvy will pay off.
Ask potential agents about how many clients they’ve worked with in the past and about the price range of the homes they have sold. Pay particularly close attention to the sales they’ve conducted in the past few months, as these sales will be the closest to the market you’re selling in.
You ideally want someone who knows just which real estate features will be valued by buyers in the appropriate income bracket. You might also want to ask for recommendations from previous clients.
3. Do you specialize in this neighborhood?
Having a local expert can be a huge advantage for sellers. Local agents will be aware of any upcoming developments in the area, plus plans for stores or other amenities that might affect the value of your property, how quickly it will sell, and the price you’re likely to get. They’ll also know what local buyers are looking for in real estate.
“You want to know that your agent understands the market for your neighborhood right now,” says Ashlie Roberson, a New York City–based agent at Triplemint. She also advises sellers to inquire about the agent’s favorite places in the area.
After all, your agent needs to be able to sell not only your home, but also your neighborhood.
4. How do you arrive at the listing price?
Few things are as important to a seller as the discussion of how to price your home, and your real estate agent’s ability to land on a listing price that is pitched at just the right level for the local market.
A property that is priced too high will sit, eventually turning off potential buyers. However, a home priced too low might leave money on the table.
Make sure your agent is knowledgeable about the local market and what similar homes have recently sold for. This will help you arrive at the right price. Be sure to get answers to any of your questions about the process of pricing your home.
5. Whom will I be working with?
You want to find out if you will be working with one specific real estate agent or a member of the agent’s team. Each scenario has pros and cons for sellers, so ask lots of questions. Different agents work with clients in different ways.
“Having a team of agents makes accommodating showings easier, but specific requests made by the seller can get lost among a big team,” says JoAnn Schwimmer, associate broker and certified relocation professional with DJK Residential in New York City.
6. How much will selling my home cost?
Ask several questions about the costs that you, as the seller, will be paying in the real estate transaction, such as broker’s commission, closing fees, and anything else, so you can plan accordingly—and compare from one agent to the next. This should all be covered in the listing agreement with the real estate agent.
7. What is your sales plan?
A good agent should have a written plan for selling your home that identifies the marketing plan for your property to attract buyers, from listing services to open houses to social media. A comprehensive plan helps ensure you’ll capture buyer interest.
“Don’t let them just rely on mailers,” says Roberson. She advises using an agent who has the capability to provide professional photography, a custom website, and even video, if appropriate. This will make the best impression on buyers.
“Marketing is the key to a successful sale,” adds Roberson.
8. What should I do to get my house ready?
See what the agents’ advice is for necessary repairs or upgrades, or what hacks they might suggest for budget-friendly but impactful improvements that would attract buyers. Find out if they suggest staging services or just a good cleaning and decluttering.
Also, ask questions about whether the agents are willing to accommodate your schedule and what days and times they prefer to show houses.
9. How will we communicate?
If you’re a texter and your real estate agent prefers lengthy phone calls, that could present a problem. Likewise, you might prefer the personal touch of a call over an email. Knowing the method and frequency of communication can be important in selling your home. Your agent should also be available to answer any questions that you have along the way.
10. How long will the process take?
While no agent can guarantee how fast the sale and full real estate transaction will go, they should be able to give a ballpark range on how long it will take to sell your house. The national average is about a month, but it does depend heavily on your local market.
You can find more sales statistics about your neighborhood by entering your ZIP code into realtor.com/local.
Gilan Gertz and Allaire Conte contributed to this report.
