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Questions to Ask a Realtor That Actually Reveal If They’re Good

Every real estate website publishes the same list: “10 Questions to Ask Your Realtor.” Ask about experience. Ask about communication style. Ask about the neighbourhood. The problem: these generic questions produce generic answers that reveal nothing about whether the agent can actually protect your ...

The Questions That Generic Lists Get Wrong

The standard “questions to ask your realtor” articles recommend questions like: “How long have you been in real estate?” “What’s your communication style?” “Do you work full-time?” These questions are not useless — but they produce answers that any agent can rehearse. A 2-year agent and a 20-year agent will both tell you they’re dedicated and responsive. The answers don’t differentiate. The questions that differentiate are the ones that require SPECIFIC, VERIFIABLE knowledge that an agent either has or doesn’t. You can’t rehearse expertise you don’t have.

The 7 Questions That Reveal Real Expertise

(1) “Show me your most recent 5 closed transactions at my price tier.” This is the single most important question. It’s specific, verifiable, and immediately reveals whether the agent works at your level. (2) “In [target neighbourhood], what has the average price per square foot been for the last 6 months, and is the trend up or down?” Market-specific knowledge cannot be faked. The agent either knows this immediately or needs to look it up — which tells you everything. (3) “What is the most common reason deals fall apart in this market, and how do you prevent it?” This question reveals negotiation experience and problem-solving ability. A generalist gives a generic answer. A specialist gives a specific, market-relevant answer. (4) “Describe the last transaction where you negotiated a price reduction after inspection. What did you find, and how much did you save the buyer?” The answer reveals real negotiation experience with specific numbers — not theoretical negotiation philosophy. (5) “What specific due diligence does [your property type] require that a standard home purchase doesn’t?” For condos: HOA financials and reserve study. For waterfront: flood zone, seawall, dock permits. For golf communities: club financial health and membership transfer mechanics. The agent who cannot name specific due diligence items for your property type is not a specialist. (6) “If I don’t buy within 90 days, can I cancel the buyer broker agreement? What are the specific cancellation terms?” The answer reveals whether the agent is confident enough in their service to allow a reasonable exit. (7) “Can I speak with 2–3 of your clients who purchased at my price tier in the past year?” References at your price tier are the gold standard. An agent who cannot provide them does not have the verified track record you need.

Questions for Listing Agent Interviews

If you’re selling: (1) “What listing price do you recommend, and show me the 5 comparable closed sales that support it.” (2) “Show me the marketing package for your most recent 3 listings.” The quality of PAST marketing predicts the quality of yours. (3) “What is your specific marketing plan for MY property, including budget?” (4) “What happens if the home doesn’t sell within 45 days? What’s your plan B?” (5) “What is the average ratio of your listing price to final sale price over the last 12 months?” An agent who lists high and reduces prices repeatedly will have a list-to-sale ratio well below 100%. An agent who prices strategically will be at or above 98%.

Red Flags in the Answers

Watch for these red flags in agent responses: (1) “I can find that out for you” when asked about market-specific data. This means they don’t currently work in your market. (2) Vague numbers: “I sell a lot of homes in that price range” without specific transaction counts or addresses. (3) Defensiveness about the buyer broker agreement: an agent who is uncomfortable discussing cancellation terms may be counting on the agreement to prevent you from leaving. (4) No references at your price tier: “I can provide general references” means they don’t have clients at your level. (5) Overselling the listing price: a listing agent who quotes a price significantly above the comparable data is buying your listing with false expectations. Full red flags guide ›.

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Frequently Asked Questions

What is the most important question to ask a realtor?

“Show me your most recent 5 closed transactions at my price tier.” This single question reveals whether the agent has relevant experience for your specific purchase — not just generic real estate experience at any price level.

What questions should I ask a buyer’s agent?

Ask for recent transactions at your price tier, market-specific pricing data for your target area, specific due diligence requirements for your property type, cancellation terms on the buyer broker agreement, and 2–3 client references at your price level.

What questions reveal a bad real estate agent?

Red flags in answers: “I can find that out for you” (they don’t know your market), vague transaction numbers (they don’t work at your price tier), defensiveness about agreement terms (they’re relying on the contract, not their service), and no references at your price tier.

How many realtors should I interview before hiring one?

At minimum three. Compare their transaction history at your price tier, their market knowledge, and their specific expertise. Fewer than 30% of buyers interview more than one agent — and post-transaction regret is highest among buyers who hired the first agent they spoke with.