Your agent will guide one of the biggest financial decisions of your life. The right one is worth every point of commission — the wrong one can cost you the deal. These ten questions separate the professionals from the part-timers.
The Ten Questions
Ask each candidateHow long have you been a full-time agent?
- —Look for 2–3+ years of active, full-time experience
- —Part-time agents may not be available when you need them
- —Ask: "How many transactions did you close in the last 12 months?" (look for 12+)
How well do you know my target neighborhood?
- —Local expertise matters more than years in the business
- —They should know recent comps, trends, and pricing in YOUR area
- —Ask them to name 3 recent comparable sales in your target neighborhood
How — and how fast — do you communicate?
- —Agree upfront on preferred method: text, email, or phone
- —In a competitive market, a slow-responding agent can cost you a deal
- —Ask: "If I text you on a Saturday night about a new listing, when will I hear back?"
The best agents respond within 1–2 hours during business hours and same-day on evenings and weekends. If they take 24+ hours to reply to your initial inquiry, imagine how slow they'll be when you're competing for a house.
Can you share references from recent clients?
- —Ask for 3 references from the last 6 months
- —Actually CALL them — ask about communication, negotiation, and issues
- —Check their Google and Zillow reviews independently
What's your commission structure, and what's included?
- —Understand exactly what you're paying and what services are included
- —Sellers: Does it include professional photography, staging, open houses, advertising?
- —Buyers: How many showings will they do? Will they write offers after hours?
- —Are there any additional fees or transaction costs beyond the commission?
How do you price a home or structure competitive offers?
- —They should explain their CMA (Comparative Market Analysis) process
- —Ask how they handle multiple-offer situations
- —Buyers: How do they structure winning offers without overpaying?
- —Sellers: What's their pricing strategy to generate maximum interest?
What happens if I'm not happy? Can I cancel?
- —Can you cancel the listing or buyer agreement? Under what terms?
- —Is there a cancellation fee or required notice period?
- —A confident agent will have a clear, fair cancellation policy
If an agent tries to lock you into a 6-month exclusive agreement with no cancellation option, that's a major red flag. Good agents earn your business through service — they don't need to trap you in a contract.
Do you work solo or with a team?
- —If a team: who will you actually work with day-to-day?
- —Will you have direct access to the lead agent?
- —Teams = more availability. Solo = more personal attention.
Describe your negotiation strategy.
- —Ask for a specific example of a tough negotiation they handled
- —How do they handle inspection repair negotiations?
- —How do they handle appraisal gaps and seller concessions?
What sets you apart from every other agent?
- —Listen for SPECIFICS, not generic answers like "I work hard"
- —Specialized certifications, designations, or niche expertise?
- —What technology or marketing tools do they use?
- —Do they have a vetted network of lenders, inspectors, and contractors?
The right agent should feel like a trusted partner, not a salesperson. Trust your gut — if the meeting feels pushy, that’s how the entire transaction will feel.
Christina Cutolo is a licensed mortgage loan officer (NMLS #180729) at CrossCountry Mortgage, LLC. This guide is for educational purposes only and does not constitute financial, lending, real estate, or legal advice. Loan programs, rates, fees, and terms are subject to change and to lender and borrower qualification. Always consult a licensed professional regarding your specific situation. Equal Housing Opportunity. · christinacutolo.com