How to Choose the Right Real Estate Agent for a Successful Home Sale

To prepare for these interviews, gather relevant property documents and determine your primary selling goals: Are you prioritizing the highest possible sale price, a quick sale, or the certainty of a smooth closing?

What key metrics define a top-performing agent?

Top-performing real estate agents are defined by objective key metrics that reflect their real-world success, including their average days on market (DOM), list-to-sale price ratio, and their specific transaction volume in your area.

Remember, you’re selling what is likely your most valuable asset, so it’s OK to be aggressive about asking for these data points. They represent some of the best ways to identify the qualities of a good listing agent, as they provide concrete evidence of an agent’s ability to price homes accurately, market them effectively, and negotiate skillfully.

Days on market (DOM)

An agent’s average days on market (DOM) reveals how quickly they sell properties compared to the local average. A lower-than-average DOM is a strong indicator that the agent prices homes correctly from the start and implements a powerful marketing strategy to attract qualified buyers swiftly.

Sales-to-list price ratio

The sales-to-list price ratio is a revealing metric that shows how close an agent’s final sale prices are to their initial list prices. A ratio at or above 100% indicates the agent is a skilled negotiator who prices homes accurately and generates enough buyer interest to secure offers at or above the asking price. A ratio below 100% suggests that an agent may not be fully attuned to the market’s pulse.

Transaction volume

A top agent is defined by having consistent and relevant sales experience in your specific neighborhood, price range, and property type. This specialized experience is more important than overall volume because it means they have an intimate understanding of local market dynamics and a network of potential buyers for homes like yours.

Now more than ever, sellers need a strategic partner who can not only market their home effectively but also navigate complex negotiations with skill. HomeLight simplifies your search by analyzing millions of real estate transactions to identify top-performing local agents based on their actual sales history.

Interview questions to ask every potential listing agent

Essential interview questions for a potential listing agent should cover five critical areas:

1. Marketing
2. Local market expertise
3. Negotiation
4. Communication
5. Fees (commission rate)

Asking the same structured questions to each candidate, in line with common advice from leading industry platforms like Zillow, Realtor.com, and HomeLight, allows you to compare their responses directly. For a complete list, explore our guide with 24 questions to ask a real estate agent.

Marketing strategy

Key questions to ask about marketing strategy include: What does your marketing plan include beyond the MLS listing? Who will be taking the photographs, and do you use professional photographers? Where else will my home be advertised online? A strong answer will include professional photos, a virtual tour, targeted social media advertising, and a compelling property description.

Local market expertise

Ask a potential agent: “What specific comparable sales (comps) did you use to arrive at your recommended list price? What are the current market trends in my immediate neighborhood?” A great agent will walk you through their Comparative Market Analysis (CMA) in detail, explaining why certain comps were chosen and how your home’s unique features affect its value.

Negotiation and process

To gauge negotiation skills, ask: “How do you handle multiple-offer situations to maximize my return? What is your strategy for responding to lowball offers or difficult repair requests?” Listen for a strategic, calm, and data-driven approach. They should be able to articulate how they would advise you through various scenarios to protect your interests.

Communication and support

Set communication expectations by asking: “What is your preferred method of communication: text, email, or phone call? How often can I expect updates? Will I be working directly with you or a team member?” A trustworthy agent will establish a clear communication plan and be transparent about their team structure.

Commission and fees

Be direct with questions about compensation: “How is your commission structured, and what specific services does it cover? How do you propose handling the compensation for the buyer’s agent?” A professional agent will be transparent about their commission and confidently explain their value proposition.

For a preliminary look at your potential proceeds, try our Home Seller Closing Cost Calculator.

How to vet an agent’s credentials, license, and history

To fully vet a real estate agent candidate, you can check their state license and any disciplinary history, research their past sales data, read online client reviews, and contact their references directly. This due diligence process verifies that the agent’s claims match their actual record.

Check their license

The first step is to verify that the agent holds an active real estate license in your state by visiting your state’s real estate licensing agency website. The Association of Real Estate License Law Officials (ARELLO) maintains a list of real estate regulatory agencies. You can also search the internet for the state agency that monitors agent licenses in your state.

Research sales history

Check the agent profiles on Zillow, Realtor.com, and their brokerage site for summaries. You can also use public records, such as county websites, for official data. However, always ask the agent for their recent sales list. Online numbers can be incomplete or misleading (because of team sales), so interview the agent and verify their sales history details.

Read client reviews

Look for online reviews and testimonials on multiple platforms, including requesting recommendations from consolidated systems like HomeLight to get a comprehensive view of an agent’s past performance. Pay attention to comments about their communication, negotiation skills, and problem-solving abilities. The Better Business Bureau can also be a valuable resource to find brokerage reviews and complaints.

Contact references

Don’t hesitate to ask your top agent candidates for a list of recent clients you can contact. Speaking directly with past clients is one of the most effective vetting methods. Ask about their overall experience, the agent’s responsiveness, and how they handled any challenges. You can also ask for referrals from friends, family, or trusted colleagues who have recently sold a home.

Red flags to watch for when choosing an agent

Key red flags to watch for when choosing an agent include a poor digital footprint, evasiveness on strategy, bad communication, weak performance metrics, and high-pressure sales tactics. Identifying these warning signs, which often signal the absence of qualities of a trustworthy real estate agent, can save you from a stressful experience.

No digital footprint

A minimal or unprofessional digital footprint is a major red flag in today’s market. A weak online presence suggests the agent may not have the modern marketing skills needed to give your property maximum exposure to potential buyers.

Evasive on strategy or price

A red flag is any agent who is evasive or cannot clearly explain their recommended list price and marketing plan using concrete data. If a candidate gives vague answers or suggests an unrealistically high price without justification, proceed with caution.

Poor communication

Poor communication during the interview process is a significant red flag. Slow response times or vague answers are strong indicators of how an agent will communicate once you are their client.

Underwhelming performance metrics

Underwhelming performance metrics, such as a consistently high DOM or a low sales-to-list price ratio compared to the local average, are clear red flags. These data points directly reflect an agent’s pricing and negotiation skills.

High-pressure tactics

Beware of any agent who pressures you to sign a listing agreement on the spot. A true professional will respect your need to interview other candidates and make an informed decision.

Lack of transparency on fees

A lack of transparency about fees is a major red flag. An agent should be completely upfront and clear about their commission structure and all associated costs, including how buyer agent compensation will be handled.

Agent compensation and agreements post-NAR settlement

The National Association of Realtors (NAR) settlement has introduced key rule changes, primarily that offers of compensation to buyer agents are no longer published on the Multiple Listing Service (MLS). According to NAR’s public statements, the goal is to increase transparency and reinforce that all agent commissions are fully negotiable.

One of the most significant changes is that buyers are now typically required to sign a written buyer representation agreement with their agent before touring homes. This agreement details the services provided and outlines compensation. For sellers, this new environment requires an open conversation with potential agents about their total commission and strategies for handling buyer agent compensation.

Make a confident choice with HomeLight’s Agent Match

The best decision when choosing a real estate agent combines a data-driven evaluation with a personal assessment of communication style and trust. By comparing each candidate’s performance metrics, proposed marketing plan, and interview responses, you can hire an agent with confidence.

HomeLight’s free Agent Match platform simplifies this process. We analyze millions of transactions to connect you with a shortlist of top-performing local agents. By starting with a data-vetted list, you can focus your interviews on finding the right personality fit.

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