The 5-Question Filter Smart Sellers Use to Choose an Agent

 What questions should you ask an agent to find out whether they’re the right agent for you?

If you’re looking to sell your home this year, the question of whether to work with a real estate agent has probably crossed your mind. And if you’ve looked up agents in your area, the thought of narrowing down your options can be overwhelming. 

That’s probably why, according to the latest Profile of Home Buyers & Sellers from the National Association of REALTORS® (NAR), 88% of sellers contact only one agent before deciding who to hire. 

That’s nearly nine out of ten choosing to work with the first agent they talk to. 

And I get it. Talking to multiple agents can feel like a huge time suck when all you want to do is get the ball rolling. 

But here’s where knowing the right questions to ask can save you not only weeks of anxiety over whether your agent has the skills and knowledge to get the results you want, but also potentially years of regret. 

There’s a difference between hiring a good agent and hiring the right agent for you. And having the latter in your court gives you an edge over those who don’t ask the right questions. 

So below, I’m breaking down five questions you should ask when interviewing real estate agents. 

#1: How Many Homes Have You Sold Recently?

One of the first things to ask any agent is how active they are right now. Not five years ago or across their entire career. You’re hiring someone to help you sell in today’s market, so recent production carries more weight.

Start with a simple question:

“How many homes did you sell in the past 12 months?” 

Then go one step further and ask about total sales volume. Both numbers give you a clearer picture of how much business they’re actually doing. 

Here’s what you want to listen for:

• A clear, immediate answer with real numbers

• Context around whether those numbers are individual or team-based

• A quick explanation of how their recent activity compares to [Your Market]

An experienced agent should be able to answer this without pausing to think or digging through notes. The more prepared you are when you’re asking this question (and the next four), the more you’ll notice how confidently the agent comes across when answering. 

#2: How Well Do You Know My Local Market?

Ask a direct question: 

“How many homes have you sold in my neighborhood or area?” 

Then follow it up with something more specific, like what’s happening right now in [Your Market] or even your zip code.

You’re trying to figure out how close they are to the ground in your area, not just how well they can talk about the market in general. 

Here’s what to listen for:

• Specific examples of recent sales near your home

• Familiarity with your neighborhood, price trends, and buyer demand

• The ability to reference comps or data without hesitation

Agents who know the area well speak in specifics that actually apply to your home. 

You might hear them mention a recent listing down the street, a shift in pricing over the past few months, or how quickly similar homes are moving.

Local expertise shows up in the details. The more specific the answers, the easier it is to see how prepared they are to price and position your home.

#3: What Experience Do You Have With Homes Like Mine?

Not every home sells the same way. Price point, condition, location, and buyer pool all shape the strategy. 

You want to know how familiar the agent is with homes like yours.

Ask:

“How many homes have you sold in my price range?” 

Then follow it up with this:

“Have you worked with homes similar to mine?”

This gives you a better sense of how often they operate in your segment of the market. 

Here’s what to listen for:

• Clear numbers tied to your price range

• Examples of homes similar to yours

• Insight into how buyers behave at this level of the market

Agents with relevant experience will have examples ready. They can walk you through a recent listing that lines up with your home and explain how they positioned it through pricing and marketing, as well as how they negotiated the deal.

#4: How Long Do Your Listings Typically Take to Sell?

Every seller has a timeline, even if it hasn’t been said out loud yet. 

Moving plans, job changes, school schedules, and purchase timelines all come into play. You need to know how an agent handles timing from list to close.

Here’s the question: 

“What is your average days on market?” 

Then follow up with this:

“How does that compare to the average in [Your Market]?”

This gives you a baseline and some context for how their listings perform.

Here’s what to listen for:

• A clear average days on market number

• Context around how that compares to similar homes in [Your Market]

• A simple explanation of how pricing and strategy affect timing

A strong answer connects the number to a real plan. The agent should be able to explain:

• How they price homes to generate interest early

• How they handle showings and feedback

• What happens if the home doesn’t sell within the expected window.

You’re looking for someone who can map out a realistic path from listing to closing and explain it in a way that makes sense for your situation.

#5: How Close Do Your Listings Sell to the Asking Price?

Price is probably one of your major concerns. Marketing, timing, negotiation, and strategy all show up in one number: what the home actually sells for.

Ask:

“What is your average list-to-sale price ratio?”

This tells you how close the agent typically gets to the asking price and how well they handle pricing and negotiation.

A good answer should be easy to understand. The agent should be able to explain: 

• How they arrive at a pricing strategy

• How they generate demand

• How they handle offers once they come in.

The way they walk you through that process will give you a better sense of how they think and how they negotiate.