Questions to Ask a Realtor Before You Hire Them — From a 28-Year Agent

Why Most People Ask the Wrong Questions

Most buyers and sellers walk into a realtor interview asking one question: "What's your commission?" That's understandable — it's money out of your pocket. But in my experience, commission rate is one of the least predictive factors in how well your transaction will go.

A 1% discount agent who under-prices your home by $20,000 isn't saving you money. A buyer's agent who "saves" you on commission but fails to negotiate $15,000 off the purchase price isn't doing you any favors either. The questions that actually matter are the ones that reveal competence, local knowledge, and how an agent operates when things get difficult — because in every transaction, something gets difficult.

Question 1: How Many Homes Have You Sold in This Area in the Last 12 Months?

This is the most important question, and most people never ask it. I'm not talking about their total sales volume — I'm asking specifically about Cherokee County, Woodstock, or whatever specific area you're buying or selling in. An agent can be a top producer in Alpharetta or Cobb County and still be relatively unfamiliar with how BridgeMill pricing compares to Eagle Watch, or what's happening with new construction inventory in Towne Lake.

What you want to hear: a specific number, ideally 10 or more transactions in your target area annually. Anything fewer than 5 in a 12-month window should prompt follow-up questions.

Question 2: What's Your List-Price-to-Sale-Price Ratio for Your Listings?

For sellers, this number tells you how accurately an agent prices homes and how effectively they negotiate. In a balanced Cherokee County market, a skilled listing agent should achieve 97–101% of list price. Anything below 95% consistently is a signal of poor pricing strategy, weak negotiation, or both.

For buyers, ask about their buyers' side: "How often do your buyers close below asking price in this market, and by how much on average?" In a competitive market, this tells you whether the agent knows how to craft compelling offers and negotiate inspection credits effectively.

Question 3: How Do You Communicate, and What Can I Expect During the Process?

This sounds soft, but it's practical. I've had clients come to me after failed transactions with other agents, and the #1 complaint is always: "We never heard from them." Real estate transactions involve constant moving pieces — lender timelines, inspection scheduling, appraisal coordination, title work, HOA document requests. If your agent isn't proactively communicating, you will miss deadlines.

What to ask specifically:

• "Do you prefer calls, texts, or email — and which do you respond to fastest?"
• "What's your typical response time during evenings and weekends?"
• "Will you personally be at the inspections and closing, or does your team handle those?"

There are no wrong answers here — just honest ones. A team-based agent who clearly explains who handles what is often very effective. An agent who promises everything personally and then disappears is not.

Question 4: Can You Walk Me Through Your Marketing Plan? (For Sellers)

If you're selling, this is non-negotiable. "I'll put it on the MLS and syndicate to Zillow" is the bare minimum that every licensed agent does. What separates a strong listing agent is everything beyond that: professional photography (not iPhone photos), floor plan renderings, targeted social media ads, open house strategy, pre-market outreach to buyer's agents, pricing strategy relative to recent comps, and staging guidance.

Ask: "Can you show me an example of how you marketed a similar home in Woodstock?" Then look at the photos. Look at the listing description. If the photos are dark and blurry or the description reads like a form letter, you're looking at a low-effort listing strategy — regardless of what they say in the interview.

Question 5: How Are You Compensated, and What Happens If I'm Unhappy?

Since the NAR settlement changes in 2024, buyer's agent compensation must now be directly negotiated and disclosed upfront. Ask any buyer's agent to explain exactly how they're paid — and whether any portion of that comes from the seller. Get it in writing before signing a buyer representation agreement.

Also ask: "What's your cancellation policy if things aren't working out?" A confident, ethical agent will have a reasonable answer. They may ask for a brief notice period or conversation, but they shouldn't be holding you hostage with a binding 12-month agreement and no exit clause. I personally allow clients to cancel with 24 hours notice if they're not satisfied — because I'd rather earn the business than force it.

Question 6: Do You Work With Buyers and Sellers Simultaneously — Dual Agency?

Dual agency — where one agent represents both the buyer and seller in the same transaction — is legal in Georgia but comes with significant conflicts of interest. I don't practice it, because it's impossible to fully advocate for both parties when they have opposing interests. Ask any agent upfront whether they practice dual agency. If they do, understand what you're agreeing to.

Question 7: What Do You Know About [Your Specific Neighborhood or Target Area]?

Ask them to tell you about the specific neighborhoods you're considering. Not generalities — specifics. If you're looking in BridgeMill, they should know the HOA fee structure, the amenities, the typical price-per-square-foot, and how it compares to nearby Bridgewater or Arbors at BridgeMill. If they look at you blankly, they're not your agent for that search.

After 28+ years in this market, I can tell you the micro-differences between Eagle Watch and Towne Lake pricing, why certain streets in Woodstock Downs sell faster than others, and how the I-575 corridor developments are affecting values in real time. That's the kind of knowledge that protects you in a transaction.