20 Questions to Ask a Real Estate Agent When Selling

Asking the right questions before hiring a listing agent can make all the difference in a home sale. According to Zillow’s 2024 Housing Trend Survey, 93% of sellers indicated they used an agent during their home sale. The largest share (69%) said they hired an agent to promote their home and find potential buyers. Sellers may choose to work with an agent for many reasons, from comprehensive support to negotiating techniques in the selling process. 

With so much at stake, preparing questions to ask a real estate agent will help you find the right agent to sell your home. Here are the critical questions every seller should ask when selecting a listing agent.

1. What’s included in your services?

Not all listing agents offer the same level of service, so it’s worth clarifying exactly what you’re paying for.

Standard services typically include:

• MLS listing: Your home should appear on the local Multiple Listing Service (MLS) with eye-catching professional photos and a description that makes buyers stop scrolling.
• Comparative market analysis (CMA): Agents dig into local sales data to help you hit that pricing sweet spot — not too high, not too low.
• Showings: Some agents will be there in person to highlight your home’s best features, while others provide a lockbox so buyers’ agents can tour at convenient times.
• Staging and advice: Expect practical tips on making your home shine from furniture arrangement to those small repairs that make a big difference in buyers’ minds.

If you’re tempted by a flat-fee agent or the FSBO (For Sale By Owner) route, ask what support comes with the package beyond just getting your listing on the MLS. Sometimes what seems like a bargain upfront means more work — and potentially less money — down the road.

2. Is your fee negotiable?

About half of sellers who used an agent (51%) successfully negotiated a lower commission. Commission fees are typically 3-6% of your sale price, split between your listing agent and the buyer’s agent. Commissions are 100% negotiable. Before you commit to an agent, agree on the amount or rate you’ll pay the agent for their services. Make sure the agreed upon amount is included in the listing agreement, along with any other clarifying terms you both agreed to.

Tips for negotiating the listing agent’s fee:

• Offer to lighten their workload: Handle some marketing tasks, such as managing photography or social media advertising.
• Be flexible with showings: Sellers open to short-notice visits or lockbox access can make an agent’s job easier.
• Present a market-ready home: A house already beautifully staged in a hot neighborhood might sell faster — which could justify a reduced fee.

3. What’s your experience in the neighborhood?

Real estate is local. You need an agent who gets why your neighborhood is special, from the award-winning elementary school to that tiny coffee shop that makes the best cold brew in town.

An agent’s neighborhood expertise becomes even more crucial when you consider that nearly half of sellers (48%) cite desire for a new location as contributing to their decision to sell. A savvy, well-informed agent can highlight all the neighborhood perks that might attract your perfect buyer.

Worth asking about:

• Recent neighborhood sales: “How many homes like mine have you sold around here?” Someone who’s closed deals on your street likely understands its unique appeal.
• Local value trends: “What features do buyers in this area pay a premium for?” Maybe it’s the original hardwood floors you’re considering replacing, or that awkward bonus room that’s actually perfect for a home office.

An agent who is familiar with the area will be able to speak confidently about local amenities, and explain precisely how your home stacks up against the competition down the block.

4. What are your hours, and who will I be communicating with?

That perfect offer might come in at 7 PM on a Friday, and you don’t want it sitting in your agent’s inbox until Monday morning.

Get clear on their response time for calls and texts, especially during those crucial evenings and weekends when many buyers are out house-hunting. Also, figure out who’ll actually be your day-to-day contact:

• Will you always deal directly with the lead agent you’re interviewing?
• Are there assistants or team members who handle certain tasks?

There’s nothing worse than signing with the charismatic lead agent, only to discover you’ll actually be working with their brand-new assistant. Consistency and quick communication aren’t just nice-to-haves — they’re essential for keeping your sale on track.

5. How many homes have you sold in the past year?

Experience isn’t just a fancy word on a business card, it’s cold, hard numbers. Ask for specific stats to see how busy (and successful) they’ve actually been lately.

Get the details:

• How many sellers have they represented in the past 12 months?
• What was their average list-to-sale price ratio? 
• How long did their listings typically stay on the market?

An agent with a solid track record isn’t just lucky. They’ve cracked the code on proper pricing, understand what makes buyers tick, and know when to stand firm or compromise during negotiations. You can find recent home sale information and reviews on local listing agents with Zillow’s Agent Directory.

6. Do you already have interested buyers for a home like mine?

The best agents are like matchmakers for interested buyers and homes for sale. They might already have a mental shortlist of buyers who’ve been desperately searching for a home like yours.

Well-connected agents don’t just know potential buyers, they know other agents with clients hunting in your neighborhood. That professional network can be worth its weight in gold when it comes to finding qualified buyers quickly. Most sellers 69% said they hired an agent to help promote their home and find potential buyers.

Even if an agent doesn't have a buyer lined up yet (which is normal), a savvy agent knows how to quickly drum up home buyer interest. Maybe it’s their Instagram following, their brokerage’s weekly hot sheet, or their legendary email list of people who lost out on similar properties. Whatever their secret sauce, they should be confident that they’ll get your home in front of the right eyeballs without delay.

7. How do you determine the listing price for my home?

The right home price attracts the most buyers and can lead to multiple offers. Your agent should provide a thoughtful, evidence-based approach to pricing your home. Expect them to walk you through a comparative market analysis (CMA) that carefully considers:

• Recent sales of similar homes (comps): Properties that truly reflect your home’s size, features, and condition
• Active listings in your area: Understanding what options buyers currently have helps position your home effectively
• Current market conditions and seasonality: Timing matters, and a knowledgeable agent recognizes how market trends affect your specific neighborhood

Be cautious of agents who simply tell you what you want to hear. While an ambitious price might seem appealing, overpricing often leads to stale listings and eventual price cuts that can signal problems to buyers. The most valuable agent provides honest, market-based guidance.

8. Do I need to take on any home projects before listing to increase value?

According to Zillow’s 2024 Housing Trend Survey, 72% of sellers completed at least one improvement project before listing their home. These enhancements ranged from fresh paint and redecorating, to updating appliances and replacing flooring.

A thoughtful agent will evaluate your home’s current condition and help you identify which projects, if any, might deliver the best return on investment. They can distinguish between home improvements that can increase your home’s value, and cosmetic changes that don’t justify the time and expense. 

9. What are the contract requirements, including the cancellation clause?

You’ll be asked to sign a listing agreement that formalizes your relationship with your agent. Before committing, take time to understand:

• Length of contract: Most agreements run for 30, 60, or 90 days so consider what timeline makes sense for your selling goals.
• Cancellation terms: A quality agreement should outline how you can part ways if the relationship isn’t working as expected.
• Agent responsibilities: The contract should clearly specify who handles essential tasks like professional photography, marketing materials, and open houses.

Look for an agreement that includes straightforward exit options if the arrangement isn’t working for you. Agents understand that mutual trust is essential and won’t resist including reasonable cancellation terms that protect your interests if expectations aren’t being met.

10. How do you plan to market the home?

Marketing goes beyond simply listing your home on the MLS. Your agent should outline a comprehensive multi-channel strategy that makes your property stand out to potential buyers both online and in person.

According to Zillow data, 78% of sellers say they’re more likely to hire an agent who includes high-resolution photography, and 71% are more likely to choose one who offers virtual tours or interactive floor plans. In today’s competitive market, these features aren’t luxuries, they’re details that serious buyers expect.

Ask about their approach to:

• Professional photography and video 
• Targeted digital advertising and strategic social media promotion
• Email campaigns to buyers’ agents in your area
• Quality print materials and eye-catching signage

A thoughtfully tailored marketing plan increases your home’s visibility to qualified buyers, potentially helping it sell faster and for a better price. Sell your home with a Zillow partner Agent to gain access to Showcase listings that sell homes for $7,000 more on average. 

11. Do you include professional photography, video tours, or 3D walkthroughs?

Quality visuals are essential in today’s digital-first market. In fact, homes with professional photography often sell faster and generate more interest. When evaluating an agent's visual marketing package, ask specifically about:

• HDR or twilight photography that showcases your home in its best light
• Engaging video walkthroughs that help buyers envision themselves in the space
• Interactive 3D tours that allow potential buyers to explore at their convenience

These visual tools become particularly valuable in competitive markets or for higher-priced properties, where buyers expect comprehensive virtual previews before scheduling in-person showings.

12. How do you write a compelling listing description? Can I review it before publishing?

While photos capture attention, thoughtful listing descriptions convert interest into showings. The description should highlight your home’s unique features and benefits, not just recite basic specifications.

Look for an agent who:

• Understands the specific features that today’s buyers in your market value most
• Avoids generic real estate jargon and overused phrases like “won’t last long”
• Welcomes your input and collaborates with you before finalizing the listing

Effective listing descriptions help buyers emotionally connect with your property and understand its distinctive appeal compared to similar homes on the market.

13. What role does social media play in your marketing strategy? Do you use paid ads?

Social media has become a powerful tool for reaching potential buyers beyond traditional channels. When discussing an agent’s digital approach, ask about:

• Which platforms they leverage (Facebook, Instagram, LinkedIn. etc.) based on where your likely buyers spend time
• Whether they use organic posting alone or enhance visibility with targeted paid advertising
• How they create engaging content like behind-the-scenes glimpses or virtual tours

A sophisticated social media strategy can significantly expand your home’s visibility, reaching buyers who might not be actively searching traditional listing sites but are open to the right opportunity.

14. What online platforms will my home be listed on?

Your listing should have maximum visibility across the digital landscape where today’s buyers are searching. At a minimum, your home should appear prominently on major real estate platforms, like Zillow and Trulia.

Ask about their syndication process: How quickly your listing will go live after photographs are complete, and whether it automatically distributes to both national platforms and local sites that might capture buyers specifically interested in your neighborhood.

15. Who will be present during showings and open houses?

Knowing who will supervise potential buyers in your home provides both security and peace of mind during the selling process. Discuss the options your agent offers:

• Your agent personally hosting showings and open houses
• A licensed member of their team representing your property
• Buyers’ agents accessing your home via lockbox system

Open houses have become increasingly important for maximum exposure. Zillow’s 2024 Housing Trend Survey found sellers held a median of two open houses per listing (double the number from previous years). Confirm your agent is prepared to support this level of exposure.

16. How will you provide feedback from buyers or their agents after showings?

Timely, honest feedback from showings is invaluable for making adjustments that could lead to faster offers. Ask your potential agent about:

• How they solicit comments from buyers and their agents
• Their timeline for sharing this information with you
• The format they use (phone calls, emails, or weekly summaries)

The most effective agents have systematic approaches for gathering constructive feedback after every showing and open house, helping you understand exactly what’s resonating with buyers and what might be creating hesitation.

17. How do you handle multiple offers and bidding wars?

In competitive markets, how your agent manages multiple offers can significantly impact your bottom line. A skilled agent will help you evaluate proposals beyond just price, considering contingencies, closing timeline flexibility, and the strength of buyer financing.

According to Zillow data, 63% of sellers received at least one offer that was all-cash or without financing contingencies. These offers often present different advantages and considerations that your agent should help you navigate.

Ask your potential agent to explain their process for:

• Organizing and presenting multiple offers clearly
• Managing escalation clauses effectively
• Guiding you through strategic counteroffers

Their expertise in this high-pressure scenario — when emotions and stakes are both elevated — can make a substantial difference in your final outcome and selling experience.

Want expert guidance when navigating multiple offers? Sell your home with a Zillow partner agent for experienced negotiation support, or explore other selling options, including streamlined cash offers from Opendoor. 

18. How long is your average time on market for listings like mine?

Understanding how quickly homes in your area typically sell makes it easier to coordinate moving plans when preparing to list your property. While some sellers face tight deadlines, most have some flexibility: 47% of sellers described their timeline as “medium.”

To evaluate an agent’s performance and efficiency, ask for:

• Their average DOM (days on market) specifically for homes similar to yours in price range and neighborhood
• How their performance compares to your area’s average DOM

An agent whose listings consistently sell faster than the local average likely excels at strategic pricing, targeted marketing, and skilled negotiation — all factors that can save you carrying costs and reduce the stress of an extended selling process.

19. What happens if my home doesn’t sell quickly? Will we review the pricing strategy?

Even the most attractive listings can experience slower-than-expected activity if market conditions shift or the pricing strategy needs refinement. Ask your potential agent about their contingency plan:

• Will they schedule regular review meetings to discuss showing feedback and market activity?
• At what point would they recommend reconsidering your price or marketing approach?

A responsive, proactive agent will monitor early feedback carefully, communicate honestly about what they’re hearing, and make timely adjustments to keep your sale moving forward.

20. Can you provide references or connect me with recent clients?

Some agents may share testimonials from recent clients with properties similar to validate their communication style, responsiveness, and negotiation skills throughout the entire selling process.

Beyond personal references, check independent reviews on Zillow, Google, or social media. Ask the agent to provide some clarity on any concerning reviews.

Finding the right agent is ultimately about identifying someone who makes you feel confident and supported throughout your selling journey. Take time to interview multiple candidates, ask these essential questions, and consider how their strengths align with your specific needs. By thoroughly vetting potential listing agents before signing, you’ll set yourself up for a smoother, more successful home selling experience.