What Makes a Good Real Estate Agent

In this article:

• What services to expect from any real estate agent
• What to look for in a seller's agent
• What to look for in a buyer's agent
• What skills to look for in a good real estate agent
• What character traits make a great real estate agent?
• What makes the best real estate agent for you?

Every real estate agent has a similar goal: help their client sell or buy a house successfully. Yet there’s much more to it than that — many things set a great agent apart from an average one, including the services they offer, their skill level, their expertise, and their professional demeanor. Ultimately, the right real estate agent for you is the one who best understands your goals and meets or exceeds your expectations.

What services to expect from any agent

All agents should provide the following basic services. If you're considering working with an agent who doesn't offer these, you may have grounds to try to negotiate a lower commission, or, you can move on and browse for a new agent in our database. Here's what to expect from your real estate agent if you're selling your home:

Provides a comparative market analysis

If you’re selling, your agent should come prepared with a comparative market analysis (also called a CMA). This report  outlines recently sold homes that are similar to yours, in the same area. Real estate agents use this info to help you determine an appropriate price based on local market conditions. Your agent should talk you through factors that can increase or decrease the price you're able to get, like the home's condition, location, and features.

Connects buyers and sellers with what they need

One of an agent's most important jobs is connecting you with the right opportunities, whether that's finding qualified buyers for your home, or identifying the right listings for you as a buyer.

According to the 2024 Zillow Group Consumer Housing Trends Report, 93% of sellers reported using an agent. About half of buyers said their agent was their most valuable resource in their home-buying journey, according to Zillow buyer data.

If you're selling, your agent should be actively networking with other agents who may have buyers looking for a home like yours. If you're buying, they should be searching across all available resources like the MLS and their personal network to surface homes that match your criteria.

Facilitates showings

Your agent should coordinate showings. If you're selling, they should always give you an agreed-upon amount of notice for tours. Your agent may also set up lockbox showings, where the buyer's agent lets themselves in using a private code. If you're buying, it's your agent's responsibility to make sure you'll have access to the home for your tour. 

Manages offers, handles paperwork, and negotiates on your behalf

Negotiation is one of the most valuable things a real estate agent brings to the table. Whether you're selling or buying, your agent's job is to advocate for your best interests at every stage — not just to get a deal done, but to get you the best possible.

For sellers, that might mean countering a low offer, pushing back on a buyer's repair requests after an inspection, or negotiating credits and concessions. For buyers, it might mean crafting a compelling offer in a competitive market, negotiating the price down after an appraisal gap, or requesting repairs or closing cost credits as a condition of moving forward. A skilled agent knows when to push, when to compromise, and how to keep a deal together without leaving money on the table.

Sets appropriate expectations for your market

A good agent won't overpromise on timing. Instead, they'll give you a realistic picture of how your local market works, including how long homes typically stay on the market, what factors can speed things up or slow them down, and what you can do to put yourself in the best position. In hot markets, many deals close within 30 to 45 days. In cooler markets, rural areas, or for luxury homes with a more limited buyer pool, it can take considerably longer. Your agent should set those expectations upfront and keep you informed as things evolve.

What to look for in a seller's agent

Asks about your selling preferences

When you list your home for sale, you may have the option to list publicly or privately. If public — and most sales are — you’ll work with the agent to list the home on the Multiple Listings Service (MLS). The MLS then shares the listing with public sites like Zillow, making it accessible to all potential buyers. This may help increase exposure and attract more offers.

With a private listing, your home will only be shared through your agent’s personal network, direct contacts, or exclusive platforms. In this case, the home isn’t listed on an MLS at all, so fewer buyers will know your home is on the market. The fewer people who see your listing, the fewer offers you could get.

Remember: Listing agents are legally required to tell a seller about all the offers they've received.

Strong marketing strategy

A good seller’s agent should have a comprehensive marketing strategy tailored to your home and preferences. This includes:

Professional photography: Good listing agents include the services of a professional photographer in their commission fee, and sellers recognize the value in this offering. Seventy-eight percent of sellers surveyed by Zillow said an agent including high-quality photos would make that seller more likely to hire them.

Social media marketing: Today's top seller’s agents have a strong social media presence. Yours should outline how they intend to use social media in their marketing strategy. 

Advises on open houses and showings: A good agent will help you decide whether an open house makes sense for your home and market, and what kind. In 2024, 77% of sellers surveyed said they hosted at least one open house. Note that some markets favor public open houses right after listing, while others rely more on private showings or broker opens, where agents bring their buyer clients for a preview. Your agent should explain the tradeoffs and recommend a showing strategy that fits your situation.

Understands new technology

Leading agents incorporate new technology into the selling process. Not only do technology tools help agents find more clients, but they also help sellers find buyers quickly, which is a benefit for you.

Uses Showcase for listings: Most buyers search for homes online (94%), according to Zillow research, and your listing's photos are the first thing buyers will see. By using our Showcase listing experience, your home will stand out immediately. Showcase gives home listings a media-forward design that includes an immersive 3D tour. Showcase listings are also prioritized on Zillow, so when people are looking for homes in your area, yours will come up first. Showcase listings tend to perform better than similar non-Showcase homes, bringing in over 75% more page views.

Uses virtual tours: Beyond providing real estate photography (which is standard in today's online-focused marketplace), great agents also understand how multimedia entices buyers. They will offer videography or 3D tours for their listings, which pique buyers' interest and minimize showings from buyers who end up not being interested. They can also help you attract out-of-town or international buyers who can’t tour in person.

What to look for in a buyer's agent

Uses their broad network to find homes

Your agent should search for homes across all their resources; that means looking at the MLS, asking their networks, and encouraging you to look for homes, too. The more homes you see, the better odds you'll find that perfect fit. You don't want an agent who will only show you a few homes that are listed privately, or even discourage you from searching on your own.

Connects you with other services you'll need

A buyer's agent can suggest trusted lenders, real estate attorneys, escrow officers, and home inspectors. When your agent has solid connections with these professionals, they can collaborate to ensure the buying and closing journey goes smoothly.

Helps you understand your budget and financing options

Before you start seriously touring homes, it's worth getting a clear sense of your budget. You can use tools like Zillow's BuyAbility to estimate your price range, and get pre-qualified for a home loan in as little as five minutes. Ultimately, the loan amount you're approved for will come from your lender, but a good buyer's agent will help you work within that range strategically.

They'll ask questions about the features you want in a home, any expected changes to your income or lifestyle, and other factors that affect what kind of home will serve you well long-term. That context helps them find homes that fit not just your approved budget, but your actual needs — so you're not stretching for something that'll be a strain, or undershooting when you have room to aim higher.

What skills to look for in a good real estate agent

In addition to the basic services they provide, a great real estate agent has skills that set them apart from an average one. They strive to ensure every client has the best financial and emotional outcome from their home sale.

Open communication

A great agent knows the importance of good communication with their clients. That means they clearly set expectations, field questions whenever you have them, take calls when you need their help, and provide feedback on everything from pricing to home inspection results.

In addition to their communication with you, an agent also needs to be skilled at communicating with the agent on the other side of the transaction. They should communicate your wants and needs, and avoid making false promises to move the deal forward, and promptly respond to calls or showing requests.

Professional reputation

The best real estate agents operate a referral-based business, which means that most of their clients are repeat buyers and sellers, or people referred by friends and family. These agents are likely to have outstanding online reviews on sites like Zillow, Yelp, and Facebook. When you browse local agents on Zillow, you can filter by specialty, too, so you can look specifically for a seller's or buyer's agent.

Local market knowledge

A good agent will know what's popular in your area and what's a good deal, or when to move on. They'll also be aware of seasonal trends in your market and can help you determine the best time of year to sell or to buy.

What character traits make a great real estate agent?

In addition to their service offerings and real estate industry-specific skills, the best real estate agents are dedicated, determined and eager to help. Consider these top character traits:

Trustworthiness

A trustworthy agent won't try to persuade you to work with them by over-promising or setting unrealistic expectations. Instead, they'll outline their responsibilities and give you time to review the listing agreement (if selling) or buyer agreement before deciding to work with them.

Sincerity

Great agents are always honest, even if it means saying things you don't want to hear, like your home isn't worth what you think it is or that your budget won't be enough for a home you love. They build a relationship with you based on honesty and keeping your best interests at heart.

Integrity

Top agents put their client's needs above their commission. That means they're not just trying to close a deal as quickly as possible and collect a check — they're in it for the long haul. Whether the process takes a few weeks or several months, a great agent stays engaged, keeps you informed, and continues advocating for your best outcome. They'll tell you when an offer isn't good enough, even if accepting it would be the faster path to their paycheck.

Work ethic

Real estate is not a nine-to-five job, and a great agent understands and embraces this. They won't resent clients for reaching out to them outside of traditional working hours, and they won't take off for a vacation without telling you.

Empathy

Good agents know that sometimes plans change and not every deal works out. They'll understand if you decide to take your home off the market, and they won't hold it against you if you completely change up what you're looking for in a home.

What makes the best real estate agent for you?

Services, skills, and traits aside, the best real estate agent for you depends on your goals, your communication style, the level of support you need and your personal values. Consider these additional attributes that can help you decide if you've found the right agent:

Personality match: You want an agent that “gets” you. You communicate easily with each other, they can adapt to suit your needs and you generally have a friendly, comfortable rapport.

Attentiveness: The right agent for you understands how much support you need and is honest about what they can and cannot offer.