How to Interview a Listing Agent: 15 Must-Ask Questions

Why Interviewing a Listing Agent Is the Most Important Step You Will Take

Selling your home is likely the largest financial transaction of your life. According to the National Association of Realtors' 2025 Profile of Home Buyers and Sellers, the typical seller had owned their home for a record 11 years before selling, and sellers sold for a median 99% of their listing price. That single percentage point, on a $425,000 home, represents thousands of dollars. The agent who sets that price, markets that listing, and negotiates with buyers has an outsized impact on your bottom line.

Yet many sellers skip the interview process entirely. NAR data shows that 66% of sellers found their agent through a referral or simply reused a previous agent. While referrals can be valuable, blindly accepting a recommendation without asking pointed questions can leave money on the table. Thirty-five percent of sellers emphasized agent reputation as their deciding factor, which is a start, but reputation should be verified with data.

The questions below are organized into six categories that cover everything a seller needs to evaluate. Each question includes what a strong answer sounds like and the red flags that should give you pause. Whether you are interviewing real estate agents for the first time or comparing your third candidate, this framework will help you choose a listing agent who earns your trust with evidence, not just charm.

Questions 1 through 4: Track Record and Local Expertise

The foundation of any listing agent interview is hard data. Past performance does not guarantee future results, but it reveals how an agent operates, how effectively they price homes, and how well they know your market.

1. How many homes have you sold in the past 12 months, and how many of those were as the listing agent?

This is the single most important question to ask a realtor when selling. Total transaction count matters, but the split between buyer and seller representation matters more. An agent who closed 40 deals last year but only listed 5 of them may not have deep listing expertise.

What a Strong Answer Sounds Like	Why It Matters
"I closed 32 transactions in the last 12 months. Twenty-two of those were seller-side. I can pull those listings up right now and walk you through the outcomes."	Specificity and willingness to show proof signals confidence backed by results. High listing volume means the agent has current, active experience marketing and selling homes.

2. What is your average list-to-sale price ratio and average days on market?

These two metrics tell you more about an agent's pricing accuracy and marketing effectiveness than any sales pitch. The list-to-sale ratio measures how close the final sale price is to the original asking price. NAR data shows that sellers nationally achieved a median 99% of their listing price. Days on market reveals how efficiently an agent moves a listing from "active" to "pending."

What a Strong Answer Sounds Like	Why It Matters
"My listings sell at 99.2% of list price on average, and my median days on market is 18, compared to the area average of 28."	A ratio above 98% combined with below-average days on market suggests strong pricing strategy and effective marketing. Agents who can cite specific numbers for their market demonstrate they track their own performance.

3. What is your experience selling homes in my specific neighborhood or price range?

Real estate is hyperlocal. An agent who dominates one suburb may have zero traction two zip codes over. Ask for specific addresses of recent listings in your area and the outcomes of those sales.

4. Can you provide references from recent seller clients?

Online reviews are a starting point, but direct references from recent sellers let you ask follow-up questions that reviews cannot answer. Were there unexpected issues? How did the agent handle low offers? Did they communicate proactively or only when prompted? A confident agent will hand over references without hesitation.

Questions 5 through 8: Marketing Plan and Listing Strategy

Marketing is where listing agents differentiate themselves the most. A strong marketing plan is not a nice-to-have; it is the engine that drives buyer interest, showings, and ultimately offers. The best listing agents will walk you through a written, detailed plan.

5. What does your marketing plan look like for my home, and can I see it in writing?

The word "plan" is doing heavy lifting here. You are not asking for vague promises about "getting the word out." You want a specific, itemized strategy that covers professional photography, virtual tours, listing syndication, print materials, social media campaigns, email marketing, and open house scheduling.

What a Strong Answer Sounds Like

Why It Matters

"Here's my written marketing timeline. Week one: professional photographer and videographer shoot your home. Within 48 hours, your listing goes live on MLS, syndicating to Zillow, Realtor.com, and 80+ sites. I run targeted Facebook and Instagram ads to buyers in the $350K to $450K range within a 50-mile radius. We host a broker open house on day three and a public open house on the first weekend."

Written plans with specific timelines show preparation and accountability. Agents who have this ready during the interview are the ones who execute it consistently.

6. Do you use professional photography and video, and who pays for it?

This is non-negotiable. Homes with professional photography sell faster and for more money. According to data from the National Association of Realtors, 97% of buyers used the internet to search for homes. Your listing photos are the first impression for virtually every potential buyer.

7. How will you handle staging recommendations?

According to NAR research, staged homes sell faster and often for higher prices than non-staged homes. A strong agent will assess your home's current condition and provide specific, prioritized recommendations. Some agents offer complimentary staging consultations or have partnerships with professional staging companies. Others may recommend targeted improvements that offer the highest return on investment.

8. What happens if my home is not getting showings or offers after two weeks?

This question reveals whether an agent has a contingency plan or simply lists and prays. The best agents build adjustment triggers into their marketing plan from the start.

What a Strong Answer Sounds Like	Why It Matters
"At the two-week mark, I pull showing data and feedback. If we are getting showings but no offers, the issue is likely price or condition, and I will bring you a data-driven recommendation. If showings are low, we revisit the marketing channels and consider a price adjustment. I do not wait until day 60 to have that conversation."	Proactive monitoring and clear decision triggers show an agent who treats your listing like a business, not a passive income stream. The longer a home sits on the market, the more leverage shifts to buyers.

Questions 9 and 10: Pricing Strategy

Pricing is where art meets data. Overprice your home and it sits on the market, accumulating days that signal "something is wrong" to buyers. Underprice it and you leave money on the table. The right listing agent brings a pricing strategy rooted in current market conditions, not wishful thinking.

9. How did you arrive at your suggested listing price, and what data supports it?

Any agent can pull a number out of thin air. What separates top-performing agents is a transparent, evidence-based pricing methodology. The agent should walk you through comparable sold properties (not just listed ones), adjustments for differences in square footage, condition, and features, and current market trends in your specific area.

10. What is your approach if we receive multiple offers?

In competitive markets, multiple offers are a real possibility. How an agent manages this scenario directly impacts your final sale price and terms.

What a Strong Answer Sounds Like	Why It Matters
"I notify all offering parties that we are in a multiple-offer situation and invite them to submit their highest and best. I present every offer to you in a side-by-side comparison, weighing price, contingencies, financing strength, and closing timeline. The decision is always yours, and I will advise you on the risks of each option."	Transparency with all parties, structured comparison, and clear advisory role. Agents who skip the "highest and best" step may be leaving thousands of dollars on the table.

Questions 11 through 13: Commission, Fees, and Contract Terms

The 2024 NAR settlement fundamentally changed how commissions work in real estate. As of August 17, 2024, sellers are no longer automatically responsible for paying the buyer's agent commission, and commission information can no longer be displayed on the MLS. This makes commission conversations more important than ever during your listing agent interview.

11. What is your commission rate, and what exactly does it include?

Commission rates are fully negotiable and are not set by law. According to NAR's settlement terms, all written agreements must include a conspicuous statement that broker fees and commissions are fully negotiable. As of mid-2025, the average national total commission rate was approximately 5.44%, split between listing agent (roughly 2.77%) and buyer's agent (roughly 2.67%).

What a Strong Answer Sounds Like	Why It Matters
"My listing commission is X%. That covers professional photography, video, staging consultation, MLS listing, syndication, social media advertising, and all my time through closing. Separately, we should discuss whether you want to offer buyer's agent compensation and at what rate, since this is now a distinct decision after the NAR settlement changes."	Clear separation of listing fees and buyer's agent compensation demonstrates the agent understands the post-settlement landscape. The best agents will explain how your decision on buyer's agent compensation may affect buyer traffic.

12. What are the terms of your listing agreement, and is there a cancellation clause?

A listing agreement is a legally binding contract. Before you sign, you should understand every term. Key elements to review include the listing period (typically 3 to 6 months), the commission structure and when it is earned, any marketing costs that are the seller's responsibility, and what happens if the agent fails to perform.

13. Are there any additional fees beyond the commission?

Some brokerages charge administrative fees, transaction coordinator fees, or technology fees on top of the commission. Others include everything in the commission rate. There is nothing inherently wrong with additional fees as long as they are disclosed upfront and clearly outlined in the listing agreement. The problem arises when fees surprise you at closing.

Questions 14 and 15: Communication and Working Relationship

Even the most talented agent is a poor fit if their communication style clashes with yours. The sale of your home can take weeks or months, and you need an agent who keeps you informed without requiring you to chase them down for updates.

14. How often will you communicate updates, and through what channels?

What a Strong Answer Sounds Like	Why It Matters
"I send a weekly written update every Monday with showing activity, buyer feedback, and market changes. For time-sensitive items like offers or showing requests, I call or text within the hour. You choose whether you prefer phone, text, or email for routine updates."	Structured communication with defined frequency and flexibility. Sellers who received regular updates reported higher satisfaction in NAR surveys. The worst experience is radio silence punctuated by urgent "we need to drop the price" calls.

15. Will I work directly with you, or will a team member handle my listing?

This is a question many sellers forget to ask, and it is one of the most common sources of frustration. If you are interviewing the lead agent on a team, find out exactly who will handle showings, return buyer inquiries, and be your primary point of contact. There is nothing wrong with a team structure, but you deserve to know who you are working with.

Agent Interview Scorecard: Rate and Compare Your Candidates

Use this interactive scorecard to rate each agent during or after your interview. Score each category from 1 (poor) to 10 (excellent). An agent scoring below 60 out of 100 may not be the right fit for your sale. Print this page or screenshot the scorecard to compare agents side by side.

Bonus: Quick-Fire Questions to Ask During Any Listing Agent Interview

Beyond the 15 core questions above, keep these additional prompts in your back pocket. Each one probes a different dimension of agent quality:

Question	What You Are Testing
Do you work full-time or part-time in real estate?	Part-time agents may have limited availability during critical windows
Do you have a network of contractors, inspectors, and closing attorneys?	A strong professional network speeds up pre-listing preparation and closing
What is your approach to dual agency?	Understanding how they handle representing both sides reveals their ethics and your state's regulations
How do you handle buyer objections about my home?	Tests their negotiation skills and ability to reframe weaknesses as opportunities
What would make you turn down this listing?	Honest agents will identify situations where they are not the right fit, which paradoxically makes them more trustworthy

Frequently Asked Questions About Interviewing a Listing Agent

How many listing agents should I interview before choosing one?

Interview at least two to three agents before making a decision. This gives you a baseline for comparing experience, marketing plans, pricing strategies, and communication styles. According to NAR's 2025 Profile, 35% of sellers said reputation was their deciding factor, but comparing agents side by side ensures you are evaluating substance, not just personality.

What questions should I ask a realtor when selling my home?

Focus on questions that produce verifiable answers: transaction volume in the past 12 months, list-to-sale price ratio, average days on market, a written marketing plan, commission structure (especially post-NAR settlement terms), contract length and cancellation provisions, and communication frequency. Avoid questions that invite generic responses like "What makes you different?" and instead ask "What is your list-to-sale ratio compared to the market average?"

Has the NAR settlement changed how listing agent commissions work?

Yes. Since August 17, 2024, sellers are no longer automatically responsible for paying the buyer's agent commission, and commission offers can no longer appear on MLS listings. Sellers now decide whether to offer buyer's agent compensation and at what rate, and this must be negotiated separately. All commission rates remain fully negotiable and must be disclosed in writing.

During your listing agent interview, ask specifically how the agent handles buyer's agent compensation and how it may affect buyer traffic to your listing.

What is a good list-to-sale price ratio for a listing agent?

NAR data shows that sellers nationally achieved a median 99% of their listing price. A strong listing agent should be at or above this benchmark consistently. Ratios above 100% indicate the agent's listings frequently sell above asking price, which can happen in competitive markets. A ratio significantly below 98% may suggest a pattern of overpricing followed by reductions.

Should I choose the agent who suggests the highest listing price?

No. Choosing an agent based on the highest suggested price is one of the most common seller mistakes. Some agents deliberately overestimate value to "win" the listing, a tactic known as "buying the listing." Overpriced homes sit on the market longer, accumulate stigma, and often sell for less than they would have if priced correctly from the start. Choose the agent whose pricing recommendation is best supported by current comparable sales data.

Can I cancel a listing agreement if I am unhappy with my agent?

It depends on the terms of your listing agreement. Some agreements include cancellation clauses that allow either party to terminate with written notice. Others may require you to wait until the agreement expires.

Before signing, negotiate a performance-based cancellation provision that allows you to exit if the agent fails to meet agreed-upon benchmarks such as a minimum number of showings within the first 30 days. Always consult your state's real estate commission guidelines for specific regulations.

Is it better to work with a solo agent or a team?

Both structures can work well. Solo agents offer a single point of contact and personal accountability. Teams may offer broader availability, specialized roles (listing coordinator, transaction manager, marketing specialist), and backup coverage. The key is knowing exactly who will handle each aspect of your sale.

During the interview, ask who your day-to-day contact will be and whether the lead agent will be present for key milestones like pricing reviews, offer negotiations, and closing.

How long should a listing agreement last?

Most listing agreements last between three and six months. For a standard residential sale, 90 days is often sufficient in an active market. In slower markets or for unique properties, 120 to 180 days may be appropriate. Avoid agreements longer than six months unless there is a clear reason, and always negotiate the option to terminate if performance benchmarks are not met.