Hiring a real estate agent is one of the most consequential decisions you’ll make in a property transaction, yet most people spend less than an hour on the process. In a market like ours, where pricing precision and local knowledge can mean tens of thousands of dollars, the agent you choose matters enormously.

Whether you’re selling a long-time family home, moving up to something larger, managing a rental property from out of state, or rightsizing into the next chapter, these five questions will help you quickly separate exceptional agents from average ones.

1. What is your sale-to-list price ratio in this market?

This single number reveals more than any bio or marketing brochure. A sale-to-list price ratio compares the final sale price to the original asking price, and it tells you whether an agent prices homes strategically or just tells sellers what they want to hear.

In today’s metro market, a well-priced home should sell at or near 100% of its asking price. Be cautious of agents with ratios consistently below 95%, and equally cautious of those claiming unusually high ratios without a clear explanation.

2. How many transactions have you completed in this area in the last 12 months?

Experience is only useful if it’s current and local. An agent who closed 30 deals five years ago but only 2 last year is operating on outdated market knowledge. You want someone who is actively working in your specific area, tracking what’s selling and what isn’t, and maintaining relationships with other agents in the area.

A good benchmark: look for an agent completing at least 10–15 transactions per year, with several in your target county.

3. What does your marketing plan look like for my property specifically?

Every serious listing agent should arrive at your consultation with a written marketing plan — and it should go well beyond uploading your home to the MLS. Ask how they target both active buyers and passive buyers. How do they break down a buyer supply audit to ensure you attract the greatest number of buyers? How do they analyze the active competition in your area to make sure your home is positioned correctly in the market?

And if an agent arrives at your first appointment with a price recommendation already in hand, treat that as a major red flag. Appraisers don’t work that way. They inspect the property, study the competition, and analyze the data before arriving at a number. There is no reason a serious listing agent should operate any differently.

For absentee owners and downsizers especially, ask how the agent handles properties that are tenant-occupied, furnished, or in need of pre-sale preparation. The plan should be tailored, not templated.

4. How will you communicate with me throughout the process?

Communication gaps are one of the most common complaints against real estate agents, and in a shifting market, delayed information can cost you. Ask specifically: How often will I receive updates? What’s your typical response time? Who handles things when you’re unavailable?

If an agent is vague or dismissive about this question, it’s a preview of what the experience will feel like under pressure.

5. Can you connect me with clients you’ve worked with in the last six months?

References from recent clients, not curated testimonials from years past, give you an unfiltered view of how an agent actually works. Ask those clients: Was the agent proactive or reactive? Did they communicate clearly? Would you hire them again without hesitation?

A confident, client-first agent will answer yes to that last question immediately.

The Bottom Line

The right agent for your situation isn’t necessarily the one with the biggest sign or the most listings. It’s the one who knows your market deeply, communicates reliably, and has a clear strategy for your specific goals.

If you’d like honest answers to all five of these questions as they relate to our market, I’d welcome a conversation. There’s no obligation, just a straightforward talk about what a move could look like for you.