Hiring a real estate agent is one of the most consequential decisions you will make during the home buying or selling process. The right agent saves you time, money, and stress. The wrong one costs you all three.
Yet most people spend more time researching a new dishwasher than researching the person who will guide them through a transaction worth hundreds of thousands of dollars. Part of the problem is that people do not know what to ask. This guide fixes that.
Here are the questions that actually reveal whether an agent is the right fit, along with what good answers sound like and which responses should give you pause.
Before the Interview: Start with Data
Before you sit down with any agent, do your homework. The interview is more productive when you already have a baseline understanding of an agent's track record.
On smover, you can see verified sales data for agents in your target area. How many transactions have they closed recently? In which neighborhoods? At what price points? This gives you a factual starting point, so the interview becomes about fit and communication style rather than just taking their word for their experience.
We recommend interviewing at least two or three agents. This is not about grilling people. It is about finding the right match for your specific situation.
Questions About Their Experience
"How many homes have you closed in my target area in the last 12 months?"
Why it matters: Real estate is hyperlocal. An agent who has closed 50 transactions across all of Northern Virginia may have zero experience in your specific neighborhood. You want someone who knows the streets, the pricing patterns, and the buyer or seller pool in your area.
Good answer: A specific number with specific neighborhoods. "I closed 8 transactions in Burke and Springfield last year, including 3 on your target street's school pyramid."
Red flag: Vague answers like "I work all over Fairfax County" or an inability to name recent transactions in your area.
"What is your list-to-sale price ratio?"
Why it matters: This tells you how close to asking price an agent's listings actually sell for. A listing agent who consistently achieves 98% to 100% of list price is pricing accurately and negotiating well. A buyer's agent who helps clients purchase at or below asking in a competitive market is adding real value.
Good answer: A specific percentage backed by their recent transactions.
Red flag: Not knowing the number, or deflecting with "every transaction is different." While that is true, a strong agent tracks this metric.
"What trends are you seeing in my target neighborhood right now?"
Why it matters: This tests whether the agent genuinely knows your area or is giving you generic market commentary. Northern Virginia has seen inventory increase more than 20% year over year and days on market stretch from about 10 to 14 depending on the city. A knowledgeable agent will speak to your specific micro-market, not the national headlines.
Good answer: Specific observations about pricing trends, buyer activity, and how your neighborhood compares to adjacent areas.
Red flag: Generic answers that could apply to any market anywhere. "It's competitive out there" tells you nothing.
Questions About Their Process
"How will you communicate with me, and how often?"
Why it matters: Communication breakdowns are the number one source of frustration in real estate transactions. You need to know upfront whether you will get weekly updates, daily texts, or just an email when something happens.
Good answer: A clear, specific communication plan. "I send a weekly market update every Monday, text you within an hour of any showing feedback, and am available by phone or text seven days a week."
Red flag: "I'll be in touch when there's something to report." That usually means you will be chasing them for updates.
"What is your strategy when we face a competitive offer situation?"
Why it matters: In markets like Arlington, where homes average just 10 days on market, multiple-offer situations are common. You need an agent with a plan, not one who panics or just tells you to bid higher.
Good answer: A description of how they structure competitive offers, including escalation clauses, contingency strategy, and how they communicate with the listing agent to understand what the seller values.
Red flag: "We'll just offer over asking." That is not a strategy. It is a reflex.
"Can you walk me through a recent transaction similar to mine?"
Why it matters: This is the single best interview question. A real example reveals how an agent thinks, communicates, and solves problems in practice. Pay attention to the details: how they handled surprises, how they communicated with their client, and how the transaction actually closed.
Good answer: A detailed, specific story with challenges they navigated and outcomes they achieved.
Red flag: Inability to recall a specific recent transaction, or a story that sounds rehearsed and avoids any mention of complications. Every transaction has complications.
Questions About Availability and Team Structure
"How many clients are you working with right now?"
Why it matters: An agent with too many active clients will struggle to give you the attention you need. There is no magic number, but more than 10 to 12 active clients at once is a flag.
Good answer: A direct number and an honest assessment of their capacity.
Red flag: Evasiveness or bragging about volume. "I'm the busiest agent in the county" is not reassuring when you need a same-day showing.
"Will I be working with you directly or with a team member?"
Why it matters: Many agents operate as teams. That is not inherently bad, but you should know who you are actually working with day to day. If you are interviewing the team lead but will be handed off to a junior associate, that changes the value proposition.
Good answer: Clarity about their team structure and your specific point of contact. "You'll work directly with me for all negotiations and showings. My transaction coordinator handles paperwork and scheduling."
Red flag: Discovering after you sign that the person you interviewed is not the person managing your search.
"How quickly can you arrange a showing?"
Why it matters: In fast-moving markets, speed matters. If a new listing hits the market and your agent cannot get you in within 24 hours, you may miss it.
Good answer: "Same day for most listings, next morning at the latest."
Red flag: Anything that suggests scheduling delays of more than a day.
Questions About Commission and Fees
"What is your commission structure, and what does it include?"
Why it matters: Commission is always negotiable, and you should understand exactly what you are paying for before you sign anything. A clear explanation of fees signals professionalism. Vagueness signals trouble.
Good answer: A straightforward breakdown of their rate, what services are included, and how the fee is structured (flat rate, percentage, or tiered).
Red flag: Reluctance to discuss fees, claims that the rate is "standard" and non-negotiable, or pressuring you to sign before explaining the financial terms.
For a deeper dive into Virginia commission structures, read our guide to agent costs in Virginia.
What to Watch For Beyond the Answers
The best agents reveal themselves not just in what they say, but in how they conduct the conversation.
Green flags:
- They ask you thoughtful questions about your goals, timeline, and priorities
- They listen more than they talk
- They are honest about challenges in your target market instead of painting everything as opportunity
- They follow up promptly after the interview
- They provide references without being asked
Red flags:
- They dominate the conversation with self-promotion
- They pressure you to sign an agreement immediately
- They badmouth other agents or competitors
- They are slow to respond to your initial inquiry (this will only get worse)
- They cannot provide specific examples from your target area
Putting It All Together
The goal of interviewing agents is not to find the one who gives the smoothest presentation. It is to find the one whose verified track record, local expertise, communication style, and fee structure align with your needs.
Here is the process we recommend:
- Start with data. Use smover to identify agents with strong, verified performance in your target neighborhoods.
- Interview two or three. Use the questions above to evaluate fit. Pay attention to how they make you feel during the conversation.
- Check references. Ask each agent for two or three recent client references and actually call them.
- Review the agreement carefully. Before signing, understand the term length, commission structure, and any exclusivity clauses.
- Trust your judgment. You are hiring someone to advocate for you. Choose the person you trust most to do that job.
For a complete walkthrough of the agent search process, read our step-by-step guide to finding the best agent in Northern Virginia.
Ready to start with verified data? Search agents on smover to see who is performing at the highest level in your target area.