If you're thinking about selling your home in Buffalo, Hamburg, Orchard Park, East Aurora, Angola, Mayville, Ellicottville, Fredonia, or anywhere throughout the eight counties of Western New York, one of the most important decisions you'll make is choosing the right REALTOR®.
Many homeowners select a REALTOR® based on a recommendation from a friend, the promise of the highest list price, or the lowest commission. While those factors may seem important, they don't necessarily predict the outcome of your sale.
A better approach is to treat the process like hiring a professional advisor. The right REALTOR® can influence how quickly your home sells, the quality of buyer interest it receives, and ultimately how much money you walk away with at closing.
Before scheduling listing appointments, spend a few minutes doing some research. Read Google reviews, browse current listings, visit the REALTOR®'s website, and review their marketing. Pay attention to the quality of their photography, property descriptions, and overall presentation. If you're not impressed by how they market their own listings, it's reasonable to question how they may market yours.
Once you've narrowed your options, here are 12 questions every home seller should ask before hiring a REALTOR®.
1. How Long Have You Been a REALTOR® and How Many Homes Do You Sell Per Year?
Experience matters, but experience alone doesn't tell the whole story.
A REALTOR® who consistently closes 25 or more transactions annually is actively working in the market and helping clients navigate current conditions. An agent who sells only a handful of homes each year may not have the same level of day-to-day experience.
Why it matters: You're looking for a balance of experience, activity, and proven results.
2. Is Real Estate Your Full-Time Career?
Many REALTORS® work part-time while maintaining another profession.
There is nothing inherently wrong with that, but it's important to understand how their time is allocated. If a REALTOR® has another full-time job, your transaction may be competing with their employer, meetings, schedule, and other professional responsibilities for their attention.
Why it matters: Selling real estate requires responsiveness, availability, and constant attention to market conditions. A full-time REALTOR® is often better positioned to provide that level of service.
3. Will I Be Working Directly With You?
Many consumers don't realize there is a difference between a REALTOR® who has administrative support and a large team of agents.
Some businesses have one lead REALTOR® supported by marketing and administrative staff behind the scenes. Others operate as large teams where multiple agents handle different aspects of the transaction.
Why it matters: Before signing a listing agreement, make sure you understand who you'll be communicating with throughout the process.
4. How Will You Help Me Determine the Right Price for My Home?
A professional REALTOR® should provide the information necessary for you to make an informed pricing decision.
Ask to see:
- Recent comparable sales
- Current market trends
- Days on market
Why it matters: Be cautious of anyone who recommends a price without presenting supporting data.
5. Do You Use Professional Photography?
This should be non-negotiable.
Today's buyers almost always begin their search online. Your first showing happens on a computer screen or smartphone.
Why it matters: High-quality photography creates a strong first impression and helps maximize buyer interest from day one.
6. What Additional Marketing Tools Do You Use?
Not every property requires every marketing tool.
However, depending on the home, REALTORS® may utilize:
- Video marketing
- Drone photography
- Virtual staging
- Floor plans
- Property websites
- Email marketing
- Print marketing
Ask how they determine which tools are appropriate for each property.
Why it matters: Effective marketing is not one-size-fits-all. Different properties require different strategies.
7. What Paid Advertising Do You Use to Promote Listings?
Many websites automatically receive MLS data. That's not advertising. It's syndication.
Ask whether the REALTOR® invests in paid marketing through:
Why it matters: Paid advertising can increase exposure and place your property in front of buyers who may not otherwise see it.
8. What Is Your Marketing Plan for the First 30 Days?
The first few weeks on the market are often the most important.
Ask what happens before launch, during the first week, and throughout the first month. Also ask whether they utilize open houses when appropriate.
While open houses aren't right for every property, they can create additional exposure, generate valuable feedback, and occasionally introduce buyers who become serious purchasers. And if an open house IS part of the plan for your home. Make sure that the agent who you are hiring is actually going to host it. You hired them to sell your home.
Why it matters: A REALTOR® should have a clearly defined marketing strategy, not simply place a home in the MLS and hope for the best.
9. How Often Will You Communicate With Me?
Ask how often you'll receive:
- Showing feedback
- Market updates
- Activity reports
- Strategic recommendations
Why it matters: Consistent communication helps sellers make informed decisions throughout the process.
10. What Happens If My Home Doesn't Sell?
No home should simply sit on the market without a plan.
Why it matters: Strong REALTORS® continually evaluate pricing, marketing performance, showing activity, and buyer feedback and make adjustments when necessary.
11. Why Should I Hire You Instead of Another REALTOR®?
This question often reveals the most.
Listen for answers that focus on:
- Experience
- Marketing
- Communication
- Negotiation
- Systems
- Results
Not simply commission.
12. What Makes Your Service Different?
Every REALTOR® can place a home in the MLS.
Ask what differentiates them from the competition and how they create value for their clients.
Why it matters: The best REALTORS® can clearly explain their process, strengths, and approach to serving sellers.
Red Flags to Watch for When Hiring a REALTOR®
🚩 They Suggest a List Price Without Presenting Supporting Data
A REALTOR® should provide market information and explain the reasoning behind their recommendation. Be cautious of anyone who simply tells you what you want to hear.
🚩 They Don't Use Professional Photography
In today's market, professional photography is essential. Poor listing photos can significantly reduce buyer interest.
🚩 Their Marketing Plan Begins and Ends With the MLS
Every REALTOR® can place a listing in the MLS. Ask what they do beyond that to generate interest and attract qualified buyers.
🚩 They Can't Clearly Explain Their Marketing Strategy
A professional REALTOR® should be able to clearly explain how they plan to market your property from day one through closing.
🚩 They Have Very Few Reviews or Recent Sales
Research their online presence, current listings, and client feedback before making a decision.
🚩 They Are Difficult to Reach During the Interview Process
If communication is inconsistent before you're a client, it may become worse after you've signed a listing agreement.
🚩 They Immediately Offer to Discount Their Commission
Every seller wants to save money, but pay attention to how a REALTOR® discusses their compensation.
If they are quick to reduce their fee without discussing the value they provide, consider how they may approach negotiations when representing your interests.
Strong negotiators are comfortable explaining their value and standing behind it.
🚩 They Pressure You to Sign Immediately
A professional REALTOR® should be confident enough to allow you time to compare options and make an informed decision.
The best professionals understand that selling a home is a significant financial decision and respect a seller's desire to evaluate multiple REALTORS® before moving forward.
Final Thoughts
Choosing a REALTOR® is not about finding someone who can put your home in the MLS. Every REALTOR® can do that.
The better question is: Who has the experience, communication skills, marketing strategy, negotiation ability, and commitment to help you achieve your goals?
Before signing a listing agreement, consider interviewing multiple REALTORS®. Compare their reviews, marketing plans, communication styles, and overall professionalism.
The right REALTOR® should welcome thoughtful questions and have clear answers ready.
When it comes to selling one of your largest financial assets, asking the right questions can make all the difference.
Curious what your home might sell for in today's market? [Get your home value]