When selling a home in Massachusetts, choosing the right Realtor can significantly impact your success.

A great Realtor understands the market and knows how to market your property effectively. To find the right fit, it’s crucial to interview multiple agents and ask the right questions.

I will provide the following information to help you make the best decision in choosing an outstanding agent:

• Key steps to prepare for interviewing Realtors when selling your home.
• Critical questions to ask, tailored for both new and experienced sellers.
• Essential factors like marketing strategies, communication, and listing agreements.

After almost forty years as a top-producing Massachusetts real estate agent, I have found that few things are more vital than choosing the right agent when selling a home. Making the wrong choice can cost you a significant amount of money.

Let’s look at the process of interviewing a Realtor so you can make an excellent selection.

Interview Questions For Realtors.

Step-by-Step Guide to Preparing for Realtor Interviews

1. Research Realtors in Your Area

The first step is to find potential Realtors to interview. Not all agents are the same, so selecting ones knowledgeable about your local market and experienced with homes similar to yours is essential.

• Start with online research. Use real estate platforms like Zillow, Realtor.com, and Google to search for top-rated agents in your area. Pay attention to their reviews, the types of homes they’ve listed, and any specialties they might have.
• Ask for referrals. Word-of-mouth recommendations from trusted friends, family, or neighbors can be invaluable. These people can share their firsthand experience, helping you get a complete picture of what working with a particular Realtor is like.
• Look at the agent’s recent listings. Please pay attention to how long homes they’ve represented have stayed on the market, how closely the final sale price matches the listing price, and how the homes are presented in their marketing materials. All of this gives you clues about their efficiency and expertise.

2. Review Their Online Presence

In today’s digital age, a Realtor’s online presence is critical. How they market themselves often reflects how they will sell your home.

• Check their website and social media profiles. A well-maintained website and active social media accounts suggest the agent understands modern marketing techniques. Please pay attention to how they use platforms like Linkedin, Facebook, and YouTube to promote their listings. You can see my real estate website at Maximum Real Estate Exposure. Notice the focus on selling homes and information to empower sellers to make the best decisions.
• Read online reviews and testimonials. These can be found on Google, Zillow, or even Yelp. Take note of both positive and negative reviews. Look for patterns in their reviews—do they respond promptly to concerns, and do clients mention specific strengths, like negotiation or communication? For example, you can see my real estate reviews by doing a Google search for “Maximum Real Estate Exposure.”

3. Gather Relevant Documents About Your Home

Having the proper documents ready when you meet with Realtors can help them provide you with a more accurate market analysis and selling strategy.

• Deed and property title: Show proof that you own the home.
• Home improvement records: Any renovations, repairs, or upgrades can affect your home’s value, so share these details with potential Realtors. It will help them evaluate the value of your property. These are also information points buyers will be interested in knowing.
• Previous appraisals or inspection reports: This information will also help the Realtor give you a better estimate of your home’s current market value.

4. Write Down Your Goals and Expectations

Selling a home in Massachusetts can be a very personal process. Being clear about your goals helps potential Realtors understand what success looks like for you.

• Price expectations: Have a general idea of the price you hope to achieve, and be prepared to ask the Realtor if they think it’s realistic based on current market conditions.
• Timeframe for selling: Are you under pressure to sell quickly, or are you more flexible and willing to wait for the best offer? Realtors need to know this to tailor their marketing strategy. An excellent Realtor will share the best and worst times to sell a home. Avoid agents who always say now is the best time to sell. Never hire an agent who “needs” a commission.
• Stress levels: Think about how involved you want to be. Do you want to be hands-on, or would you prefer to let the Realtor handle everything? Setting this expectation early is essential.

5. Prepare a List of Key Questions

Create a list of critical questions to help you assess each Realtor’s experience, strategy, and compatibility with your needs.

The following section covers these questions in detail. Use my interview questions to make the best choice.

Critical Questions to Ask When Interviewing a Realtor

How to Interview a real estate agent.

Asking the right questions will help you compare potential Realtors objectively. Below are Realtor interview questions that cover all vital aspects of the home-selling process.

Experience and Track Record

• How long have you been a Realtor? Experience matters. While a newer agent might have energy and motivation, a seasoned agent brings years of market knowledge, negotiation skills, and industry connections. Ask about their experience, specifically in your neighborhood and price range. Make sure they are full-time Realtors with a track record of success.
• How many homes have you sold in this area? Local expertise is crucial. A Realtor familiar with the neighborhoods, schools, and local amenities can better market your home and price it competitively. They can also provide insights into what buyers in your area are looking for.
• What’s your average days on the market (DOM) for listings? This metric shows how long their listings usually take to sell. A low average could mean they know how to market homes effectively.
• What’s your list price to sale price ratio? This tells you how closely the final sale price matches the initial listing price. A higher percentage means they’re good at pricing homes accurately and negotiating well. For example, a 98% ratio means that, on average, the homes they list sell for 98% of the asking price. It would be best to choose an agent with fewer price reductions. A price reduction is a home-selling mistake.
• Can you provide references from past clients? Speaking directly with previous clients can give you insights that online reviews can’t. Ask about their experience with the Realtor’s communication, professionalism, and ability to deliver on promises.

Marketing Strategy

Marketing is essential for getting your home in front of the right buyers. A good Realtor will have a comprehensive marketing plan that includes online and offline strategies.

• How do you plan to market my home? This general question allows the Realtor to explain their overall approach. Look for a mix of digital and traditional marketing techniques.
• Do you use professional photography? Homes with professional photos attract more attention and typically sell faster. Experienced photographers know how to capture your home in the best light, making it more appealing to online buyers. I highly recommend not agreeing to have an agent do the photography themselves. It is a significant mistake that could cost you money.
• Will you promote my home on social media? Social media has become a powerful tool for reaching buyers. Ask how the Realtor plans to use platforms like Linkedin, Facebook, and YouTube to showcase your home to a broader audience.
• Do you offer virtual tours or 3D walkthroughs? Virtual tours allow buyers to explore your home from the comfort of their own space, making it especially important for out-of-town buyers or those with limited time.
• What other forms of advertising will you use? In addition to online methods, Realtors should use traditional methods like direct mail and quality color brochures to reach as many potential buyers as possible.
• What other services will you provide? The best real estate agents do numerous things in a transaction.

Communication is Vital For Successful Transactions

Clear and frequent communication is critical to a successful Realtor-client relationship. Make sure their communication style matches yours.

• How often will we communicate during the selling process? Some Realtors provide weekly updates, while others only reach out when there’s news. Decide how much information you need and how frequently you want to hear from them.
• What’s your preferred method of communication? Some Realtors prefer phone calls, while others may prefer email or text. Ensure their method works for you, and ask if they’re flexible if you need to change the method during the process.
• Will I have direct access to you or work with a team? Many high-performing Realtors work with a team to manage their workload. If so, you need to know who your primary point of contact will be and how much direct involvement the Realtor will have. You will want to avoid being handed off to someone who doesn’t have the same skill set as the one you thought you would be working with.

Aaron Farr with Farr Group NW understands the importance of good communication with all parties involved in a real estate transaction, especially the seller.

“Communication has to go both ways. A good realtor needs to keep the seller abreast of all the happenings in the house so we can pivot and adjust as we go. As a Realtor, I always talk to buyer’s agents about how the property shows, any changes, or feedback from buyers and their agents. I want to be transparent with the seller so they know what buyers see in their home or property.

Sellers can get ideas stuck in their heads about how things should go, but that’s not always the case. The clearer I can be with the seller on expectations, buyer perspectives, and any work that needs to be done by the seller, the better the outcome will be.

Good communication is vital. Keeping the seller in the loop keeps everyone on the same page and alleviates any frustration that the agent is not doing their job.

Listing Agreement Details

The listing agreement is a legal contract that outlines the Realtor’s commission, the listing duration, and any other specific terms. Be sure to review it carefully.

• What’s the length of the listing contract? Most Realtors offer a contract of three to six months. If you’re uncomfortable with the time frame, ask if they’re willing to shorten the contract period or provide an exit clause if you’re unsatisfied with their performance.
• What happens if I’m not satisfied with your service? Some listing agreements include clauses that allow you to terminate the contract early if you’re unhappy. Ask about this in advance so you have an exit strategy. Terminating a listing contract isn’t always easy.
• What’s the commission rate, and are there any additional fees? Typical commission rates range from 5% to 6% of the final sale price, but this can vary. How commissions are paid in Massachusetts has changed since August. Make sure the agents you are interviewing explain your current choices. See the new real estate commission rules. Ask if there are any additional marketing costs or hidden fees.

Find Out The Agents Dual Agency Practices

Dual agency occurs when the same Realtor represents the buyer and the seller in a transaction. This practice can lead to conflicts of interest because the Realtor’s goal is to serve both parties.

I would never hire a real estate agent who practices dual agency. The only person who benefits is the agent. Agents practicing dual agency care more about double-siding a sale than doing what’s best for their clients. Learn about all the downsides of dual agency.

• Do you represent both the buyer and the seller in the same transaction? In dual agency situations, the Realtor must remain neutral, which can hurt your negotiating position. If the agent often practices dual agency, it may be wise to look elsewhere. Remember that a real estate agent in a dual agency cannot provide you with any advice by law. They must remain completely neutral. I don’t know any sellers who want to pay an agent tens of thousands of dollars and cannot get guidance.

Vicki Moore, a Realtor and owner at Pacifica Locals, shares her wisdom on why dual agency is a critical topic for homeowners interviewing an agent.

It always strikes me funny that a seller who’s going to be paying tens of thousands of dollars to their real estate agent would allow them to become a neutral party. One of the primary reasons a seller pays a real estate agent is for their guidance and expertise. If a seller accepts dual agency, that goes out the window.