10 Questions to Ask Your Real Estate Agent Before Hiring Them
How to look beyond the sales pitch and choose an agent who can guide the entire transaction
By Melanie Dugan & Alicia Gantt, REALTORS® | Jackson Stanley REALTORS®
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Hiring a real estate agent is an important decision. You are trusting that person to help price, market, negotiate, and guide the sale of what may be your largest financial asset.
In Upstate South Carolina, homes and selling situations vary considerably. A newer subdivision home in Greenville County may require a different strategy than inherited acreage in Anderson County, an older mill home in Pelzer, or a property in Pickens or Oconee County that needs substantial repairs.
The agent you hire should understand more than how to enter a listing into the MLS. They should be able to evaluate your specific property, explain what the local market is showing, identify likely challenges, and help you make informed decisions throughout the transaction.
Before signing a listing agreement, ask questions that reveal how the agent actually works—not just how well they present themselves during an appointment.
The right question is rarely, “Can you list my house?” It is, “How will you handle my property, my priorities, and the problems that may arise?”
1. What kind of real estate experience do you actually have?
QUESTION TO ASK: Have you successfully handled properties and situations like mine?
The number of years an agent has been licensed matters, but it does not tell the whole story. Ask what types of properties and transactions the agent has personally handled and what role they played in those transactions.
I have been licensed for approximately 20 years. During that time, I have worked with traditional sales, new construction, inherited homes, probate situations, investment properties, renovations, unusual financing, acreage, and properties that needed substantial repairs.
I have also served as a broker-in-charge. That experience gave me a deeper understanding of contracts, disclosures, compliance, negotiation, and the problem-solving side of real estate—not just the marketing side.
Someone may have been licensed for many years without actively handling listings, negotiations, inspections, and changing buyer expectations. The experience should be current and relevant to your particular situation.
Do not ask only, “How long have you been licensed?” Ask, “How does your experience apply to my property and my circumstances?”
2. How will you determine the right listing price?
QUESTION TO ASK: Can you show me how the market data supports your recommended price range?
I tell homeowners upfront, “You may or may not like my number.” My pricing opinion is based on what the market data shows, not the number I think will persuade someone to hire me.
A proper pricing analysis requires more than averaging a few nearby sales. I evaluate each comparable property individually. I consider location, condition, size, acreage, updates, financing, seller concessions, days on market, and how each property truly compares with the seller’s home. I also use several tools to help establish a realistic price range.
I have zero desire to put a property on the market just to let it sit. An overpriced home can lose its initial momentum, require repeated price reductions, and cause buyers to wonder why it has not sold. I am willing to walk away from a listing if the seller insists on a starting price that I believe the market will not support.
My goal is for the seller to receive fair market value while also obtaining the terms they need. The strongest offer is not always the offer with the highest price.
A closing date that works for the seller
Time to move or another needed possession arrangement
Fewer or more manageable contingencies
An as-is sale when repairs are not practical
A financially strong buyer who is likely to close
Seller concessions and other terms that affect the seller’s net proceeds
Price matters, but it is only one part of the transaction. The goal is the best overall outcome for the seller.
3. What will you do to market my property beyond the MLS?
QUESTION TO ASK: What specific marketing services will you provide, and who will create them?
In my opinion, entering a home into the MLS is the bare minimum level of real estate service. The MLS is essential, but it should not be the entire marketing plan.
I hire professionals to provide services that require specialized skills. Depending on the property, that may include professional photography, video, a 3D tour, and a professional square-footage sketch. I would rather hire someone who does that work well than attempt to do everything myself and provide a lower-quality result.
I may also create a digital property magazine, a single-property website, social media content, video walkthroughs, and other online marketing materials. I use Homes.com and other online channels to keep the property visible around the clock because buyers search at all hours.
I also host public open houses when they are appropriate for the property. The goal is not simply to announce that a house is for sale. It is to present it professionally, make the information easy for buyers to access, and create reasonable opportunities for the right buyer to discover it.
Is professional photography included?
Will there be video, a 3D tour, or a floor plan?
Will the home have a single-property website or digital brochure?
How will the listing be promoted on social media and other online platforms?
Will the agent personally host public open houses?
Which services are included, and which would cost the seller extra?
Every agent can enter a property into the MLS. Ask what the agent will do after that.
4. How will you communicate with me?
QUESTION TO ASK: How will you keep me informed, and what happens when something is urgent?
Every client is different, so communication should not be one-size-fits-all. Some clients want frequent updates. Others only want to hear from their agent when there is something important to discuss. That is a conversation we should have at the beginning of the relationship.
I generally prefer text and email because they create a written record of important information. During a phone call, it is easy for either person to forget a detail, especially when several things are happening at once. It is not unusual for me to send a detailed email and then text the client to let them know it is coming and why they need to review it.
That does not mean I avoid phone calls. Some situations are too urgent, complicated, or sensitive to handle through a text message. When a phone call is necessary, I call. I may also text the client and ask them to contact me as soon as they are available.
I try to schedule calls and meetings at times that are convenient for my clients. Good communication is not about sending constant messages. It is about providing the right information clearly and making sure the client understands what is happening, what decisions are required, and what comes next.
Ask how showing feedback will be shared, how quickly the agent normally responds, and who will contact you when an urgent decision is required.
5. How do you handle offers, negotiations, inspections, and contract problems?
QUESTION TO ASK: How will you help me understand my choices without taking the decision away from me?
A good agent should set expectations from the beginning. Agents can control how well they prepare, communicate, respond, and negotiate. We cannot control every buyer, inspector, appraiser, lender, attorney, contractor, or unexpected issue.
When an offer comes in on one of my listings, the seller can expect a call or text letting them know it has been received. I will send the complete offer by email and arrange a time to review it together, either in person or over the phone—whatever works best for that client.
My clients can also expect a steady, logical voice. An offer is made up of individual pieces, and each one is part of a larger puzzle. We review the price, financing, earnest money, due diligence, closing date, contingencies, requested concessions, and all other terms. I explain what each part means and how it could affect the seller.
Many clients ask me, “What would you do in my situation?” My answer is that I do not have to live with the decision. They do. My job is to make sure the seller understands the options, risks, and possible consequences. The final decision belongs to the client, whether I personally agree with it or not.
That does not mean I avoid giving honest advice. If a relatively small repair is likely to keep a good transaction together and the seller is refusing out of frustration or principle, I will encourage them to look at the situation logically. What matters most—the move, the timing, the money, or proving a point?
When a seller cannot or does not want to agree to a request, we negotiate. We work toward a meeting of the minds. Offers, inspections, repairs, appraisals, and other issues are handled one step at a time so the client can make an informed decision without feeling pressured or overwhelmed.
A strong agent advises, explains, and negotiates. The client remains the decision-maker.
6. Have you handled properties or situations like mine?
QUESTION TO ASK: What experience and resources do you have for a more complicated sale?
This is where years of experience can make a practical difference. I have handled inherited properties, probate sales, homes with deferred maintenance, acreage, unusual financing, investment properties, and as-is transactions many times over the years.
Every transaction is different, but there are consistent patterns in how more complicated situations are handled. I understand the typical roles of attorneys, courts, personal representatives, powers of attorney, heirs, lenders, contractors, and other parties who may need to be involved.
I also have established professional resources and contacts. I am not starting from scratch or guessing about who may need to be contacted, what questions need to be asked, or what documentation may be required.
That experience helps me identify potential issues earlier and explain what the seller may need to do before the property is placed on the market. Experience does not mean every transaction will be easy or predictable. It means the agent should be better prepared to recognize problems and respond appropriately.
Ask whether the agent has actually handled your type of situation—not whether they are simply willing to try.
7. Who will actually handle my listing?
QUESTION TO ASK: Will I continue working with the agents I hire, or will my file be passed to someone else?
A seller should know whether they will continue working with the agent they interviewed or whether the file will be passed to assistants, coordinators, or other team members.
In our case, clients work directly with me and Alicia from beginning to end. We typically set up a group text with the client so everyone stays informed. If one of us is unavailable, the other can answer questions or handle what needs to be done.
We do not pass the client off to a transaction coordinator or bring in someone unfamiliar to handle inspections, repair negotiations, or other important parts of the transaction. What you see is what you get. Alicia and I remain involved throughout the process.
That continuity matters because we already understand the property, the seller’s priorities, the contract terms, and the conversations that led to each decision. The client does not have to repeatedly explain the situation to a new person.
There is nothing automatically wrong with an agent using a team or transaction coordinator. The seller simply deserves to know who will be responsible.
Who will communicate with me?
Who will attend appointments?
Who will help with inspections and repair requests?
Who will monitor deadlines and closing details?
Who will respond when a problem comes up?
The structure matters less than the clarity. Know who is responsible before you sign.
8. What does your compensation cover?
QUESTION TO ASK: What services and expenses are included, and what are the terms if the listing ends early?
Before signing a listing agreement, a seller should understand the brokerage’s compensation, the services being provided, and whether there could be additional expenses. Broker compensation is fully negotiable and is not set by law. The compensation and services should be discussed openly and clearly described in the written agreement.
Do not focus only on a percentage or fee. Ask what you will receive in return. In my business, I personally pay for the standard marketing services I provide. The brokerage does not cover those expenses for me, and I do not send the seller a separate bill for professional photography, video, 3D tours, square-footage sketches, single-property websites, digital materials, or my other standard marketing services.
Some optional services may fall outside the scope of my listing services. Professional home staging is one example. I have trusted contacts who can meet with a homeowner and discuss staging options, but the homeowner would hire and pay that professional directly. I do not receive a referral fee or other compensation for recommending that service.
A seller should also ask what happens if their circumstances change and they need to remove the home from the market. In my practice, that conversation begins with a phone call or email, followed by the appropriate written paperwork. Any release is documented in writing and is subject to the listing agreement and applicable brokerage requirements.
Life happens, and I do not want someone to feel trapped in a working relationship that is no longer right for them. The same applies if I am not doing my job. I would expect the homeowner to address the problem with me, and if I failed to provide the service I promised, I would expect to be fired. Thankfully, that has not happened.
What services does the compensation cover?
Which marketing expenses are included?
Are there optional services that cost extra?
When and under what circumstances could compensation become due?
What are the cancellation or release terms?
Does the agreement include a protection period after it ends?
Read the agreement and ask questions until the services, compensation, timing, and termination terms are clear.
9. Can I see proof of how you work?
QUESTION TO ASK: Can you show me reviews, listings, marketing examples, and difficult situations you have handled?
I encourage sellers to look me up. Google my name. Review my social media. Read my online reviews. Look at my current and previous listings. A homeowner should not have to rely only on what an agent says during a listing appointment. There should be a visible record of how the agent presents properties and conducts business.
I am also willing to provide examples of difficult situations I have encountered and explain how I handled them. Results are not only measured by how many homes an agent has sold. Results also include how the agent responds when a problem develops, the transaction becomes complicated, or the original plan no longer works.
One thing sellers should understand about me is that I will not make up an answer just to sound knowledgeable. I do not pretend to know everything. When I do not know something, I find someone who does. That may mean contacting an attorney, contractor, lender, another experienced agent, or another qualified professional.
Experience has taught me that knowing when to ask for help is a strength, not a weakness. Pride should never get in the way of obtaining accurate information for a client.
A trustworthy agent does not need to have every answer immediately. The agent should be honest about what they know and know how to find the right answer.
10. Are we the right fit for each other?
QUESTION TO ASK: Do we have the trust, communication, and mutual respect needed to work through difficult decisions?
I know I am not everyone’s cup of tea, and not everyone is mine. That is okay. A homeowner should feel comfortable with the agent they hire, and the agent should also believe the relationship can be productive.
People sometimes call it a “vibe,” but it usually comes down to trust, communication, respect, and whether the homeowner and agent can work through difficult decisions together. Selling a home can become stressful. If the relationship feels wrong during the first conversation, it probably will not improve when an inspection issue, low appraisal, difficult negotiation, or unexpected delay occurs.
The majority of my business comes from repeat clients and referrals. I recently received a call from someone I have known for approximately 30 years. As soon as I answered, the owner said, “I’m going to list my house. What are you going to charge me?”
Instead of immediately discussing compensation, I said, “Tell me what’s going on.” We spent more than an hour discussing the situation, and what I charge never came up during that conversation. The owner had originally planned to use another agent and called me second. I ultimately received the listing.
I believe the reason was simple: I listened. They already knew me, but the conversation reminded them that they trusted me to understand what they needed and help them work through the situation.
I can usually tell fairly early whether I am going to work well with a homeowner. I may not be the right agent for someone who consistently talks down to me, refuses to consider professional advice, or expects an agent to simply agree with everything they say.
The seller always makes the final decision. However, a productive relationship requires honest conversations. My job is to provide advice based on experience, available information, and market conditions—even when it is not what the homeowner hoped to hear.
Does this agent listen?
Do they explain things clearly?
Do they respect my priorities?
Are they willing to tell me the truth?
Do I respect their knowledge enough to consider their advice?
Can we communicate honestly when we disagree?
You do not have to become best friends with your agent, but you do need to trust each other and communicate honestly.
The Bottom Line
Do not hire an agent based only on how many years they have been licensed, the highest suggested listing price, or the lowest proposed fee.
Ask how the agent will price your property, market it, communicate with you, evaluate offers, handle inspections, manage problems, and guide you through the closing process.
Look at their actual work. Read their reviews. Review their current and previous listings. Ask for examples of difficult transactions they have handled. Most importantly, pay attention to whether the agent listens to you, explains things clearly, and is willing to tell you the truth—even when the answer may not be what you hoped to hear.
The right agent should not simply put your home on the market. They should help you understand your options, protect your priorities, and make informed decisions from the first conversation through closing.
Thinking About Selling a Home in Upstate South Carolina?
We help homeowners throughout Anderson, Greenville, Pickens, and Oconee Counties evaluate their options and prepare for the selling process. Our experience includes traditional sales, inherited and estate properties, as-is homes, acreage, investment properties, renovations, new construction, and homes with deferred maintenance.
Every property and homeowner situation is different. Our first step is to listen, understand what you need, and explain what the market data shows. There is no pressure to list and no promise of a number simply to win your business.
Melanie Dugan & Alicia Gantt, REALTORS®
Jackson Stanley REALTORS
Serving homeowners across Upstate South Carolina
IMPORTANT INFORMATION: Broker compensation is fully negotiable and is not set by law. Services, compensation, payment terms, and termination provisions should be stated in the applicable written agreement. This article is for general informational purposes and is not legal, tax, financial, or property-specific advice. Every property and transaction is different.
