Don't Get Ghosted: The Best Interview Questions for Realtors
Why Asking the Right Interview Questions for Realtors Can Make or Break Your Deal
The best interview questions for realtors help you quickly separate top performers from agents who just have a great headshot on a billboard.
Here are the most important questions to ask before hiring any real estate agent:
For buyers and sellers:
- How many transactions did you close last year?
- How well do you know this specific neighborhood?
- Are you a full-time agent?
- How will you communicate with me, and how often?
- What are your fees and contract terms?
For sellers specifically:
- How did you arrive at this suggested list price?
- What does your marketing plan look like for my home?
- Will you handle staging, and at whose cost?
For buyers specifically:
- What percentage of your business is working with buyers?
- How do you handle bidding wars and multiple-offer situations?
- Do you have access to off-market or pocket listings?
With 88% of U.S. home sales involving a real estate agent, choosing the right one is one of the most consequential financial decisions you will make — especially in a competitive market like Los Angeles, where block-to-block differences can swing a property's value by hundreds of thousands of dollars.
The problem? Most agents are skilled at selling themselves in an interview. Knowing exactly which questions to ask — and what a strong answer looks like — is the only reliable way to cut through the noise.
I'm Lolita Burghdorf, a Westside Los Angeles real estate specialist with nearly two decades of experience helping buyers and sellers navigate some of the most competitive neighborhoods in the country. I've been on both sides of these conversations, which is why I developed this guide to the most revealing interview questions for realtors to help you find the right representation with confidence.
Essential Interview Questions for Realtors: Vetting Your Next Agent
When we sit down with potential clients in Santa Monica or Beverly Hills, we encourage them to treat the meeting like a high-stakes job interview. Because it is. You are hiring a fiduciary—someone legally obligated to act in your best financial interest.
In the April 2026 market, the distinction between a "real estate agent" and a "REALTOR®" is more important than ever. While any licensed agent can help you buy or sell, a REALTOR® is a member of the National Association of REALTORS® (NAR) and is bound by a strict Code of Ethics. Furthermore, a broker has reached a higher level of licensing, allowing them to manage an entire firm and supervise other agents.
Local Expertise and the "Block-to-Block" Rule
In Los Angeles, "general" knowledge isn't enough. You need someone with intimate, block-to-block expertise. A house on a quiet cul-de-sac in Mar Vista can command $200,000 more than a nearly identical home just two blocks away near a busy thoroughfare. When asking interview questions for realtors, probe for local stories. Do they know about the recent zoning updates in Santa Monica? Are they aware of the specific school district boundaries that add $200,000 in value to a home in the 90066 zip code?
Full-Time Commitment vs. Part-Time Hobby
The typical real estate experience of all agents is 10 years, but the market moves in days. We always recommend asking if the agent is full-time. In a market where the average closing time is 41 days after an offer is accepted, you cannot afford to wait for an agent to finish their "day job" before returning your call.
According to 24 Questions to Ask a Real Estate Agent Before You Hire One, you should also verify their availability. Will they be the one showing up to your inspections, or will they hand you off to a junior assistant the moment the contract is signed? For more on this, see our guide on How to Select the Best Real Estate Agent in Los Angeles.
Top Interview Questions for Realtors When Selling Your Home
Selling a home in 2026 requires more than just an MLS listing. It requires a sophisticated marketing engine.
- "How did you arrive at my suggested list price?" A strong agent won't just give you a number you want to hear. They will provide a Comparative Market Analysis (CMA) based on recent sales, current inventory (which is currently sitting at a tight 2.2-month supply on the Westside), and absorption rates.
- "What is your marketing strategy?" Simply putting a sign in the yard is not enough to get top dollar. Ask about their digital-first strategy. Do they use professional photography, 3D walkthroughs, and targeted social media ads?
- "How do you vet potential buyers?" You don't want to tie up your property with a buyer who can't close. Your agent should require pre-approval letters and, in many Westside transactions, verify if the buyer is part of the 32% closing without a loan contingency.
| Marketing Service | Standard Package | Burghdorf Premium |
|---|---|---|
| Professional Photography | Included | High-End Cinematic Video |
| MLS Listing | Yes | Targeted Social Media Ads |
| Open Houses | Sunday Only | Broker's Opens & Private Events |
| Staging Consultation | Advice Only | Full Professional Staging |
We take pride in our Testimonials, which often highlight how our specific staging and pricing strategies led to multiple offers within the first 14 days of listing.
Critical Interview Questions for Realtors for Home Buyers
If you are buying, your agent needs to be a hunter, not just a tour guide.
- "What percentage of your business is buyer-focused?" Ideally, you want an agent who spends at least 70% of their time working with buyers. They need to be "in the trenches" every day.
- "Do you have access to pocket listings?" In competitive areas like Pacific Palisades or Brentwood, about 15% of transactions happen off-market. If your agent doesn't have deep ties to other local brokers, you're missing out on a huge portion of the market.
- "How do you handle bidding wars?" Ask for a specific example of a recent win. Did they use an escalation clause? Did they leverage a relationship with the listing agent?
According to 12 Interview Questions For Real Estate Agents You May Hire, you should also ask about their network of lenders. In 2026, mortgage rates in California have stabilized between 5.5% and 6.2%, but having a lender who can close in 21 days can make your offer stand out over one with a 45-day close. Check out our Clients page to see the diverse range of buyers we've helped secure dream homes.
Behavioral and Performance Questions to Reveal True Expertise
Anyone can recite a resume. To find the truth, use behavioral interview questions for realtors. These questions usually start with "Tell me about a time..." and allow you to see their problem-solving skills in action. We recommend looking for the STAR method (Situation, Task, Action, Result) in their answers.
- "Tell me about a time a deal almost fell through. How did you save it?" This reveals their resilience and negotiation tactics. Did they resolve a difficult inspection issue? Did they mediate a dispute over a closing date?
- "Describe a time you had to deliver bad news to a client." This tests their honesty. You want an agent who will tell you your house is overpriced before it sits on the market for 11 weeks, not after.
- "How many transactions did you close last year?" The median number of residential transactions for agents in 2024 was 10. While high volume is good, make sure they aren't so busy that they can't give you personal attention. At Burghdorf Group, Our Difference lies in balancing high-level performance with a high-touch, boutique experience.
What Agents Should Ask When Interviewing a New Brokerage
If you are an agent looking for a new home, the interview is a two-way street. You aren't just looking for a place to "hang your license"; you are looking for a partner to help grow your business.
- Compensation and Fees: Don't just ask about the commission split. Ask about desk fees, franchise fees, and if there is a "cap" on what the brokerage takes.
- Support and Mentoring: For newer agents, a mentoring program is vital. Ask how it works and if you share commissions with your mentor.
- Technology and Leads: Does the brokerage provide a CRM? Do they offer tools for virtual tours or e-signatures? According to 21 questions real estate brokers should ask new real estate hires, you should also ask about "floor time" and how company leads are distributed.
Our Team at Burghdorf Group thrives because we prioritize a collaborative culture over internal competition. We provide the marketing support and technology stack needed to win in the luxury Los Angeles market.
Frequently Asked Questions about Realtor Interviews
How many agents should I interview before hiring?
Expert Peggy Yee recommends interviewing at least three agents before making a decision. This allows you to compare different marketing strategies, personality fits, and levels of local knowledge. Even if you love the first person you meet, having a baseline for comparison ensures you aren't leaving money on the table. For a deeper look at this process, read Navigating the Real Estate Maze: A Guide to Finding the Best Realtor in Santa Monica.
What is the average number of transactions a strong agent closes?
In 2024, the median number of transactions per agent was 10 per year. However, in high-end markets like Venice or Malibu, a "strong" agent might close fewer deals but at much higher price points. The key is to look for consistency. An agent closing 50 deals a year might have a massive team where you never actually speak to the lead agent. An agent closing 10-12 high-value deals personally might offer the "block-to-block" focus you need. See more about our local expertise on our Venice Real Estate Agents page.
What are the red flags to watch for during a realtor interview?
- Lack of Data: If they can't show you a CMA or recent sales stats, they are guessing.
- Poor Communication: If they take 24 hours to respond to your initial inquiry, imagine how they’ll handle a time-sensitive offer.
- Unrealistic Pricing: If an agent agrees to a list price that is significantly higher than the data suggests, they are "buying the listing" and will likely demand a price drop in three weeks.
- Part-Time Status: Real estate in LA is too fast for a hobbyist.
For those looking in the Valley, our Realtor Encino CA guide highlights how to spot these red flags in that specific micro-market.
Conclusion
Choosing the right representation in the Los Angeles market is the most critical decision you will make. Whether you are looking for a "fortress" home in Venice with high-end security or a family-friendly cul-de-sac in Mar Vista, the right interview questions for realtors will lead you to a partner who has the strategic insight to win.
At Burghdorf Group, we don't just unlock doors. we provide the intimate local market knowledge and proven track record of successful transactions that our clients depend on. We invite you to put us to the test. Ask us the hard questions.
If you're ready to see why we are considered the premier choice for the Westside, read more about Unlocking Your Dream Home: Why Brent and Lolita Stand Out as the Best Realtors in Beverly Hills or explore our Luxury Realtors Los Angeles services today. Let's get to work.