Smart consumers interview potential real estate agents before deciding on whom to hire. Just as you are sizing up the potential for a good fit, the real estate agent will likely be interviewing you also. Be wary of agents who do not ask you questions and probe for your motivation. You wouldn’t work with just any agent off the street, and good agents are just as selective about their clients. Here are 10 questions to ask your next Realtor.

Caution: Don’t interview agents from the same company!

1. How Long Have You Been In The Business?

The standard joke is: “there’s nothing wrong with a new agent that a little experience won’t fix”. But that’s not to say that freshly licensed agents aren’t valuable. Much depends on whether they have access to competent mentors and the level of their training. Newer agents tend to have more time to concentrate on you. Some agents with years of history repeat their first year over and over. Other, experienced agents learn something new every year.

2. What is Your Average List-Price-to-Sales-Price Ratio?

Knowing the agent’s average ratio speaks volumes. Excluding sizzling seller’s markets, a good buyer’s agent should be able to negotiate a sales price that is lower than list price for buyers. A competent listing agent should hold a track record for negotiating sales prices that are very close to list prices. Therefore, listing agents should have higher ratios closer to 100%. Buyer’s agent ratios should fall below 99%.

3. What is Your Best Marketing Plan or Strategy for My Needs?

As a buyer, you will need to ask your agent:

• How will you search for my new home?
• How many homes will we likely see before finding a home I may wish to buy?
• Will we be competing against other buyers?
• How do we handle multiple offers?
• Do you present offers yourself?

As a seller, you will need to ask your agent:

• Specifically, how will you sell my home?
• Why or why not is a direct mail campaign appropriate?
• Where and how often do you advertise?
• Will you show me a sample flyer?
• How do you market online?

4. Will You Please Provide References?

Everybody has references. Even new agents have references from previous employers.

• Ask to see references.
• Ask if any of the individuals providing references are related to the agent.
• Ask if you can call the references with additional questions.

5. What Are the Top Three Things That Separate You From Your Competition?

A good agent will not hesitate to answer this question and will be ready to explain why she is best suited for the job. Everyone has their own standards, but most consumers say they are looking for agents who say they are:

• Honest and trustworthy
• Assertive
• Excellent negotiators
• Available by phone or e-mail
• Good communicators
• Friendly
• Analytical
• Able to maintain a good sense of humor under stressful circumstances

6. May I Review Documents Beforehand That I Will Be Asked to Sign?

A sign of a good real estate agent is a professional who makes forms available to you for preview before you are required to sign them. If at all possible, ask for these documents upfront.

As a buyer, ask for copies of the following:

• Buyer’s Broker Agreement (is it exclusive or non-exclusive?)

• Agency Disclosures
• Purchase Agreement
• Buyer Disclosures

As a seller, ask to see:

• Agency Disclosure
• Listing Agreement
• Seller Disclosures

7. How Will You Help Me Find Other Professionals?

Let the real estate agent explain to you whom she works with and why she chose these professionals. Your agent should be able to supply you with a written list of referring vendors such as mortgage brokers, home inspectors and title companies. Ask for an explanation if you see the term “affiliated” because it could mean that the agent and her broker are receiving compensation from one or all of vendors, and you could be paying a premium for the service.

8. How Much Do You Charge?

Don’t ask if the fee is negotiable. All real estate fees are negotiable. Typically, real estate agents charge a percentage, from 1% to 4% to represent one side of a transaction: a seller or a buyer. A listing agent may charge, for example, 3.5% for herself and another 3.5% for the buyer’s agent, for a total of 7%.

9. What Kind of Guarantee Do You Offer?

If you sign a listing or buying agreement with the agent and later find that you are unhappy with the arrangement, will the agent let you cancel the agreement? Will the agent stand behind her service to you? What is her company’s policy about canceled agreements? Has anybody ever canceled an agreement with her before?

10. What Haven’t I Asked You That I Need to Know?

Pay close attention to how the real estate agent answers this question because there is always something you need to know, always. You want an agent to take her time with you; to make sure you feel comfortable and secure with her knowledge and experience. She should know how to listen and how to counsel you, how to ask the right questions to find out what she needs to know to better serve you.