What I Look For When Interviewing an Agent

A polished website doesn’t tell me much about what it’s actually like to work with a real estate agent.

Neither does an Instagram following.

And while reviews, production numbers, and years of experience are all useful, they only tell part of the story.

When I’m considering referring someone to an agent, I want to understand the person behind those numbers.

Because ultimately, I’m not referring a résumé.

I’m introducing two people who may need to work closely together through one of the biggest financial decisions of their lives.

Here’s what I’m looking for.

Do they actually know their market?

This sounds obvious, but there’s an important distinction between working in a market and knowing a market.

An agent might be licensed to sell anywhere in their state. That doesn’t mean they’re equally knowledgeable everywhere.

I want to hear specificity.

What are buyers getting wrong about the area?

Which neighborhoods behave differently from the surrounding market?

Where does value change dramatically from one street to another?

What issues consistently surprise buyers or sellers?

Someone who genuinely knows their market usually doesn’t need to tell you how local they are.

You can hear it in the way they talk.

Can they explain why?

This may be one of the biggest things I listen for.

It’s easy to say:

“That’s a great neighborhood.”

“I’d price the house here.”

“I wouldn’t write that offer.”

The more valuable question is:

Why?

Strong agents can explain their thinking.

They understand the data, but they also understand the context behind it.

And they can translate that knowledge into information a client can actually use.

Are they curious?

One of the biggest tells in any conversation is the quality of someone’s questions.

I don’t want an agent who’s simply waiting for their turn to sell themselves.

I want someone who wants to understand the client.

Why are they moving?

What’s most important about this decision?

What are they nervous about?

What would a successful outcome actually look like?

The best agents I’ve worked with tend to be naturally curious.

They understand that good advice starts with understanding the person receiving it.

How do they communicate?

I don’t think there’s one correct communication style.

Some agents are highly analytical and detailed.

Others are concise and decisive.

Some are naturally warm and conversational.

Others are straightforward and direct.

Any of those can work.

What matters is understanding who is likely to work well with that style.

If I have a client who wants constant detail and reassurance, I’m going to think carefully before introducing them to an agent who communicates in three-word text messages.

That agent might be excellent.

It’s still probably the wrong match.

What happens when things get uncomfortable?

I pay attention to how agents talk about difficult transactions.

Not because I’m looking for horror stories.

I’m trying to understand judgment.

What did they do when an inspection went badly?

How did they handle an unrealistic seller?

What happened when their buyer wanted to overpay?

Have they ever advised a client to walk away from a transaction?

Real estate looks easy when everyone agrees and everything goes according to plan.

The difficult moments reveal much more about the professional you’re working with.

Do they have an opinion?

This matters to me.

A real estate agent shouldn’t make decisions for the client.

But they should be willing to give advice.

There is a difference between:

“Whatever you want to do.”

and:

“The decision is yours, but based on what I’m seeing, here’s what I recommend and why.”

Clients don’t hire professionals simply to open doors and transmit paperwork.

Good representation includes judgment.

Do they know what they’re not good at?

This is one of my favorite indicators of experience.

Ask someone who they serve best.

Then ask who they probably aren’t the right agent for.

Agents with real self-awareness usually have an answer.

Maybe they don’t love working with investors.

Maybe luxury listings aren’t their strength.

Maybe their service model isn’t ideal for someone who expects daily communication.

That’s not weakness.

That’s knowing your lane.

Do I trust them?

Eventually all the research, numbers, interviews, and questions lead here.

If I introduce this person to someone who trusts me, how do I feel about that introduction?

Would I send my sister to them?

A close friend?

One of my former clients?

If something becomes difficult six weeks from now, do I believe this person will still show up?

That’s a very different standard from asking whether somebody qualifies to receive a lead.

And it’s the standard I want APTIS to operate by.

There are a lot of talented real estate agents.

Our job isn’t to decide which one is universally best.

It’s to understand enough about the agent, and enough about the client, to recognize when the two might be a great fit.

That’s what we’re really interviewing for.