How to Choose a Real Estate Agent: What to Really Look For

Most people spend more time researching a new TV than they do choosing the person who will guide them through the biggest financial decision of their life.

I get it. You talk to a few agents, someone seems nice, maybe they have a lot of signs in the neighbourhood, and you go with your gut. But “nice” and “visible” don’t always translate into “skilled” or “working in your best interest.”

After 13+ years in real estate and with a contractor husband specializing in interior renovations, here’s what I believe you should look for and what most people miss.

The Biggest Mistake Buyers and Sellers Make

Not asking enough questions.

I mean real, specific questions. Not “how long have you been an agent?” but “how many homes have you sold in this specific area in the last 12 months?” Not “do you know this neighbourhood?” but “what has been happening with prices on streets like this one, and why?”

A great agent welcomes those questions. They have answers ready because they have done the work. If an agent gets vague or pivots back to talking about themselves, that tells you something important.

The right agent knows your market, street by street.

What It Looks Like When You Get It Wrong

I have had clients come to me after frustrating experiences with other agents. One couple comes to mind right away.

Their previous agent was telling them that every home they toured was priced well and had no room for negotiation. Every single one. They felt like they were being pushed toward a decision rather than guided through one.

When they came to me, things were different. We sat down and went through comparable sales together. I explained what they were looking at, the age of the windows, the mechanicals, what would need replacing in five years, and what would not. We built an offer strategy based on data and their goals.

And I never once pressured them to buy a home that was not right for them.

That is what a good agent does. They give you information and let you make the call.

Three Questions You Should Ask Every Agent You Interview

Most people ask about experience and commission. Here are three questions that will tell you a lot more.

How often will I hear from you, and who will be communicating with me?

Some agents run large teams. That is not necessarily a bad thing, but you should know upfront whether you will be working with them directly or being handed off to an assistant after you sign. Ask this clearly and listen carefully to the answer.

Can you walk me through a deal that almost fell apart and how you handled it?

This one is underrated. Anyone can tell you about their best deal. Ask about a hard one. How an agent performs under pressure, during an inspection dispute, a financing hiccup, a difficult negotiation, is what actually matters when you are in the middle of it.

How do you help me make or save more money compared to the average agent?

It is a bold question and that is exactly why you should ask it. A confident, skilled agent will have a real answer. They will talk about pricing strategy, negotiation approach, market knowledge, or something specific to your situation. If the answer is vague, that is your answer.

What Real Expertise Looks Like in Practice

I want to share two real examples from my own deals because this is where the difference between agents becomes clearest.

Saving a seller from inflated repair demands

I recently represented a seller where the buyers came back after the home inspection with a list of issues and quotes to fix them. The numbers were inflated, significantly. Because my husband is a contractor and I have been around construction for over 20 years, I knew it immediately. We were able to counter with accurate costs and negotiate the seller’s concession down to something fair. That background saved my client real money.

Getting buyers the home at the right price

In another situation, the sellers were holding firm on price and refusing to move. Instead of telling my clients to just pay it or walk away, I went back to the data. I pulled the comparable sales, built the case, and presented a clear picture of what the home was worth relative to where the market was going. We got the house, at the right number for my clients.

Neither of those outcomes happens without preparation, knowledge, and a willingness to push back when it matters.

What to Pay Attention to During the Agent Interview

This is where I feel strongly, so I am going to be direct.

The agent you choose should be working to earn your trust before they ask for your business.

Here is what to watch for:

Do they ask good questions?

A strong agent spends as much time listening as they do talking. If the appointment is mostly a presentation about their awards and sales volume, pay attention to that. The best agents are curious. They want to understand your goals, your timeline, your concerns, and what success looks like for you.

Are they telling you what you want to hear or what you need to hear?

This matters most for sellers. If one agent comes in significantly higher on price than everyone else, ask yourself whether they are explaining how they will get there or just telling you what you want to hear. The right agent is not afraid to have an uncomfortable conversation if it helps you make a better decision.

How do they react when you challenge them?

Test this. Question their pricing. Question their strategy. Question their marketing plan. A confident professional will welcome the conversation. An agent who gets defensive or dismissive when challenged will be difficult to work with if negotiations get stressful.

What do they say happens after you sign?

Most agents talk about getting hired. Few talk about what comes next. Pay attention to whether they explain:

• Their process from start to finish
• How often they will be in touch and how
• Who you will be dealing with day to day
• How they will keep you informed when things get complicated

The transaction is where the real work begins. Make sure they have a plan for it.

Trust your gut, but know why

Sometimes people say “I just had a good feeling.” That matters. But ask yourself what it was based on. Were they knowledgeable? Transparent? Patient? Did you leave the meeting feeling informed and confident, or just impressed by their presentation?

The Rule I Always Come Back To

Choose the agent who makes you feel the most informed, not the one who makes the biggest promises.

The agent who walks you through the data, tells you the truth about pricing, explains the next steps, and never once pressures you into a decision, is the one who has your back when it counts.

That is the agent you want in your corner.

Shaleni Henriquez is a REALTOR® with Real Broker Ontario Ltd., Brokerage, serving buyers and sellers across Milton, Mississauga and the surrounding areas. She has more than 13 years of experience in real estate, has lived in Milton for 22 years and holds the Master Certified Negotiation Expert (MCNE) designation.

Email: shaleni@soldbyshaleni.com
Call or text: (905) 203-3516