PROTECT YOUR EQUITY
Interview like your
money depends on it...
Because it does
Most buyers and sellers interview agents with boilerplate questions. That’s a mistake. The real estate industry is filled with practiced scripts and shiny brochures, but what you need is transparency, data, and someone who will actually protect your equity when you buy or sell—not just chase a commission.
THINKING OUT OF THE BOX
Critical Questions to Ask
How do you ensure that every qualified buyer has a fair chance to see my home?
Some agents pitch “private,” “exclusive,” or “soft launch” marketing as a luxury strategy. It sounds elite. But fewer than 3% of buyers will ever see your home in that window, and 94% of listings that start private end up in MLS anyway—with longer days on market. That delay can shrink your offers and hurt your leverage.
Be clear: this is not a luxury tactic. It’s a company strategy to double-dip the commission by selling in-house. That’s a wealth transfer—from your equity to their profit.
How do you ensure maximum exposure?
If they “gate keep” showings or limit access to handpicked colleagues, they’re working for themselves—not you.
Who decides who gets to see my home?
​​When agents keep listings "private," they're choosing which buyers get access. That's not just bad business - it echoes discriminatory practices of the past. As Zillow states: "A listing marketed to any buyer should be marketed to every buyer.”
At Leading Edge, we believe in equal access. Every buyer. Every time.
What's your strategy for handling offers?
Market dynamics dictate strategy. In high-demand markets, we set clear deadlines and stick to them. Period.
Experience shows that early "knockout" offers often transform into stronger offers when faced with competition. We've watched impatient buyers return with $100K more when forced to compete. Trust the process: When sellers hold firm, buyers bring their best.
But we're not rigid. In softer markets, we'll advise you to consider strong offers as they arrive. The key? We set clear rules upfront and follow them.
Can I speak to your last three sellers—by date, not cherry-picked examples?
Anyone can highlight a great sale. You want to hear from the clients who weren't selected for a testimonial.
Can I see your marketing strategy—in writing?
If they can’t define it on paper, they won’t deliver it in practice.
ALWAYS ASK! What's your Sale-to-List Price ratio?
Every agent you interview should be ready to show their complete pricing track record - not just their wins.
Look at original prices, market time, and final sales. The data will tell you who prices strategically to create demand, and who prices high just to win listings.
A great agent will welcome this question. A defensive one might not be the right fit.
How many of your listings in the past two years have needed price reductions?
The data doesn't lie. If an agent's listings regularly need price reductions, that's not the market - that's a pattern.
While some sellers push for higher prices (it's their right), strong agents educate about strategic pricing. The sweet spot? When buyers think "That's steep... but if I don't act now, someone else will.”
Zillow found overpriced homes ultimately sell for 4% less. That's $32,000 lost on a $800,000 home.
Any agent worth hiring will show you their complete track record. The good ones are proud to share it.
Should I offer Buyer Compensation?
Today's buyers are responsible for their agent's fee - that's clear. But many want to finance it through their mortgage, which means it becomes part of the purchase price.
Stay flexible. Focus on your net proceeds. If buyers want to include their agent's fee in the deal, we can increase our counter price to accommodate their buyer fee obligation and protect your bottom line.
The key? It's their fee, their choice - we just need to make sure the numbers work for you.
IMPORTANT
Don't Broadcast Buyer Agent Fees
When sellers advertise they'll cover buyer agent compensation, it can backfire. Some agents will inflate their buyer agreements to match your offer - essentially using your offer of compensation against you.
Stay strategic. Let buyers present the fee in their offer, then negotiate total price to meet your net proceeds goal.
Smart strategy? Keep quiet about compensation. Let them make the first move.
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