15 Questions to Ask Before You Hire a Listing Agent

The best way to hire a listing agent is to interview a few, ask each one the same specific questions, and judge them on the evidence they bring: recent comparable sales, a written marketing plan, clear contract terms and a straight answer on fees. Below are the 15 questions I would ask if I were selling my own home in Northern Virginia, why each one matters, and what a strong answer sounds like.

Before the interview: what to gather

You will get better answers if the agent has something to work with. Before anyone walks through, pull together a short packet:

• A list of upgrades with approximate dates and costs (roof, HVAC, windows, kitchen, baths).
• Your HOA or condo association contact information and current dues.
• Your current mortgage payoff estimate, so the agent can run a net proceeds sheet with you.
• Your timing: when you need to be out, and whether you are buying another home at the same time.
• Any known issues. Virginia is largely a buyer beware state, but surprises during inspection are expensive, which is why some sellers order a pre-listing inspection.

Then schedule the interviews close together, ideally within the same week, so the comparisons are fresh.

The 15 questions

Pricing and market knowledge

1. What price would you list at, and which closed sales support it? Ask to see the comparable sales, not just a range. Good comps are recent, close by and similar in size, age and condition.
2. What would make you change that number? A thoughtful agent will name specific things: a dated kitchen, a busy road, a strong competing listing a block away.
3. How has my specific market segment been moving? Northern Virginia is not one market. A Fairfax County single-family home, an Arlington condo and a Loudoun townhouse can behave very differently in the same month.
4. What happens if we don’t get an offer in the first two weeks? You want a plan with check-in dates, not a shrug.

Marketing and preparation

1. What exactly is in your marketing plan? Ask for it in writing: photography, floor plans, video, print, online placement, open houses and how buyer agents will hear about the home.
2. Who pays for staging, photos and pre-listing work? Some agents include these, some share costs, some don’t. There is no single right answer, but it should be stated up front.
3. What should I fix, and what should I leave alone? Strong agents give you a short, prioritized list and steer you away from projects that won’t pay back.
4. Do you recommend a coming-soon period or pre-marketing? Ask how it would work under current MLS rules and what the trade-offs are for your home.

Contract, fees and buyer agent compensation

1. What is your fee, and what does it cover? Commissions are negotiable and always have been. Compare the full package of services, not only the percentage.
2. How would you handle buyer agent compensation? Since the NAR settlement changes took effect on August 17, 2024, offers of compensation to buyer brokers can’t be published in the MLS. Buyers now sign written agreements with their own agents before touring. Ask how the agent suggests you handle buyer requests for concessions or compensation and how they will explain your options.
3. How long is the listing agreement, and how can I cancel? Virginia law requires brokerage agreements to be in writing with a definite termination date, the fee and the services described; an agreement without an end date ends 90 days after it was signed (Va. Code § 54.1-2137). Ask about early release terms too.
4. Will you ever represent the buyer as well? Dual representation is legal in Virginia only with written consent from both parties. Know the agent’s policy before you are in the middle of a negotiation.

Communication and track record

1. Who will I actually be working with? On a team, it may be a different person who handles showings, paperwork or negotiations.
2. How and how often will you update me? Weekly showing feedback and a written activity summary are reasonable expectations.
3. Can I speak with a few recent sellers? References are useful. You can also confirm any agent’s Virginia license through the Department of Professional and Occupational Regulation.

How to compare agents side by side

After the interviews, put the answers in one place. I suggest a simple scorecard like the one below. It keeps you focused on substance instead of personality alone.

What to compare	Strong answer	Warning sign
Pricing	Range backed by 3 to 6 recent closed comps, with adjustments explained	A high number with no comps, or ‘let’s test the market’
Marketing	Written plan with dates, professional photos, floor plan, launch strategy	‘It’s on the MLS and the big sites’
Preparation advice	Short, prioritized to-do list with rough costs	Either ‘it’s perfect as is’ or a long renovation wish list
Fees	Clear fee, services listed, costs for photos and staging stated	Vague answers, extra fees revealed later
Contract terms	Reasonable term, clear cancellation language	Long term with no way out
Communication	Named point of contact and an update schedule	No specifics

What this looks like in practice: an illustrative comparison

Here is an illustrative example (not a real client) of how the questions above change a decision. Say you interview three agents for a townhouse in Fairfax County.

• Agent A suggests listing at $25,000 above the other two and brings two comps, one of them more than a year old.
• Agent B suggests a price in the middle, brings five closed sales from the last few months within a mile, and explains why your end unit deserves a premium over two of them. Agent B also hands you a written two-week launch plan.
• Agent C offers the lowest fee but no staging help, no floor plan and a 12-month agreement.

On paper, Agent A’s number is the most appealing. But a home that sits because it is priced above the evidence often ends up selling for less after reductions. Agent B gave you proof, a plan and terms you can live with. Use the seller net sheet calculator to compare what each scenario actually leaves you after costs, and our guide to what buyers pay at closing in Virginia helps you understand the other side’s math when concession requests come in.

Common mistakes when hiring a listing agent

• Hiring the highest price. Overpricing feels good for a week, then costs you time and leverage.
• Choosing on fee alone. A lower fee with weak marketing can cost more than it saves.
• Not reading the listing agreement. Check the term, the cancellation clause and what happens if a buyer you met during the listing comes back after it expires.
• Skipping the net sheet. You should know your estimated proceeds, including Virginia grantor tax and any regional fees, before you sign anything.
• Ignoring local expertise. An agent who knows your specific neighborhood, HOA rules and buyer pool will price and position the home better.

For a broader look at the selling process from prep to closing, see our home sellers guide. If your situation involves a divorce, estate or complex title, a Virginia real estate attorney can review the listing agreement before you sign.

Frequently asked questions

How many listing agents should I interview?

Two or three is the sweet spot for most sellers. That gives you enough comparison to spot a weak pricing argument or a thin marketing plan without dragging the process out.

Is the realtor commission negotiable in Virginia?

Yes. Commissions are set by agreement between you and the brokerage, and Virginia requires the fee to be stated in the written brokerage agreement. Compare what each agent includes for the fee, not just the rate.

How long is a typical listing agreement in Virginia?

There is no fixed standard, and terms of a few months are common. Virginia law requires a definite end date, and if one is missing the agreement ends 90 days after it was signed.

Do sellers still pay the buyer’s agent after the NAR settlement?

Sellers may still choose to offer compensation or concessions, but those offers can no longer be published in the MLS. Buyers now sign written agreements with their own agents, and the details are negotiated in each transaction.

What should a listing agent bring to the first meeting?

At minimum, recent comparable sales, a suggested price range with reasoning, a sample marketing plan and a draft listing agreement you can read at your own pace.