$1 billion sold, hundreds of transactions, and enough so-called “top producers” to last a lifetime—I can tell you this: most people are hiring the wrong agent. Every single day.

And I get it. On the surface, every agent says the same things:

“I care.”

“I’m a hard worker.”

“I know the area.”

That’s not enough. This is high-stakes stuff. For most people, it’s the biggest investment of their lives. If I weren’t in the business and had to hire an agent tomorrow, here’s exactly how I’d pick one—and how you should too.

Spoiler: This isn’t about hiring the “nicest” agent or the one who feels right over coffee. You need someone who hears you, sees the angles you don’t, and brings ruthless clarity and strategy to the table. And here’s a hard truth: if an agent is certain about your outcome? They’re full of it. Certainty kills clarity and vision. Professionals work with patterns, probabilities, and precision—not guarantees.

1. Strategy Over Service: Why Most Agents Miss the Mark

Everyone says they “offer great service.” That’s table stakes. I want strategy. How do they create leverage? What’s their pricing philosophy? How do they build urgency and momentum? Ask them:

“What’s your exact launch-to-offer game plan?”

If their answer is, “We’ll see how it goes once it hits MLS,”—run.

2. Can They Read the Market—Or Just Quote the MLS?

The best agents aren’t just reporting the market; they’re reading it like a chessboard, spotting the next move before anyone else. Ask them:

    •    What’s the absorption rate here?

    •    What’s the average days to offer?

    •    What’s the average days on market?

    •    And how do your team’s stats compare?

If they can’t answer without fumbling through their phone—next. If they don’t know the data, they don’t know how to win.

3. Calm Under Pressure: The Make-or-Break Factor

Deals fall apart all the time. Inspection surprises, financing drama, buyer cold feet—you name it. I want someone who stays calm, takes ownership, and solves problems fast. Watch how they talk about past challenges. Do they own outcomes or deflect? True pros don’t hide when things get tough—they lead.

4. Do They Actually Market—Or Just Upload?

Uploading your home to MLS is not marketing. That’s admin work. I want to know:

“What’s your phased marketing strategy? How do you create perceived scarcity? How do you control the narrative?”

And here’s the killer question:

“Are you investing in my listing? Because this is the biggest investment of my life.”

What’s their marketing budget? What’s their plan? How will they execute it?

Proof point: We took a condo that sat for 90 days with another agent. Same market, same property—different strategy. Relaunched, re-marketed, and it sold $75K over ask in 10 days. Execution changes everything.

5. Integrity Over Ego: The Litmus Test

I don’t care how flashy their car is or how many Instagram followers they have. I care if they do the right thing when no one’s watching. Ask them for stories where they advised a client not to buy, not to sell, or to walk away from a deal. A true fiduciary puts your best interests first—even when it’s inconvenient or costs them money.

6. Their Track Record—And the Story Behind It

Volume matters, but context matters more. Did they get top dollar? Did they win bidding wars without overpaying? Do other agents respect them (this is HUGE when deals get tight)? Ask for real examples of creative wins—not just generic stats.

7. Systems Beat Superstars

Even the best solo agent is limited by their systems. I’d ask: “How do you manage timelines, follow-ups, and paperwork? Who’s on your support team?” A superstar without process is a disaster waiting to happen.

8. How They Handle Negotiations: The Tell

If they’re quick to discount their commission just to win your listing, ask yourself:

“What are they going to do when it’s time to negotiate my sale price?”

You want a negotiator who defends their value—because if they fold fast on their own fee, they’ll fold just as fast on your equity.

The Bottom Line:

You deserve more than just an agent. You deserve a trusted advisor with a plan.

The agent you hire should be the one who:

    •    Sees opportunities you can’t

    •    Protects you from risks you don’t understand yet

    •    And has the guts to follow through when things get messy

And if you’re thinking about hiring an agent—or just want a second opinion—reach out. I’m happy to answer any questions, and I have a trusted referral network of top agents across the country if you need a connection in your area.

One last thing: If your agent can’t confidently answer these questions—or if you’re not sure what to ask—you’re leaving serious money on the table. Let’s change that.