Not All Agents Are Created Equal—Here's What to Look For

When you're getting ready to sell your home, the decisions can feel endless — what to fix, what to clean, what to price it at. But here's the truth: none of those decisions matter if you haven't first made the most important one — choosing the right real estate agent. The agent you hire will shape your entire experience, from the first conversation to the moment you hand over the keys. Get that choice right, and everything else gets easier. Get it wrong, and you could be stuck in a stressful, drawn-out process that costs you time and money.

In this first installment of my seller education series, I want to walk you through exactly how to evaluate an agent — what to ask, what to look for, and how to tell the difference between someone who's truly going to fight for your home and someone who's just going to put it on the MLS and hope for the best.

Think of It Like a First Date

I know that might sound funny, but stay with me here. When you sit down with a potential agent for the first time, it really is a lot like a first date. You're trying to figure out: Is this person "The One"? Do they listen? Do they understand what I need? Can I trust them with something this important?

You wouldn't commit to a second date with someone who spent the whole dinner talking about themselves — and you shouldn't commit to listing your home with an agent who doesn't take the time to understand your goals, your timeline, and your concerns. The right agent should feel like a partner, not a salesperson. They should be asking you questions — about your home, your motivations, your ideal outcome — and they should have thoughtful, specific answers when you ask yours.

Questions to Ask Before You Hire an Agent

This is your cheat sheet. When you're interviewing agents — and you absolutely should be interviewing more than one — here are the questions I'd recommend asking. Take notes. Compare answers. The right agent will welcome these questions and answer them with confidence.

How long have you been a real estate agent?

Experience matters, but it's not the whole picture. Someone who's been licensed for 20 years might have spent most of that time doing it part-time, while a newer agent who's fully dedicated might have sharper market knowledge. What you're really looking for is relevant experience — someone who knows your market, your price range, and your type of transaction. In my case, I've spent over 25 years in real estate, with deep expertise specifically in Hamilton County and Boone County. But beyond the number of years, ask what they've been doing — not just how long.

How many clients do you typically work with at one time?

You want someone who's busy enough to be proven, but not so overloaded that you become just another file on their desk. If an agent is juggling 20 or 30 active clients at once, you have to wonder how much personal attention your listing is really getting. Ask about their team, their support staff, and how they manage their workload. I keep my client list manageable so I can give each seller the hands-on attention they deserve — because every home, and every homeowner, deserves that.

What is your list-to-sale ratio?

This is a big one, and not every agent will have this number at their fingertips — which tells you something in itself. Your list-to-sale ratio tells you how close an agent's listings sell to the original asking price. A strong ratio means the agent knows how to price homes accurately from the start, which is critical. Overprice a home and it sits. Underprice it and you leave money on the table. Ask for the number, and ask how it compares to the local market average.

How will you determine the right price for my home?

This is where you separate the professionals from the guessers. A good agent won't just pull up Zillow and call it a day. They should walk you through a comparative market analysis — looking at recent sales, active competition, neighborhood trends, and your home's specific features. Pricing strategy is both a science and an art, and it's one of the most important things your agent brings to the table. If someone throws out a number in the first five minutes without asking detailed questions about your home, that's a red flag.

What does your marketing plan look like?

In today's market, a sign in the yard and a listing on the MLS is not a marketing plan — it's the bare minimum. You want to hear about professional photography, video tours, targeted digital advertising, social media promotion, and a strategy for getting your home in front of the right buyers, not just any buyers. Ask them to be specific. What platforms do they use? How do they target buyers in your price range and neighborhood? What does their social media presence look like? Marketing is where your agent earns their commission, and you deserve to know exactly what you're getting.

Are you AI Certified to help write compelling property descriptions?

This is a question most sellers haven't thought to ask — but it's becoming increasingly important. AI-powered tools are transforming how homes are marketed, from writing detailed, compelling property descriptions to analyzing market trends and targeting the right buyer demographics. As the only AI Certified Agent™ in the Indianapolis area, I use cutting-edge AI tools to craft listings that stand out, reach more qualified buyers, and tell the true story of your home. If your agent isn't leveraging this technology, your home is at a disadvantage.

Can you provide references from past clients?

Any agent worth hiring should be happy to connect you with past clients who can speak to their experience. Don't just ask if they have references — actually follow up. Ask those references what the agent did well, what could have been better, and whether they'd hire them again. Online reviews are helpful too, but there's nothing like hearing from someone directly. You can also check my reviews and see why my clients consistently say things like, "Susan gave us the best advice and sold our house in the first 24 hours."

How will we communicate, and how often?

Miscommunication — or lack of communication — is one of the biggest complaints sellers have about their agents. Before you sign anything, make sure you're on the same page about how you'll stay in touch. Will it be phone calls? Texts? Weekly email updates? And how quickly can you expect a response? I check in with my sellers regularly, and I'm always just a call or text away. Your home sale shouldn't leave you guessing.

What separates you from other agents?

This is the question that really gets to the heart of it. You're not looking for a generic answer about "dedication" or "hard work" — everyone says that. You want to hear something specific. What's their unique approach? What tools do they use that others don't? What's their track record in your neighborhood? For me, it comes down to a few things: 25+ years of local expertise, specialized credentials in senior relocation (SRES) and negotiation (CREN), and a commitment to using the most advanced marketing technology available — including AI-powered strategies that most agents in our market simply don't have access to.

Can you recommend trusted service providers — inspectors, stagers, contractors?

A great agent doesn't just list your home — they connect you with a whole network of professionals who can help you prepare, present, and sell it. Ask if they have a vetted list of home inspectors, professional stagers, handymen, contractors, and title companies. Having those relationships ready to go can save you weeks of time and help you avoid costly mistakes. Over my career, I've built a trusted network of service providers across Hamilton County and Boone County, and I'm always happy to share those contacts with my sellers.

Experience Doesn't Always Equal Expertise

Here's something I want you to keep in mind: just because an agent has been around a long time doesn't automatically mean they're the right fit. And conversely, a newer agent with the right training, tools, and drive can outperform someone who's been coasting on their license for decades. The key is to ask the right questions — the ones I listed above — and really listen to the answers. Pay attention to how the agent responds. Do they seem confident and specific, or vague and defensive? Do they seem genuinely interested in your situation, or are they running through a script?

The right agent won't be offended by your questions. They'll welcome them. Because the right agent knows that a well-informed client is the best kind of client — and that trust is built through transparency, not pressure.

The Bottom Line: You Deserve More Than Just Anyone With a License

Selling your home is one of the biggest financial transactions of your life. You wouldn't hire a mechanic without asking if they know your car, and you shouldn't hire a real estate agent without asking if they know your market, your buyer pool, and the strategy it takes to get your home sold for the most money in the least amount of time.

I've spent over 25 years building my expertise right here in Hamilton County and Boone County. I hold specialized certifications in negotiation and senior relocation. And as the only AI Certified Agent™ in the Indianapolis area, I bring a level of marketing innovation that puts my clients' homes in front of more qualified buyers — faster. That's not just talk. That's the result of decades of experience combined with a genuine passion for doing things differently.

If you're thinking about selling your home and want to have a real conversation about what that process looks like — no pressure, no gimmicks, just honest advice — I'd love to hear from you.