Choosing a real estate agent might be one of the most important decisions you make in homebuying. A great agent helps you avoid costly mistakes, finds the right homes, and negotiates for you. A bad one costs you time, money, and stress.
So how do you tell the difference?
What to Look For
#1: Experience and Transaction Volume
Experience matters. An agent who handles a steady volume of transactions sees more inspections, appraisals, and negotiations, and learns from each one.
Ask:
- How long have you been in real estate?
- How many transactions did you close last year?
- How many were buyer-side vs. seller-side?
Compare the answers across the agents you interview.
#2: Local Market Knowledge
An agent who knows the specific area you’re shopping in is worth a lot. They should:
- Know HOAs, zoning, and which school attendance zones serve a given address
- Understand local price trends
- Know the inventory (What’s available? How fast are homes selling?)
- Have working relationships with other local agents, lenders, and inspectors
#3: Communication Style
You’ll be talking to this person a lot. Does their style match yours?
- Are they responsive (same-day calls and texts)?
- Do they listen or just talk?
- Are they pushy or collaborative?
- Do they explain things clearly?
#4: Process and Systems
A professional agent has a process:
- How do they find and track homes for you?
- What technology do they use?
- How do they handle offers and negotiations?
- What’s their timeline?
A good process means fewer mistakes and smoother closings.
Questions to Ask Potential Agents
When interviewing agents (talk to two or three before choosing), ask:
- “Walk me through your process as a buyer’s agent.” (Listen for clarity, systems, communication.)
- “Tell me about a deal where you saved a client money or solved a problem.” (Reveals their thinking.)
- “How do you stay current on the market?” (Market data, continuing education, tech.)
- “How would you handle an appraisal that comes in low?” (Tests problem-solving.)
- “How often will I hear from you?” (Sets expectations.)
- “Can I talk to three past clients?” (Non-negotiable. Call them.)
- “Which parts of the market do you know best?” (You want deep knowledge, not surface coverage.)
- “How do you handle multiple offers?” (Reveals strategy and negotiation strength.)
- “How are you paid, and what does your buyer agreement say?” (No surprises at closing.)
Red Flags to Avoid
- Pushy sales tactics (“You have to move fast or someone else will”). Pressure isn’t strategy.
- Doesn’t listen (You say “3-bedroom under $350K” and they show you 5-bedroom $400K homes).
- Vague process (“I’ll show you homes” is not a process).
- Unavailable (Takes a day or more to return calls, doesn’t respond to texts).
- Unfamiliar with the area (Can’t explain the market or the comps).
- No references, or won’t provide them (Huge red flag).
- Overpromises (“I can get you $20K off the price”). If it were that easy, the price would be lower.
- Pressure to use a particular lender (Compare options; it’s your choice).
Buyer’s Agent vs. Listing Agent vs. Dual Representation
Buyer’s agent (your agent)
- Represents you
- Paid according to your written buyer agreement (the seller may contribute)
- Looks out for your interests
- Must disclose any conflicts
Listing agent (the seller’s agent)
- Represents the seller
- Works to get the seller the best price and terms
- Can’t advocate for you
Dual representation (one agent represents both sides)
- In Virginia, allowed only with the written consent of both buyer and seller
- The agent can’t fully advocate for either side
- Understand exactly what you’re giving up before you agree
What to Expect from a Great Agent
A great buyer’s agent:
- Communicates promptly
- Knows your budget, timeline, and priorities
- Shows relevant homes (not wasting your time)
- Tells you which school attendance zones serve a home you’re considering and where to verify it
- Advises on market value before you offer
- Handles negotiations
- Protects you with the right contingencies
- Stays with you through closing
- Answers every question without judgment
Interview Process
- Call or email two or three agents
- Meet them (30 to 45 minutes)
- Ask the questions above
- Ask for three references
- Call the references
- Pick one
- Sign a written buyer agreement. Since August 17, 2024, MLS rules require one before an agent tours homes with you, in person or by live video. You do not need one just to walk into an open house. Read the term, the compensation, and how to end it.
This takes a week or two, and it can save you months of frustration.
Key Takeaways
- Look for real experience and a steady transaction history
- Deep local knowledge beats broad coverage
- Interview two or three agents and check references
- Avoid pushiness, poor communication, and conflicts of interest
- Understand exactly how your agent is paid before you sign
- You should feel heard, informed, and protected
Want to Talk?
If you’re looking to buy in Harrisonburg or Rockingham County, I’m happy to talk through your needs and my process. Call me at (540) 246-9067.
Frequently Asked Questions
Do I have to pay a buyer's agent?
It depends on your agreement. Buyer agent compensation is negotiable. A seller may offer to pay some or all of it, or you may agree to pay part of it yourself. Your written buyer agreement should spell out exactly how much your agent is paid and by whom, so read it before you sign.
What questions should I ask a potential agent?
Ask: How long have you been in real estate? How many transactions did you close last year? Which parts of the market do you know best? What's your process? How will we communicate? Can I talk to three past clients?
How do I know if an agent is a local expert or a part-timer?
Ask about their transaction volume, years in business, and the parts of the market they work in most. Then compare their answers across the agents you interview. For Harrisonburg and Rockingham County, you want someone who knows the local inventory and recent sales.
What are red flags to avoid?
Pushy sales tactics, not listening to your needs, no clear market strategy, slow responses, unprofessional communication, no references, and unfamiliarity with the area you're shopping in.
Should I use the listing agent to buy?
The listing agent represents the seller. In Virginia, one agent can represent both sides only with the written consent of both buyer and seller, and that agent can't advocate fully for either side. A dedicated buyer's agent works only for you.
Can I negotiate commission?
Yes. Commissions are not set by law and are negotiable on both the buying and selling side. Ask any agent you interview what they charge and what's included.