1. What's your pricing strategy, and what's your plan if we don't get offers?

Listen for: A concise explanation of their systematic, proven approach to pricing using current comparable sales, combined with on-the-ground knowledge of local housing inventory, and a clear, sound backup plan for non-performance. 

2. Tell me about three comparable homes you've recently sold. What was the original list price, the final sale price? Compare your results to other similar, nearby, recent sales.

Listen for: Specific addresses, a clear rationale for their initial pricing decisions, and actual, verifiable results. This demonstrates their true pricing expertise rather than inflated claims.

3. Tell me about your comprehensive marketing strategy and the budget for promoting my home. What specifically will build interest and competition?

Listen for: A detailed plan that includes professional photos, video, 3D tours, staging, broad syndication, targeted online ads, and a dedicated property page. This strong, professional marketing is what drives interest, competition, and ultimately, higher offers.

4. Describe your process for managing multiple offers. Can you walk me through a recent scenario where you maximized the final sales price?

Listen for: Evidence of a strategic offer management system designed to drive higher bids. Strong negotiation skills are crucial to protecting your bottom line and maximizing your profit.

5. What is your recent sales volume in this specific neighborhood, and what is your detailed profile of the typical buyer for this area?

Listen for: Recent, verifiable sales volume, clear insights into local demand, and a defined buyer profile. Neighborhood expertise directly informs and shapes your pricing and marketing strategy. 

6. Detail your support team and systems. Who, specifically, will be responsible for each stage of my listing, and what are their qualifications?

Listen for: A clear delineation of roles, team qualifications, and a commitment to consistent communication. You need to know the experience level of everyone involved in your sale. 

7. Describe your most challenging transaction from the last year. How did you resolve the issue, and may I contact that client for a direct reference?

Listen for: An honest example of problem solving, creative solutions, and a successful outcome, alongside a willingness to share a real client experience. This shows they thrive under pressure and find solutions quickly, as challenges are common in real estate.