Why Your Choice of Agent Matters More Than Ever
The real estate agent you work with can be the difference between a smooth, profitable transaction and a stressful, costly one. A skilled agent brings local market expertise, negotiation ability, and transaction management skills that directly impact your bottom line. A poor choice can lead to overpricing, missed opportunities, weak negotiations, and headaches that follow you well past closing day.
In 2026, choosing the right agent is more important than ever because of significant changes to how real estate commissions work. Following the landmark NAR settlement that took effect in August 2024, the rules around buyer agent compensation have fundamentally changed. Buyers are now required to sign a Buyer Representation Agreement before touring homes, and buyer agent compensation is no longer automatically offered through MLS listings. These changes give consumers more control and more responsibility in how they select and compensate their agents.
Whether you are buying or selling, taking the time to interview multiple agents, ask the right questions, and evaluate their track record will pay dividends throughout your transaction.
Understanding the New Commission Landscape
Before diving into how to choose an agent, it is essential to understand the commission changes that have reshaped the industry.
What Changed
Prior to the NAR settlement, seller-paid commissions were the universal standard. The seller would offer a total commission, typically five to six percent, which was split between the listing agent and the buyer’s agent. This compensation was published in the MLS listing, and buyers rarely thought about or negotiated their agent’s fee.
Under the new rules implemented in 2024, buyer agent compensation is no longer displayed in MLS listings. Sellers can still choose to offer compensation to buyer agents, and many do as a marketing strategy to attract more showings. However, buyers must now sign a written agreement with their agent before touring properties, and that agreement must clearly disclose how much the agent will be paid and by whom.
What This Means for Buyers
As a buyer, you now have more transparency and negotiating power regarding agent fees. You can negotiate the amount you pay your agent, whether that is a percentage of the purchase price, a flat fee, or an hourly rate. You can also negotiate for the seller to cover your agent’s compensation as part of the purchase agreement.
The key is to understand the fee structure before you commit. Ask prospective agents exactly what they charge, what services are included, and what happens if the seller does not offer compensation. A good agent will explain these dynamics clearly and help you navigate the options.
What This Means for Sellers
Sellers still have the option to offer buyer agent compensation as a marketing incentive. Properties that offer compensation tend to attract more showings and buyer interest, which can lead to faster sales and stronger offers. However, sellers are no longer required to offer compensation through the MLS, giving them more control over their transaction costs.
When interviewing listing agents, ask about their strategy for addressing buyer agent compensation in the current environment. A knowledgeable agent will have a clear recommendation based on your market conditions and pricing strategy.
How to Find Agent Candidates
Start your search with multiple sources to build a strong pool of candidates.
Personal Referrals
Ask friends, family, neighbors, and coworkers who have recently bought or sold a home for recommendations. Personal referrals are valuable because you can ask detailed questions about the experience, the agent’s communication style, and how they handled challenges. However, do not hire someone solely based on a referral without doing your own evaluation.
Online Research
Check agent profiles on real estate platforms that show transaction history, reviews, and specializations. Look for agents with consistent activity in your target area and price range. Pay attention to the volume and recency of reviews, and note how agents respond to negative feedback.
Open Houses
Attending open houses in your target neighborhoods lets you observe agents in action. How do they present the property? How knowledgeable are they about the local market? How do they interact with potential buyers? An open house gives you a preview of an agent’s professionalism and interpersonal skills.
Brokerage Referrals
Contacting reputable local brokerages and asking for their top agents in your area is another approach. Brokerages typically know which agents have the strongest track records and can match you with someone suited to your needs.
Essential Questions to Ask Every Agent
Interview at least three to five agents before making your decision. Ask the same questions to each so you can make a meaningful comparison.
Experience and Track Record
How many transactions have you closed in the past twelve months? An active agent who closes at least ten transactions per year has current market experience and established relationships with other agents, lenders, and service providers. Ask specifically about transactions in your target area and price range, because an agent who primarily works in a different part of town or a different price bracket may not have the relevant expertise.
How long have you been a licensed agent? The typical real estate agent has about ten years of experience. While experience is not everything, agents who have worked through different market cycles tend to handle unexpected challenges more effectively.
Local Market Knowledge
What do you think my home is worth, and how did you arrive at that number? For sellers, this question tests whether the agent has done their homework. A strong listing agent will present a detailed comparative market analysis with recent comparable sales, active listings, and market trend data. Be cautious of agents who quote an unrealistically high price to win your listing, a practice known as buying the listing, which often leads to price reductions and extended time on market.
What is the average days on market in my neighborhood? An agent who knows this number off the top of their head is actively engaged in your local market. One who has to look it up may not have the depth of local knowledge you need.
Marketing and Strategy
Walk me through your marketing plan for my home. For sellers, marketing is critical. A strong plan should include professional photography, virtual tours, social media promotion, print marketing, broker outreach, and a pricing strategy. Agents who rely solely on putting a sign in the yard and entering the listing in the MLS are not providing the level of service you deserve.
How will you help me compete in this market? For buyers, ask how the agent plans to help you stand out in competitive situations and identify opportunities in your price range. A good buyer’s agent should be proactive in identifying new listings, have established relationships with listing agents, and bring creative offer strategies to the table.
Communication and Availability
How will you keep me updated throughout the process? Communication breakdowns are one of the most common complaints about real estate agents. Establish expectations upfront about how often you will hear from your agent, what format updates will take (phone, text, email), and how quickly they respond to inquiries.
Do you have a team, or will I work with you directly? Some agents operate as part of a team where you may interact primarily with assistants or showing agents rather than the agent you initially interviewed. There is nothing inherently wrong with a team structure, but you should know what to expect and who your primary point of contact will be.
Compensation and Agreements
What is your commission or fee structure? In the post-settlement environment, this question is more important than ever. Ask for a clear explanation of what you will pay, what services are included, and whether the fee is negotiable. Compare fee structures across agents, but do not make your decision based solely on who charges the least. A skilled negotiator who charges a fair fee will typically deliver more value than a discount agent.
What are the terms of your representation agreement? Review the agreement carefully before signing. Look for a reasonable initial term of thirty to ninety days, clear termination rights if the relationship is not working, and a full disclosure of compensation arrangements. A reputable agent will welcome your questions about the agreement and explain every provision.
Red Flags to Watch For
Certain behaviors should raise concerns during the interview process.
An agent who quotes an unrealistically high listing price without comparable data to support it may be trying to buy your listing. You will likely end up with extended market time and eventual price reductions.
An agent who pressures you to sign a representation agreement immediately without giving you time to review the terms may not have your best interests in mind. A confident agent is comfortable giving you time to make an informed decision.
An agent who cannot clearly explain the commission changes or seems confused about buyer representation agreements may not be up to date on industry practices. Given how fundamental these changes are, any agent who is not well-versed in the new landscape raises questions about their overall competence.
An agent who does not ask you questions about your needs, timeline, and concerns is likely more interested in the transaction than in serving you well. The best agents listen more than they talk during the initial meeting.
Buyer’s Agent vs. Listing Agent: Different Skills
The skills that make a great buyer’s agent are not identical to those that make a great listing agent.
A strong buyer’s agent excels at property identification, offer strategy, and protecting your interests during inspections and negotiations. They need to be responsive, patient, and willing to show you homes on your schedule. They should have strong analytical skills to help you evaluate properties objectively.
A strong listing agent excels at pricing strategy, marketing, and managing the sale process to maximize your net proceeds. They need to be proactive, skilled at presentation, and able to generate buyer interest through effective marketing. They should have a proven track record of selling homes near or above asking price.
Some agents are excellent at both, while others specialize. Consider what type of transaction you are involved in and seek an agent whose strengths match your needs.
Evaluating Agent Performance After Hiring
Once you have selected an agent, monitor their performance against the expectations you established during the interview process. Are they communicating as promised? Are they following through on the marketing plan they presented? Are they providing market updates and feedback from showings?
If your agent is not meeting expectations, address concerns directly and promptly. A professional agent will appreciate honest feedback and make adjustments. If the issues persist and your representation agreement includes termination provisions, you may need to consider a change.
The Value of a Good Agent
In a transaction involving hundreds of thousands of dollars, the difference between a good agent and a mediocre one can easily amount to tens of thousands of dollars in your pocket. A skilled listing agent who prices correctly, markets effectively, and negotiates firmly can sell your home faster and for more money. A skilled buyer’s agent who knows the market, writes strong offers, and negotiates repairs can save you significant money and protect you from costly mistakes.
Take the time to interview, evaluate, and choose wisely. The agent you select will be your partner through one of the biggest financial decisions of your life, and that partnership is worth getting right.