Why Interviewing Realtors Could Be a Bad Idea

Why Interviewing Realtors Could Be a Bad Idea

If you mention you are selling your home, someone will inevitably tell you to “interview multiple agents.” It has become standard advice. Real estate websites, consumer guides, and well-meaning friends all recommend it.

But here is the problem: most people do not know what they are evaluating when they interview a Realtor.

You would not interview your dentist by asking how confident they feel about dental work. You would not choose your mechanic based on whether you like their personality or the car they drive. You would not pick your accountant because they responded to your text message within five minutes.

So why do buyers and sellers often treat one of the largest financial decisions of their lives like a dating contest?

The issue is not due diligence. Due diligence is essential. The issue is bad due diligence: relying on emotional criteria, superficial signals, or generic online checklists instead of verifying professional competence.

In my experience, the Realtor interview process often encourages weaker Realtors to tell clients what they want to hear. It can also push experienced Realtors away from clients who seem unrealistic, distrustful, or difficult to work with.

Where Did the Realtor Interview Idea Come From?

The “interview multiple agents” advice has been around for years. The idea is well-meaning: empower consumers to compare Realtors before making an important decision.

In theory, that makes sense. In practice, it assumes consumers can evaluate professional competence from a conversation.

Most buyers and sellers do not have that skill set. They may sell a home once every decade. They may have never bought property before. They may not know what strong negotiation looks like. They may not know how to assess pricing strategy. They may not know the difference between broad real estate experience and a narrow sales pitch.

The mainstream advice sounds smart, but it can lead consumers to make decisions based on confidence, charisma, comfort, and presentation instead of competence. For a more traditional comparison approach, you can also read this guide on how to choose a Calgary Realtor.

The Problem: Most People Do Not Know What They Are Evaluating

When buyers and sellers interview Realtors, they often rely on emotional criteria:

• Do I like them?
• Are they confident?
• Do they make me feel comfortable?
• Do they tell me what I want to hear?

Or they judge based on superficial indicators:

• What car do they drive?
• How do they dress?
• Do they seem successful?
• How quickly do they respond to my texts?

These are weak ways to judge someone who is guiding you through a major financial transaction.

Real estate is not a dating exercise. You are hiring someone to provide honest pricing advice, negotiate intelligently, market your home effectively, protect your interests, and tell you when your expectations are unrealistic. You need competence, judgment, experience, and professional courage, not a cheerleader or yes-person.

Too often, buyers and sellers choose the Realtor who makes them feel good instead of the Realtor who is most likely to help them make a good decision.

Why “Do I Like Them?” Is Not Enough

Liking your Realtor is nice. It is easier to work with someone you get along with. But likeability is not a professional qualification.

Some weak Realtors are extremely likable. They are friendly, accommodating, and tell you exactly what you want to hear. They will list your home at whatever price you suggest, even if the market does not support it. Or write an offer on any house without doing due diligence. They will avoid uncomfortable conversations. They will make you feel comfortable right up until your home sits on the market with no meaningful activity.

The best Realtors will tell you what you need to hear, not only what you want to hear. They will push back on overpricing. They will tell you when your expectations are unrealistic. They will recommend improvements that may cost money. They will not always make you comfortable, but they should help you make a better decision.

If you prioritize likeability over competence, you risk hiring a Realtor who will let you make expensive mistakes.

Generic Google Checklists Can Create False Confidence

If you search “questions to ask a Realtor,” you will find dozens of checklists. They usually include questions like:

• How long have you been in real estate?
• How many homes have you sold?
• What is your marketing plan?
• How will you communicate with me?
• What is your commission?

These are not bad questions. The problem is that you may not know how to evaluate the answers.

A Realtor can say, “I have an aggressive marketing plan that includes professional photography, social media promotion, and email campaigns.” It sounds impressive. But does that marketing plan actually work? Do they have evidence? Do they understand pricing strategy, or are they using marketing language to compensate for weak market analysis?

A Realtor can say, “I have sold a lot of homes.” That sounds successful. But were those homes priced correctly? How long did they sit on the market? Were they listing-side sales, buyer-side sales, team sales, or brokerage sales? Did the Realtor personally lead the strategy?

Generic checklists create false confidence. You feel like you have done your homework because you asked the questions. But if you do not know what a good answer sounds like, you are still guessing.

What Happens When You Tell a Realtor You Are Interviewing Them

When you tell a Realtor, “I am interviewing you,” it changes the dynamic.

Weak Realtors may shift into performance mode. They may tell you what you want to hear. They may quote a high listing price to impress you. They may promise fast results. They may agree with everything you say. Their goal becomes winning the interview, not necessarily giving you the best advice.

Experienced Realtors may become cautious. If you come across as someone who will micromanage every decision, question every recommendation, or treat the relationship as adversarial, strong Realtors may choose not to engage. They know that difficult client relationships can lead to bad outcomes, negative reviews, and wasted time.

The interview format can reward performance over substance. It can favour Realtors who are good at selling themselves, not necessarily Realtors who are good at selling homes.

Experienced Realtors Are Interviewing You Too

Here is something many buyers and sellers do not realize: experienced Realtors are also evaluating you.

Strong Realtors want to work with clients who are realistic, respectful, and willing to follow a strategic plan. They want clients who understand that buying or selling a home requires patience, pricing discipline, negotiation judgment, and sometimes uncomfortable decisions.

If you present yourself as someone who will ignore pricing advice, reject preparation recommendations, or demand constant updates every few hours, they may choose not to work with you. That is not personal. It is professional.

The best client-Realtor relationships are based on mutual respect and shared expectations. If your interview approach signals that you do not trust professional judgment, you may attract Realtors who will simply tell you whatever you want to hear.

The Wrong Interview Can Attract the Wrong Realtor

If your criteria for choosing a Realtor are weak, you may attract the wrong Realtor.

If you judge Realtors based on confidence, charm, or promises, you may attract Realtors who are good at making promises, not necessarily delivering results.

If you make it clear that you want someone who will list your home at the price you want instead of the price the market supports, you may attract someone willing to overprice your listing to get your business. Your home can sit, become stale, and eventually sell for less than it might have if it had been positioned correctly from the beginning. Overpricing is one of the most common ways sellers lose momentum.

Strong Realtors may walk away from clients who seem unrealistic or adversarial. Weak Realtors may tell you what you want to hear to get the listing.

Responsiveness Is Not the Same as Competence

One of the most common criteria buyers and sellers use is responsiveness. “How quickly do you respond to calls and texts?” It is a reasonable question. You want a Realtor who communicates well.

But responsiveness alone is not competence.

A Realtor with very few active clients may be highly responsive because they are not busy. They can answer your text within two minutes because they have nothing else to do. That does not automatically mean they are good at the job.

Experienced Realtors are often busy because they are actively working. They should still be reasonably responsive, but they are not 911 dispatchers. A reasonable response standard, especially for non-urgent matters, is not the same as instant access at all hours.

You are not hiring a Realtor to be your personal assistant or text buddy. You are hiring them for judgment, strategy, negotiation skill, pricing honesty, experience, and problem-solving. Responsiveness matters, but it should not be your main measure of competence.

What You Should Verify Instead

Instead of interviewing Realtors like you are hiring for a popularity contest, verify them like you are checking the credentials of a professional.

1. Referrals

Did someone you trust refer this Realtor? Personal referrals from people who have worked with the Realtor carry more weight than a polished interview answer.

2. Reviews and Testimonials

What do past clients say? Look for consistent, credible reviews that mention communication, honesty, negotiation, pricing advice, patience, and results. Real client reviews reveal patterns that an interview cannot uncover. You can also read this guide on how to rate and evaluate a real estate agent more thoughtfully.

3. Experience

How long have they been working in real estate, and are they full-time? Part-time Realtors are not automatically bad, but full-time professionals usually have more day-to-day exposure to negotiations, market shifts, pricing challenges, contract issues, inspection concerns, and client problem-solving.

4. Broad Calgary Market Experience

A well-rounded Realtor can be more valuable than someone who is stuck in one narrow niche, one building type, or one community. Hyper-local knowledge can help, but real estate decisions often require broader judgment. Buyers and sellers benefit from a Realtor with experience across different communities, property types, price ranges, and market conditions throughout Calgary.

You want someone who can compare detached homes, condos, townhomes, inner-city properties, suburban communities, older homes, newer builds, buyer behaviour, seller expectations, and shifting market conditions. A Realtor with broader city-wide experience may see risks and opportunities that a narrow specialist can miss.

5. Track Record

What is their actual track record? How many transactions have they completed? What types of homes have they sold? Do they have enough experience to handle difficult negotiations, pricing problems, inspection concerns, financing issues, and changing market conditions?

6. Pricing Honesty

Will they tell you if your pricing expectations are unrealistic? Or will they list your home at whatever price you suggest to get your business? Pricing honesty is one of the most important factors in a successful sale.

7. Communication Standards

What are their communication expectations? It is reasonable to ask how they prefer to communicate and what response time is realistic. But do not confuse instant availability with competence.

8. Ability to Provide Uncomfortable Advice

Will they tell you what you need to hear, or only what you want to hear? The best Realtors will push back on unrealistic expectations, even if it makes the conversation uncomfortable.

9. Useful Designations and Added Expertise

Instead of asking the obvious question of whether someone is licensed to act as a Realtor, ask whether they have any additional designations, certifications, training, or specialized knowledge that actually add value to your situation. The point is not to collect letters after someone’s name. The point is to understand whether their additional education helps you make better decisions.

For example, a useful designation or area of added expertise may help with negotiations, seniors, condos, investment properties, relocation, marketing, pricing strategy, or complex transactions. Ask what they have learned and how it benefits you in practical terms.

10. Value Beyond the Transaction

Does the Realtor add value beyond simply opening doors or placing a listing on MLS®? This is where commission structure, strategic advice, broad real estate knowledge, negotiation ability, market interpretation, and professional connections matter.

A strong Realtor should be able to connect you with trusted mortgage brokers, home inspectors, lawyers, tradespeople, cleaners, photographers, staging advice, repair contacts, and other professionals when needed. They should understand more than one topic. They should be able to guide you through pricing, preparation, negotiation, offer strategy, inspection concerns, financing timelines, market data, and resale risk.

This is also where fee structure matters. The cheapest Realtor is not automatically the best, but neither is the most expensive. The better question is: what value are you receiving for the commission you are paying?

Better Criteria for Choosing a Realtor

If you do meet with Realtors, focus on verification instead of interrogation. Here is how to reframe your evaluation:

How to Have a Smarter Realtor Conversation

If you do meet with Realtors before choosing one, approach the conversation as verification, not interrogation.

Instead of asking, “How responsive are you?” ask, “What communication standard should I expect during the process?”

Instead of asking, “Do you know my community?” ask, “How would you compare my property against competing options across Calgary, not just in this neighbourhood?”

Instead of asking, “What is your marketing plan?” ask, “Can you show me examples of your past marketing and explain how it supported the pricing strategy?”

Instead of asking, “What is your commission?” ask, “What value do you provide for your fee, and how does your service help protect my outcome?”

Instead of asking, “What do you think of my pricing idea?” ask, “What if I want to list higher than your recommendation? How will you handle that?”

That last question matters. A strong Realtor may tell you, “If you insist on overpricing, I will explain why it is risky, and if we cannot agree on a strategy, I may not be the right fit.” A weak Realtor may say, “No problem, we can list it wherever you want.”

Observe how they answer. Do they provide evidence, or just confidence? Do they seem willing to challenge your assumptions, or do they immediately agree with everything you say?

How Erick Dillmann Approaches Client Fit and Honest Advice

I have worked as a full-time Calgary REALTOR® for many years and have helped hundreds of buyers and sellers through different market conditions. I have learned that the best client relationships are built on honesty, realistic expectations, and mutual respect.

I do not tell clients only what they want to hear. I tell them what they need to hear. If your pricing expectations are too high, I will explain why and show you the market evidence. If your home needs preparation before listing, I will say so. If your timeline is unrealistic, I will be honest about it.

That does not mean the relationship should feel cold or impersonal. Connection matters. Trust matters. Communication matters. But those should support competence, not replace it.

You can read more about my approach here, or review how 2% Realty works if you want to understand the full-service, lower-commission model behind the service. Brokerage reputation and service model matter, but they should be evaluated alongside the Realtor’s experience, honesty, and judgment.

I am also evaluating whether we are a good fit. I want to work with clients who trust professional judgment, follow strategic advice, and are realistic about the market. If you are looking for a Realtor who will simply agree with everything you say, I may not be the right fit.

FAQ

So I should not interview Realtors at all?

You should verify them, not interrogate them. Meeting a Realtor can be useful, but the conversation should focus on evidence, not emotion. Check referrals, reviews, track record, service value, pricing honesty, and professional judgment.

What if I do not know anyone who can refer a Realtor?

Start with online reviews and testimonials. Look for consistent patterns from past clients. Then verify experience, full-time practice, transaction history, local knowledge, and whether the Realtor gives clear, realistic advice.

Is it smart to compare multiple agents before choosing?

Comparing can be smart if you compare the right things. Do not compare confidence, charm, or who tells you the highest price. Compare evidence: reviews, experience, results, advice quality, service value, and whether the Realtor is willing to tell you the truth.

What if a Realtor will not answer my questions?

If a Realtor will not explain their process, track record, service value, communication standards, or pricing logic, that is a concern. A professional should be able to explain how they work and what value they provide.

How do I know if a Realtor is telling me what I want to hear?

Ask for evidence. Ask what they would do if you disagreed with their pricing recommendation. Ask what risks they see in your plan. A strong Realtor will be willing to challenge unrealistic assumptions. A weak Realtor may agree with everything to get the business.

Can I still ask interview questions?

Yes, but frame them as verification questions, not performance questions. Ask for examples, reasoning, track record, referrals, and proof of value. Do not rely only on confidence, responsiveness, likeability, or generic checklist answers.

Final Takeaway

Interviewing Realtors can be a bad idea if you do not know how to evaluate professional competence. Too many buyers and sellers judge Realtors based on likeability, instant responsiveness, superficial signals, or generic checklist answers instead of factual professional metrics.

The better approach is to verify, not interrogate. Check referrals, reviews, testimonials, track record, full-time experience, broad Calgary market knowledge, pricing honesty, useful designations, service value, professional connections, and willingness to tell you what you need to hear.

Real estate is one of the largest financial decisions you will make. Choose your Realtor based on evidence, judgment, and value, not emotion alone.

If you are ready to work with a Realtor who prioritizes honest advice, realistic pricing, and proven results, start with a free home evaluation.