Introduction
Buying or selling a home is probably the largest financial decision you'll make this decade, and who you choose to guide you through it matters almost as much as the decision itself. The right agent brings clarity to pricing, organizes an overwhelming process, and cuts down on the stress that comes with negotiating one of your biggest assets.
Choose poorly, though, and the consequences show up fast. A home priced too high sits on the market and loses buyer interest. A weak negotiator leaves money on the table. Unclear communication turns a routine closing into a scramble, and fuzzy contract terms can derail a transaction entirely.
Finding the right fit isn't about picking the most visible name in your neighborhood or the agent who promises the highest sale price. It's a comparison process: define what you need, compare qualified candidates, ask pointed questions, verify what they tell you, and read the representation agreement closely before signing anything.
Key Takeaways
- Match an agent's recent transactions to your property type, price range, and target community
- Interview at least two or three licensed agents before committing to one
- Request a written CMA and marketing plan when selling; clarify offer and inspection handling when buying
- Review compensation, contract length, and termination terms before you sign anything
What Does a Real Estate Agent or REALTOR® Do?
A real estate agent is a state-licensed professional who helps clients buy, sell, or navigate a property transaction. Their work covers pricing guidance, property searches, showings, offer negotiation, paperwork, and closing coordination.
Not every agent carries the same title:
- A buyer's agent represents the buyer's interests exclusively
- A listing agent (or seller's agent) represents the seller
- A broker holds an additional license and, in states like New York, supervises the salespersons working under them
- A REALTOR® is a membership designation tied to the National Association of REALTORS® and its Code of Ethics, not automatic proof that one licensed professional will serve you better than another
Agency relationships also vary by state and transaction. Some states allow dual agency, where one broker represents both sides, or another form of neutral representation. Before you sign anything, ask in writing exactly whom the agent represents and what duties they owe you.
Why Hiring the Right Agent Matters
Professional guidance translates into practical results:
- Realistic pricing based on actual comparables
- Neighborhood insight beyond a drive-by impression
- Stronger offer or counteroffer strategy
- Smoother coordination with lenders, inspectors, and attorneys
Those pieces working together are what keep closings from falling apart at the last minute.
In its most recent housing survey, covering transactions from July 2024 through June 2025, 88% of buyers purchased through an agent or broker and 91% of sellers used one, according to NAR's 2025 report.
Among first-time buyers, 76% said their agent helped them understand the process, which matters if you've never navigated a purchase contract before.
The best fit depends heavily on your situation:
- A first-time buyer usually needs education and step-by-step support more than market sophistication
- A downsizing or estate seller may prioritize an agent skilled at valuation, paperwork, and managing a sale from a distance
- A move-up family needs someone who can coordinate a sale and a purchase without a timing gap leaving them without a home or juggling two mortgages
There's no single "best" agent. There's only the agent whose experience and working style line up with what you're actually trying to accomplish.
What to Consider When Choosing the Best Real Estate Agent
The goal isn't to hire the most visible agent on a bus-stop bench ad or the one promising the highest sale price. It's to find a licensed professional whose experience, communication style, and strategy fit your transaction.
Build a shortlist from personal referrals, local brokerage websites, your state's license database, open houses, recent comparable listings, and review platforms. Treat every referral, even from a trusted friend, as a starting point that still needs verification.
Local and Relevant Market Experience
Ask candidates how many transactions they've closed recently in your specific community, property type, and price range. "I know the area" isn't an answer, it's a sales pitch. Ask for addresses, sale prices, and timelines instead.
Local knowledge includes more than familiarity with street names:
- Recent comparable sales, not listings from two years ago
- Neighborhood conditions and current inventory levels
- School or municipal boundaries where they affect value
- Commute patterns and property-specific concerns like flood zones or well water
In Western New York, needs differ block by block. A buyer searching Amherst or Clarence is often weighing school districts and new construction, while someone looking in Buffalo's city neighborhoods may care more about historic housing stock and walkability.
Orchard Park, Lancaster, Depew, and Cheektowaga each carry their own pricing patterns and buyer demand, so ask for evidence specific to the one you care about.
Experience That Fits the Client's Situation
Buyers and sellers need different things from an agent. Buyers need search strategy, property evaluation, offer preparation, inspection guidance, and negotiation support. Sellers need accurate valuation, preparation advice, marketing execution, showing coordination, and offer analysis.
Specialized situations call for specific experience:
- First-time purchases requiring extra explanation of contracts and financing
- Move-up transactions that require coordinating a sale and purchase simultaneously
- Downsizing sales involving decades of belongings and sentimental attachment
- Inherited or estate properties with multiple heirs or probate timelines
- Relocation purchases made partly or entirely from out of state
Ask candidates for examples that match your exact situation, not a generic success story. Designations and continuing education can be useful signals, but weigh them alongside recent results, references, and communication style, not just the letters after someone's name.
Communication, Availability, and Team Structure
Ask how often you'll get updates, which channels the agent uses, and how quickly they typically respond during an active negotiation. A slow response during a multiple-offer situation can cost you the house.
Clarify the team structure too:
- Will you work directly with the named agent, or mostly with a transaction coordinator?
- Who covers showings or urgent questions when the primary agent is unavailable?
- Is after-hours support available by text, email, or phone?
Team support can be a genuine advantage when responsibilities are clearly defined and nobody drops the ball during a handoff. Pay attention to how a candidate listens during your first conversation, too. Do they explain unfamiliar terms plainly? Do they respect your pace, or push toward a decision you're not ready to make?
Questions to Ask a Buyer's Agent
Before touring homes together, most agents will ask you to sign a written buyer agreement. Since August 17, 2024, agents following NAR's updated rules need that agreement in place before an in-person or live virtual showing, though browsing an open house on your own doesn't require one.
Before signing, ask:
- How will you identify suitable homes and arrange showings around my schedule?
- How do you evaluate comparable sales to help me judge a fair offer?
- How do you handle multiple-offer situations, appraisal gaps, and repair negotiations after inspection?
- What services, geographic area, and duration does this agreement cover?
- How is your compensation structured, and is it negotiable?
- What happens if I want to cancel, or the agreement expires?
A good buyer's agent keeps your budget and priorities central through every negotiation, not just through the initial search.
Questions to Ask a Listing Agent
A seller's interview should start with the numbers. Ask for a comparative market analysis that explains the recommended list price using relevant sold, active, and pending properties in your actual neighborhood. Be wary of any agent who wins your business by promising the highest number without backing it up.
Require a written marketing plan covering:
- Listing preparation and staging recommendations
- Professional photography and, where appropriate, virtual tours
- MLS distribution and online exposure
- Showing coordination and open houses
- Outreach to buyer's agents in the area
- A plan for reviewing strategy if the home doesn't attract interest within a set period
Also ask how the agent will evaluate incoming offers, negotiate terms, communicate feedback after showings, and manage the timeline through closing.
Licensing, Reviews, References, and Red Flags
Verify every candidate's active license through your state's real estate regulator. In New York, that means searching the eAccessNY license database by name or license number. Licensing verification confirms legal eligibility, not overall quality, so don't stop there.
Read detailed reviews across more than one platform, and contact recent references who had goals similar to yours. Ask references specifically about:
- Responsiveness during negotiations
- Honesty about pricing and trade-offs
- Problem-solving when something went wrong
- Whether they'd hire the agent again
Watch for warning signs: pressure to sign an agreement immediately, unrealistic pricing promises with no comparable sales to back them up, vague answers about representation or compensation, poor responsiveness before you've even signed anything, and dismissive answers to difficult questions.
Compensation and Representation Agreements
Agent compensation isn't fixed by law and varies by transaction, service arrangement, and local practice. Don't assume a flat percentage applies everywhere. Confirm the structure in writing, since any fee listed in a buyer agreement has to be clear and specific, not open-ended.
Before signing, review the agreement for:
- Services the agent will actually provide
- Compensation amount or method, and who pays it
- Duration and geographic scope
- Exclusivity terms
- What happens if the transaction doesn't close
Ask questions before you sign. For high-stakes or confusing provisions, it's reasonable to get a qualified real estate attorney's opinion. A verbal promise from an agent doesn't override what's written in the contract.
How Carol Klein - Century 21 Northeast Can Help
If you're buying or selling anywhere in Western New York, Carol Klein - Century 21 Northeast built its process around the questions above. The team supports buyers, sellers, first-time purchasers, and property owners with local market guidance, valuations, marketing, negotiation, and transaction support from the first conversation through closing.
A consultation is a good place to start, not a commitment. You can talk through your goals, target communities, timing, and any property-specific circumstances, and get a feel for the team's communication style before deciding if it's the right fit.
Carol Klein is the Owner and Principal REALTOR®, and the team includes licensed professionals Adrianne Brautlacht (Director of Operations), Tyler Ehde, Kathryn "Katie" Slaiman, and Casey Fitzpatrick, along with operational support to keep transactions organized.
As of 2025, the team reports a top-three ranking among roughly 3,500 agents in Western New York and a five-star average rating from 205 clients.
Specific services connect to specific situations:
- First-time buyers get step-by-step guidance through search, offers, and closing
- Move-up families get coordinated support for selling and buying at the same time
- Homeowners curious about value get a market-informed valuation, not just a guess
- Relocating buyers get local context on neighborhoods they can't easily visit in person
- Estate sellers get an organized listing process during an already difficult time
One client, Paul Thauer, compared several agents before listing his Grand Island home. Carol sold it within eight days after multiple offers, for thousands over asking.
Another seller, Bradley K., credited the team's overall marketing plan with helping his home sell well over asking price.
If you're searching for a home or considering a sale anywhere from Buffalo to Orchard Park, Lancaster, Amherst, or the surrounding communities, contact Carol Klein - Century 21 Northeast for a buyer consultation, seller strategy session, or a home valuation.
Conclusion
Finding a good real estate agent is a comparison process, not a decision you make based on a friend's recommendation, an online ranking, a commission discussion, or whoever suggests the highest sale price. Each of those is a data point, not an answer.
Prioritize these factors before you commit:
- Relevant local experience
- Clear communication
- Ethical representation
- A strategy backed by evidence
- Real negotiation skill
- A contract you understand before signing
Your next step is practical:
- Define what you're trying to accomplish
- Interview a few qualified candidates
- Verify their claims against references and license records
- Choose the person whose plan and working style give you the most confidence on closing day
Frequently Asked Questions
What percentage do real estate agents typically charge?
There's no fixed, universal percentage. Compensation is negotiable and depends on the services provided, the transaction, and local practice, so confirm the exact amount and method in your written agreement.
How much does a real estate agent make on a $300,000 house?
It depends on the negotiated compensation structure, whether the agent represents the buyer or seller, and how their brokerage split works. Ask for the specific terms in writing before you sign anything.
How do I find a good real estate agent?
Start with referrals, then verify each candidate's license, review recent local transactions, and read reviews across more than one platform. Interview a few agents and compare their communication style and written plan against your goals.
What should I avoid saying to a real estate agent?
Don't misrepresent your finances, hide material issues with a property, or disclose the maximum you're willing to pay or accept during negotiations. Honest, relevant communication protects you far more than guarded answers.
What is the golden rule for realtors?
Ethical practice centers on honesty, fairness, and respect, treating others the way you'd want to be treated, while putting a client's informed interests ahead of improper personal gain.
What is the hardest month to sell a house?
There isn't one universal answer. Seasonality varies by local market, property type, weather, and current inventory, so ask your agent for current, local evidence instead of relying on a generic rule.
