Introduction
The agent you hire shapes almost everything that happens next: which homes you see, how your offer gets positioned, how a listing gets priced, and whether the deal actually reaches the closing table. Get the fit wrong, and you're stuck with mismatched expertise during the most expensive transaction of your life.
Buyers and sellers face real stakes here. Money, time, contract deadlines, and clear communication all hinge on choosing someone whose experience matches your specific situation.
According to NAR's 2025 Profile, 88% of buyers and 91% of sellers completed their transactions with an agent or broker.
This guide breaks down how to compare credentials, local knowledge, service scope, fees, and communication style so you pick the right person for your transaction.
Key Takeaways
- Agents offer market guidance, negotiation support, and transaction coordination, but fit depends on your specific goals
- Compare candidates on relevant experience and communication habits, not just sales volume or commission rate
- Buyers should understand buyer-agent compensation terms before signing any representation agreement
- Sellers should request a defensible comparative market analysis and a specific written marketing plan
- Confirm current state requirements, since disclosures and compensation rules vary by location
What is a Realtor or Real Estate Agent?
A real estate agent is a state-licensed professional who helps clients buy, sell, or lease property. Licensing requirements differ by state. In New York, for example, a salesperson must work under a supervising broker and can't operate independently.
"REALTOR®" is a membership designation, not a state license. Agents who join the National Association of REALTORS® agree to its Code of Ethics, which sets professional conduct standards. Not every licensed agent is a REALTOR®, and the title alone doesn't guarantee better results than a non-member agent with strong local experience.
Who Does What in a Transaction
These roles are easy to mix up:
- Buyer's agent: represents the buyer's interests and negotiates purchase terms on the buyer's behalf
- Listing agent (seller's agent): represents the seller and works to secure a buyer on terms the seller finds acceptable
- Broker: holds additional licensing and supervises the brokerage's salespeople and transactions
- Brokerage: the licensed firm itself, which may employ multiple agents working under one supervising broker
Knowing who represents whom matters before you share financial details or negotiation strategy with anyone in the transaction.
Why Hire a Real Estate Professional?
For buyers, an agent typically helps with the path to closing:
- Defines search criteria and flags suitable listings before they get competitive
- Prepares offers and negotiates terms
- Keeps inspection and financing milestones on track through closing
For sellers, the work looks different:
- Pricing guidance and a marketing plan
- Showing management and offer comparison
- Negotiation and coordinating the file through closing
One thing an agent doesn't do: replace specialists. A lender handles financing, a home inspector evaluates condition, an appraiser determines value for lending purposes, and an attorney addresses legal questions where state law requires one. Agents typically coordinate with these professionals rather than performing their work.
Agent-Assisted vs. FSBO
For-sale-by-owner sales hit an all-time low of just 5% in the latest annual data, with FSBO homes posting a lower median sale price than agent-assisted homes, according to NAR's 2025 coverage.
That gap reflects two different sets of homes being sold, not proof that an agent alone adds that exact dollar amount. Still, the trade-offs are real:
- Time: FSBO sellers handle showings, calls, and paperwork themselves
- Marketing reach: Agents typically list on the MLS, which syndicates to major search portals
- Negotiation: An experienced agent has handled more offer scenarios than a one-time seller
- Paperwork: Disclosure forms and contract contingencies carry legal weight
Neither approach is automatically "best." It depends on your time, experience, and comfort with the process.
What to Consider When Hiring a Realtor or Real Estate Agent
Look for an agent whose experience, services, and communication style match your property and your goals. Highest sales volume or the lowest fee alone does not mean the best fit.
Interview at least two or three candidates where practical. Before each conversation, write down your priorities: timeline, budget, preferred communication method, and whether you're buying, selling, or both.
Relevant Local, Property-Type, and Price-Point Experience
Ask how many comparable homes the agent has handled recently — in your market, your property type, and your price range. An agent with 200 closings last year might have zero experience with your specific situation.
For buyers: Does the agent know your target neighborhoods, current inventory, and commute realities? Have they worked with first-time buyers or relocating clients recently?
For sellers: Ask for examples of comparable listings, how they arrived at pricing, and average time to contract. If you have an inherited home, a downsizing situation, or a property needing repairs, ask how they've handled that before.
One flag to watch for: unsupported guarantees about selling fast or for top dollar. Past performance doesn't promise future results, and an agent who promises otherwise is selling you, not informing you.
Pricing, Valuation, and Negotiation Approach
Sellers should review the comparative market analysis closely. It should include comparable sales, current competition, property condition adjustments, and a clear explanation behind the recommended list price, not just a number.
Buyers need to understand how an agent evaluates asking prices, inspection findings, appraisal gaps, and competing offers. Ask directly: what's your negotiation strategy when multiple offers are on the table?
A red flag worth noting: an agent who simply agrees with your preferred price without supporting market evidence may be prioritizing getting the listing or offer signed over giving you sound advice.
Also ask how they'll flag changing market conditions and when they'd recommend adjusting price, terms, or timing.
Marketing, Service Scope, and Transaction Support
For sellers, request a written marketing plan covering:
- Listing presentation and professional photography
- Online exposure across major platforms
- Showing management and open houses, where appropriate
- Feedback collection and follow-up with interested agents
Ask whether staging, repairs, or vendor coordination is included, or whether those create additional costs. For buyers, clarify how the agent searches for listings, schedules showings, and supports you from offer through close.
One often-overlooked question: who handles communication when the lead agent is unavailable? A team with assistants or transaction coordinators can keep things moving when one person can't answer the phone.
Communication, Availability, Reviews, and Agreement Terms
Set clear expectations upfront: response times, update frequency, preferred channels, and how urgent issues get handled. Review testimonials and references for patterns around reliability and clarity, not just star ratings.
Ask for a plain-English walkthrough of the representation agreement: term length, exclusivity, cancellation terms, and any disclosures required by your state.
Compensation rules have changed recently. Under current NAR policy, an MLS participant working with a buyer must have a signed written agreement before touring a home, including virtual tours.
That agreement must state an objectively ascertainable rate (a flat fee, hourly rate, or percentage) rather than an open-ended amount, according to NAR's buyer agreement guide. Simply asking an agent questions or attending an open house doesn't automatically require a signature.
Discuss compensation in writing: the amount, who pays it, what it covers, and whether it's negotiable. Rules and brokerage policies vary, so confirm current practice before signing anything.
How Carol Klein - Century 21 Northeast Can Help
If you're buying or selling anywhere in Western New York, Carol Klein - Century 21 Northeast brings local market knowledge and a client-focused process from first conversation through closing. Carol serves as Owner and Principal REALTOR®, supported by a team of licensed professionals and operational staff who keep transactions moving day to day.
The team works with a range of situations:
- First-time buyers getting started in Depew or Cheektowaga
- Move-up families heading to Amherst, Williamsville, Lancaster, or Orchard Park
- Downsizing sellers and owners handling an inherited property
- Buyers relocating to Western New York from out of the area
In 2025, the team’s results included:
- Top-three ranking among roughly 3,500 agents across Western New York
- Highest-ranked small-team position in the region
- #3 in sales volume and #2 in units
- Five-star average rating across 205 client reviews
Services include:
- Market-informed home valuations
- Personalized listing guidance and marketing strategy
- Negotiation support through offer and counteroffer
- Resources built specifically for first-time buyers
Coverage spans East Aurora, Buffalo, Clarence, Tonawanda, and the surrounding Western New York communities.
If you're considering a move in this market, reach out to discuss your timeline, your property, and the questions you still have about the process.
Conclusion
Hiring a Realtor or real estate agent comes down to fit and due diligence, not a referral, a familiar brand name, the lowest fee, or the biggest sales number on a yard sign.
Before you sign anything, check these boxes:
- Relevant experience in your specific market and price point
- Real market evidence behind pricing recommendations
- A clear service and marketing plan
- Communication expectations you're comfortable with
- Transparent agreement terms, including compensation
Interview more than one candidate. Read the agreement documents carefully. Confirm current state-specific rules apply to your situation. Then choose the professional who can explain, clearly and specifically, how they'll support you from the first conversation through closing day.
Frequently Asked Questions
What percentage do most realtors take?
There's no single universal rate. Commissions aren't set by law and are fully negotiable: agreements may specify a flat fee, hourly rate, or percentage, but the amount must be clearly stated, not left open-ended.
Do I pay a real estate agent if I don't buy a house?
Not automatically. A conversation or a showing doesn't create a charge on its own, but a signed representation agreement may include specific compensation or exit terms. Read the agreement before you start working together.
What is the best way to pick a real estate agent?
Interview multiple candidates and compare their relevant experience, local market knowledge, communication style, reviews, marketing or search strategy, availability, and agreement terms. Don't decide on sales volume alone.
Is having a buyer's agent worth it?
A buyer's agent can guide your property search, shape your offer strategy, negotiate terms, and coordinate inspections and financing deadlines. Whether it's worth it depends on the agreement's cost and terms versus the support you actually need.
Is it better to hire a broker or agent?
A broker carries additional licensing and supervisory responsibilities, while an agent typically works under a brokerage. Rather than choosing by title, focus on the individual's experience, communication, and fit for your transaction.
What is the hardest month to sell a house?
There's no single hardest month nationwide; it depends on your local market, inventory, and buyer demand. One national analysis found October had the lowest seller price premium and March the highest, per ATTOM's 2026 analysis. Western New York sellers should still check current local data before timing a listing.
