10 Realtor Questions to Expect from Homebuyers

Hey there, real estate buyer agents! With the new NAR changes in place, you might be worried about needing to meet potential home buyers, prove your worth, and get signed buyer representation agreements all so you get paid for your work and time

Relax! All you need is some prep on what to expect.  This blog fills you in on crucial realtor questions you need to nail and we’ll provide pro tips to seal that client buyer representation agreement. Here’s your handy dandy index.

As you know, now you must secure signed buyer representation agreements before showing any homes. That buyer representation agreement will lay out the cost of your services.  Being upfront with fees means home buyers won’t sign with just any old agent.  You’ll now be expected to convince home buyers of your worth, mostly likely during a client interview…of you, not them!

While this interview process may feel new, listing agents have done this for ages—impressing home sellers to snag listings. Now, it’s your turn to step up and dazzle the home buyers.

Remember, throughout your interview, clients will be assessing your demeanor. They’ll be looking for warmth, responsiveness, and professionalism.  Be conscious of your tone and approach. Show that you’re listening actively, that you’re invested in understanding their needs, and that you’re approachable.

Ok, let’s get into realtor questions you should be prepared to answer during your buyer agent interview with a home buyer.

Agent Background

Expect homebuyers to quiz you about your roots. How long have you been around the area? How well do you know the local quirks? If you’ve raised a family locally – yes, drop that into your conversation because families often discover hidden gems that others never looked for. Your deep local knowledge is a massive plus, so don’t hold back sharing it!

Pro Tip: Amp up your connection to the community. Talk up your knowledge of the local hotspots, weather patterns, and even those tricky traffic patterns. These insights directly affect your client’s happiness in a new location. Your local expertise is a significant part of your value proposition—don’t be shy about sharing it.

Education, Experience & Professional Background

Be ready for questions about your educational journey, agent experience, and professional affiliations. Where’d you study? How long have you been an agent? Are you a full-time agent? What qualifications do you hold? While some might seem off-topic, they show your commitment to learning and professional growth. Everyone wants a “smart” agent.

Pro Tip: Chat about or show your education, ongoing training, and any certifications. The more you show dedication to staying informed and skilled, the more trust you’ll build with potential clients. Real estate’s always evolving, and clients love an agent who keeps up!

Saving Dough for Homebuyers

One of the most impactful realtor question you’ll face is: How much money can you save me? Clients are becoming more aware that a savvy buyer agent can save them significant sums, sometimes even more than your fees.

Pro Tip: Come prepared with data. If you’ve consistently saved your clients money, share those stats proudly. While you can’t guarantee future savings, having a track record speaks volumes about your negotiation skills and real estate market savvy. This is where you demonstrate that hiring you is an investment that pays for itself.

Steller Reviews

Even if they don’t ask outright, be the first to mention your reviews. What have past clients said about you?

Pro Tip: Point them to your Google Business Profile or Zillow where your reviews live. Proud of a solid five-star streak? Shout it out! Good reviews not only reflect your ability to deliver but also show you care about your reputation.

Winning in Multiple Offers

In a hot market, your clients will want to know your success rate in multiple-offer scenarios.

Pro Tip: Share your stats. High success rates here can really set you apart as a skilled competitor. While no agent can win every time, being able to show a strong track record of success will instill confidence in your potential clients.

Advising Against Risky Purchases

Homebuyers often get excited when they find great homes, sometimes overlooking potential pitfalls. They’ll value a buyer agent who’s not afraid to flag risks. In fact, many surveys have stated that this is the biggest value people perceive that buyer agents bring to the table.  So, if they don’t ask, bring up your record.

Pro Tip: If possible, whip out a spreadsheet of stats to verify how many times you’ve steered a buyer away from a potential bad or risky deal.  Concrete examples go a long way.

Brokerage Value

While your personal value as a real estate agent is paramount, the strength of your brokerage is another area of interest. Homebuyers want to know that they’re backed by the best.

Pro Tip: Be prepared to discuss what makes your brokerage stand out. If you’re with eXp Realty, for example, highlight the brokerage’s leadership in helping more families than any other brokerage in the United States and also your access to exclusive off-market properties.

Explain how being part of a leading brokerage benefits them from tools and resources to reputation and network leverage.

Fees and Discounts

Expect that homebuyers will be curious about your fees and if there’s room to negotiate. It’s a fair realtor question, as they’re trying to get the most bang for their buck. But start by explaining how discount fees generally mean less than full service.

Pro Tip: Be transparent and consistent about your fees and any discounts you offer.  Even if you don’t do discounts, explain how you work to get them the best deal on their home. That saves them money too! Also, if your clients have benefited from some fee commission reduction like perhaps you buy all your clients a home warranty, highlight that.

Service Fee Menus

Along with discussing your fees with clients, consider offering fee menus.  For example, consider charging one fee for full service and a lower fee for limited service.  Doing that alone will help your potential clients understand the difference between the two and they’ll love having a choice.

Pro Tip: Tailoring options to their needs shows you’re focused on providing value, not just making a sale.

The Real Deal on Commissions

And, again, on the topic of agent fees, do NOT miss the opportunity to explain what your actual take-home pay is for your earned fee.  It’s common for buyers to think agents pocket the full commission. This is your chance to set the record straight!

Pro Tip: Break down your real costs—how much goes to the brokerage, team, expenses, etc. This transparency helps them more deeply appreciate your services and understand the value they’re getting. Don’t forget to recap that you don’t get paid at all unless you find them their dream home and secure it.

Wrapping it Up

Armed with this knowledge, you’re set to impress and win clients. Keep these points in mind, and you’ll answer their realtor questions and also demonstrate your value convincingly.

For the full scoop on crafting winning buyer presentations, check out our blog or YouTube video about Real Estate Buyer Agent Consultations.

Also, a great way to be sure you cover all these realtor questions is to create a sharp Canva presentation. Or, when you partner will us at Smart Agent Alliance, you get our customizable buyer agent presentation ready for you to tweak and use to woe a new home buyer.