26 Common Real Estate Questions Every Agent Should Master to Build Trust and Close Deals

A career in real estate comes with a lot of responsibilities and rules to follow. It’s also a dynamic industry where things can change and evolve. To be successful, you must adhere to these in a way that allows you to build trust with clients. When you have trust, you’ll close more deals and stand out among your peers. Being prepared for common real estate questions clients ask is crucial for trust building.

These real estate questions will come from every type of client—buyers, renters, and sellers. The range of queries means you need to be up to date on regulations, markets, and more. To help you become an expert, we’ve compiled 26 questions for real estate agents.

Key differences between renters, buyers, and sellers

Depending on who your client is, you’ll need to adapt your approach. Renters, buyers, and sellers all have different needs and motivations. As a result, their questions will mirror these.

Renters have unique needs, preferences, objectives, and goals compared to buyers or sellers. They are looking for their next home but aren’t worried about financing or negotiating contracts.

In conversations with renters, the questions they ask and the guidance you provide will focus on lease terms, renewal options, potential rent increases, and specific tenant rules. Tailoring your communications to renters should include quick responses, as the unit may be in high demand. Another tip is to find resources that explain basic leasing terms and state or local rules.

When working with buyers, common real estate questions often include financing options, property comparisons, and negotiating strategies. Your approach to educating buyers also depends on whether they are first-time buyers. These clients will likely need more attention, so fast responses are important with this group, too.

Walking buyers through the entire process, from offer to closing, enhances transparency and trust. They’ll appreciate your due diligence.

Sellers have different goals and questions. They’ll ask about property comparisons, market insights, promoting the property, and list pricing. These clients are more seasoned than others, so they have a basic understanding of how selling real estate works. However, they’ll still need you to help them navigate post-offer activities around inspections, repairs, further negotiations, and closings.

Creating these diverse communication strategies for each client type enables you to be the expert they need. With targeted advice, transactions can be smoother, which helps to keep cultivating trust.

Common real estate questions agents should anticipate

Let’s look at questions for real estate agents across all clients.

Real estate agent questions from renters

Renters will ask about a variety of things, including what the lease provides, affordability, lease flexibility, and laws.

1. Are utilities included in the rent, and if so, which ones?

In most rental properties, utilities are part of the rent and cover heat and hot water, with renters responsible for the electric and gas costs. However, some buildings have unique policies that include water for a flat fee. Let your client know that you can contact the landlord or property manager on their behalf to answer any specific questions about utility costs.

2. Can I make repairs to the unit?

In most cases, a renter’s lease outlines which repairs are the landlord's responsibility and which are the tenants'. If the renter wants to complete repairs on their own, it’s best to ask the landlord before doing so. They might approve the repairs and even cover some of their costs.

3. Is a guarantor or co-signer required?

The last thing a landlord or property manager wants to deal with is a tenant who won’t or can’t pay rent. To protect themselves, a landlord may require a lease guarantor in various situations, typically when a tenant poses a higher financial risk or doesn't meet certain eligibility criteria. Scenarios include insufficient income, limited or no rental history, poor credit, or if a person is a first-time renter.

4. What additional fees will I have to pay?

Before renters sign their lease, they may want to know about additional fees. Fees can vary depending on the lease agreement terms and local rental regulations. Some standard fees include a security deposit, rental application fee, pet fees, maintenance fees, parking fees, and lease renewal fees.

5. How long has this apartment been on the market?

A safe and cautious renter will be curious about how long an apartment has been on the market. It could indicate it might seem too good to be true or like there's something wrong with it. If the real estate search sites haven’t listed the information in the description online, you can do some background research or contact the landlord on their behalf to find out.

6. Does the landlord live in the building?

A renter may ask you if the landlord or property manager lives on the premises to evaluate how quickly they may address repairs or other issues. It also gives them the confidence that someone is always available if problems arise, repairs are in need, or if there’s an emergency.

7. Is the building rent-controlled or stabilized?

Over the past several years, rent prices have seen significant hikes. At the end of 2024, the median rent across the U.S. was $1,594, which was a slight year-over-year decrease. However, every market is unique.

Rent-controlled or stabilized buildings offer more peace of mind for renters working with a budget or planning to save for eventual homeownership. Serious renters with long-term financial goals might prefer a stable pricing policy in place, and they won’t be surprised by rent increases.

Bonus tips for agents working with first-time renters

There are likely to be many questions from first-time renters. They’re new to the rental application process. Here are some ways to approach them:

• Explain what a rental application is and why it’s important.
• Provide them with the laws and rules that govern rental applications.
• Advise them of what each part of a tenant screening reveals, including criminal history, credit report, eviction history, and income verification.
• Prepare them for the application by discussing what documents they’ll need to verify income.

Real estate agent questions from sellers

8. How long will it take to sell my home?

On average, homes stay on the market for 73 days. This is a national average, which updates monthly. The specific market conditions, buyer demand, economy, inventory, time of year, and property type and condition all factor into how long homes remain on the market.

Once a seller accepts an offer, it still has to close, which could take longer in situations where securing a loan hits snags.

9. When is the best time of year to sell my home?

Data on homebuying trends show that spring, specifically May, is the best time to sell.

March, April, and June are also optimal times for selling. The weather is typically favorable, and these times are often most convenient for family moves to avoid disrupting the school year.

October, November, and December are the bottom three months, where homebuying activity dips.

10. What is the selling price of my home?

The selling price of a house fluctuates depending on multiple factors, including the property’s location, size and layout, condition, and features. You’ll need to consider the supply and demand in your area and evaluate the overall market.

To give the seller an estimate of their home’s worth, you can conduct a competitive market analysis (CMA), which provides information on recently sold similar properties. Another option is to use an online home value estimator.

11. Why is my home’s assessed value different from the market value?

The assessed value is for tax purposes set by a municipality. Market value is the price a property would sell in a competitive market.

Professional appraisers calculate the assessed value, while buyers and sellers impact the market value. In a buyer’s market, purchasers might make a lower offer than the home's assessed value. However, if it’s a seller’s market, there’s a chance the home’s market value will be more than its assessed value. This occurs because of low inventory, which can bump the price up from its actual worth.

12. Are real estate commissions negotiable?

The average real estate commission in the U.S. is currently 5.32%, with listing agents receiving 2.74% and the buyer's agent at 2.58%.

There is room for negotiation, but this could impact what an agent can provide. Also of note is that commission terms must be in a written agreement for properties for sale on a Multiple Listing Service (MLS).

13. What should I do to prepare my house before selling it?

Getting a property ready for the market starts with staging. Staging allows you to present the house as a blank canvas for interested buyers. When staging, you want to declutter and deep clean. You could also work with a professional stager to create a welcoming environment.

14. Should I order a home inspection?

Conducting a home inspection is a smart and strategic move that benefits sellers. It can reveal the true condition of their home and alert sellers to issues to resolve before going on the market.

However, be sure to inform the seller that an inspection can be costly. Should the inspector identify problems, sellers must disclose them to would-be buyers.

15. How can I sell my home quickly in a slow market?

Real estate markets are always changing. During a slower cycle, suggest these things to accelerate the process:

• Price competitively.
• Enhance curb appeal.
• Stage the property.
• Make repairs proactively.
• Market the home effectively with the help of an agent.
• Offer incentives to buyers, such as covering some closing costs.

16. What digital marketing tools will you use to promote my home?

Getting the property in front of the right people involves multiple digital marketing tactics. After the official listing, agents focus on promotion. It starts with creating a compelling virtual walkthrough or video to share on websites, social media, and other channels.

Email marketing continues to be a high-performing option. Using an email marketing platform enables agents to segment contacts and send out notifications of new properties hitting the market.

Agents also use social media tools. The features that help with home selling include post scheduling, providing templates for sites, and measuring effectiveness.

Some newer tools agents may use include AI-powered platforms that help with descriptions and optimizing paid ad placements.

Real estate agent questions for buyers

17. What’s the average credit score I need to buy a home?

The majority of loan programs typically require a FICO score of 620 or higher. Individuals with higher credit scores pose a lower risk to the lender, leading to benefits like a reduced down payment and more favorable interest rates.

On the contrary, those with lower credit scores may need a larger upfront amount (or contend with a higher interest rate) to mitigate the lender's perceived risk.

18. What is a mortgage, and how does it work?

Mortgages are loans to purchase a property. Buyers borrow money from lenders with the property as the collateral for the loan.

The mortgage agreement outlines the terms and conditions, including the loan amount, interest rate, repayment period, and other relevant details. The homebuyer makes a down payment (a percentage of the property's purchase price) and repays the loan over a specified period, usually 15 to 30 years. The lender charges interest on the loan amount, which is the cost of borrowing.

Borrowers make monthly mortgage payments until they repay it. If the borrower fails to make payments, the lender may have the right to foreclose on the property, leading to its sale to recover outstanding debt.

19. How long has this home been on the market?

Just like you can expect this question from renters, buyers will ask the same. Buyers might want to know this information to assess whether the property is overpriced, needs significant improvements, or if there's an opportunity to negotiate a better deal. Additionally, knowing the time on the market helps buyers understand the dynamics of the local real estate market and make informed decisions about their offers.

20. Should I sell my current property before buying a new one?

Ultimately, the decision depends on the buyer’s individual circumstances, preferences, and the real estate market conditions in their area.

Do they have the financial resources to pay two mortgages simultaneously? Are they willing to temporarily live somewhere else if they sell before their new house is move-in ready? Is buying a new home contingent upon selling their existing property?

In any case, it’s best to help buyers evaluate the whole picture before they make a final decision.

21. What is earnest money, and how does it work?

Earnest money, often referred to as a good faith deposit, is a sum of money provided by a buyer to demonstrate their serious intent to purchase a property. It is typically 1-2% of the home's final selling price held in an escrow account. It’s usually submitted along with an offer.

If the sellers accept, the earnest money goes toward the down payment or closing costs. However, if the deal falls through due to the buyer's failure to fulfill contingencies in the agreement, sellers may receive the earnest money.

22. What happens if I decide to back out of buying a house?

The consequences may vary if your client changes their mind about buying a home. During the contingency period, a client may still be able to get their earnest money back. However, if they back out of the deal after the contingency period without a valid reason, sellers may have the right to keep the earnest money. It would be compensation for taking the property off the market. In the worst-case scenario, the seller can take legal action against the buyer if they breach the terms of the purchase agreement.

23. How much will my down payment be?

You may have heard that paying a 20% down is conventional. However, the median down payment percentage in 2024 was 18.6% of the purchase price. This number is up 15% over 2023.

The amount is much less for first-time buyers at 8%. For repeat buyers, the average is 19%. In some cases, such as government-backed FHA loans, buyers may only need to put down as little as 3.5%. Some programs, like VA loans for eligible military veterans, may offer zero-down-payment options.

24. How much will I have to pay in closing costs?

Closing costs for homebuyers typically range from 1% to 5% of the home's purchase price. These costs cover various fees and expenses for finalizing the real estate transaction.

Typical closing costs include lender fees, title and escrow fees, home inspection and appraisal fees, attorney fees, property taxes, homeowners insurance, and HOA fees if applicable.

25. How do I know if I’m overpaying for a property?

If buyers ask this real estate question, the answer includes many factors. Buyers need to be confident that they can manage the monthly mortgage payment. If it’s too high and represents a large percentage of their income, it could be a sign of overpaying based on their financial picture.

Looking at property comparisons will provide insight into the property’s market value and resale. If the price is way above comps, it could be a red flag. If the home has been on the market much longer than average, the property may be overpriced.

The appraisal of the property is critical for lending approval. If the appraisal is much lower than the asking price, buyers should consider these implications.

26. What should I consider when buying in a competitive market?

Many parts of the country are highly competitive with low inventory. Buyers can take these steps:

• Get pre-qualified and pre-approved for a mortgage.
• Make a competitive offer with fewer contingencies quickly.
• Be flexible with closing dates to accommodate sellers.
• Increase the amount of earnest money.
• Consider concessions like offering to cover closing costs for sellers.

Their greatest asset may be working with an agent like you who knows the market, can advise on offer amounts, and is a skilled negotiator.

Strategies for handling common real estate questions effectively

As trust is so crucial in your customer relationships, you have an opportunity to earn it by being a resource. Transparency and honesty should guide all your answers. Some key ways to ensure you handle common real estate questions with poise include:

• Staying up-to-date and informed on rules, regulations, and laws
• Actively listening to clients’ questions to provide the best answers
• Providing easy-to-understand information by explaining terms clearly
• Personalizing the advice based on the client’s needs and preferences

Presenting yourself as personable and professional will always be a strong strategy when answering questions.

Elevate your expertise and build client trust

With the housing market and economy constantly in flux, clients will always have questions for real estate agents. Your role is to answer them factually and to the best of your ability. With the right insights and resources, you can guide them so they can rent, buy, or sell their home with confidence.

At RentSpree, we know real estate agents face many challenges in streamlining processes. Saving time with efficient technology can help simplify your workflows. From processing applications, conducting tenant screenings, finding renters, closing deals, and everything in between, our tools can power your rental business.

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