Let's be honest: choosing the right realtor to sell your home might be the most important financial decision you make this year.
Your home is likely your largest asset. The difference between an average agent and an exceptional one can easily mean $20,000, $50,000, or even $100,000+ in your pocket—not to mention weeks or months of unnecessary stress.
Yet most homeowners spend more time researching which Netflix show to watch than they do vetting the person who will represent their biggest investment.
Here's the uncomfortable truth: not all realtors are created equal.
Some are part-timers treating real estate as a side hustle. Others haven't sold a home in your neighbourhood in years. And many will tell you exactly what you want to hear just to get the listing—even if it's not in your best interest.
So how do you separate the truly skilled professionals from the smooth talkers?
You ask the right questions.
The Questions Most Sellers Never Think to Ask (But Should)
1. "How Many Homes Have You Sold in My Neighbourhood in the Past 12 Months?"
This is the single most important question—and the one most sellers skip.
Why it matters: Real estate is hyper-local. An agent who crushes it in Kanata might have zero insight into what buyers want in The Glebe. Someone who specializes in luxury condos downtown won't understand the nuances of selling a family home in Orléans.
What you're listening for: You want an agent who has recent, relevant experience in your specific neighbourhood. They should be able to name streets, discuss recent sales, and explain what makes your area unique to buyers.
If they fumble this question or give vague answers like "I work all over Ottawa," that's a red flag.
Follow-up question: "Can you show me examples of homes you've sold near mine and what they sold for?"
2. "What's Your Average Days on Market Compared to the Neighbourhood Average?"
Any agent can list a home and wait for it to sell. Great agents sell homes faster than the market average.
Why it matters: The longer your home sits on the market, the more negotiating power you lose. Buyers start to wonder what's wrong with it. You end up accepting lower offers just to finally close.
What you're listening for: They should have concrete data showing their average days on market versus the neighbourhood norm. If they're consistently faster, they're pricing strategically and marketing effectively.
Red flag: If they avoid giving you specific numbers or only talk about their "best" listings, they're hiding something.
3. "What's Your List Price to Sale Price Ratio?"
This metric reveals everything about an agent's pricing strategy and negotiation skills.
Why it matters: If an agent consistently sells homes for 95% or less of the list price, they're either overpricing to win the listing or they're weak negotiators. Either way, you lose money.
Top agents typically achieve 98-102% of list price (or higher in competitive markets) because they price strategically and negotiate fiercely.
What you're listening for: They should confidently share this metric. Ideally, it's at or above 100%—especially in neighbourhoods with buyer competition.
Follow-up question: "How many of your listings have sold over asking price in the past year?"
4. "Walk Me Through Your Marketing Strategy for My Home."
Most agents list your home on MLS, throw it on Facebook, and call it a day. That's not marketing—that's the bare minimum.
Why it matters: Professional, targeted marketing is what creates urgency, attracts multiple offers, and drives your sale price up. You need an agent who treats your home like a product launch, not a checkbox.
What you're listening for: They should outline a comprehensive, multi-channel strategy that includes:
Professional photography and videography (not iPhone photos)
Strategic staging recommendations
Compelling listing copy that tells a story
Targeted digital advertising to reach qualified buyers
Email campaigns to their database and other agents
Open houses and private showings
Social media strategy across multiple platforms
Print marketing in high-end publications (if applicable)
Red flag: If their answer is "I'll put it on MLS and Realtor.ca," run. That's not a strategy—it's laziness.
5. "Are You a Full-Time Realtor, and Do You Work With a Team?"
Real estate isn't a part-time job—not if you want exceptional results.
Why it matters: Part-time agents miss calls, can't schedule showings quickly, and aren't available when urgent decisions need to be made. Full-time professionals (or established teams) provide the responsiveness and support you need during a high-stakes transaction.
What you're listening for: You want someone who is fully committed to real estate. Even better? A team model, where you get the expertise of a lead agent backed by transaction coordinators, marketing specialists, and showing agents.
This means faster responses, better coverage, and no detail falling through the cracks.
Follow-up question: "If I call you at 7 PM on a Wednesday because a buyer wants to see the house tomorrow morning, what happens?"
6. "How Will You Determine the Right Asking Price for My Home?"
This is where you separate the pros from the pretenders.
Why it matters: Pricing is both art and science. Overprice, and your home sits. Underprice, and you leave money on the table. You need an agent who uses data, not gut feelings.
What you're listening for: They should describe a Comparative Market Analysis (CMA) process that includes:
Recent sales of comparable homes (size, age, condition, location)
Current active listings (your competition)
Market trends (Is it shifting? Are buyers or sellers in control?)
Your home's unique features and condition
Pricing psychology and strategy (Are we pricing to attract multiple offers or positioning at market value?)
Red flag: If they immediately throw out a number without seeing your home or analyzing the market, they're guessing—and you're the one who pays for it.
7. "What Happens If My Home Doesn't Sell in the First 30 Days?"
No one wants to think about this, but you need to know the plan if things don't go as expected.
Why it matters: The first two weeks on the market are the most critical. If your home doesn't sell quickly, there needs to be a strategy pivot—not just "wait and see."
What you're listening for: A clear contingency plan: price adjustments, marketing refresh, staging changes, expanded buyer outreach. They should be proactive, not reactive.
Red flag: If they say "That won't happen" or have no plan, they're either overconfident or unprepared.
8. "Can You Provide References From Recent Sellers?"
If they're as good as they claim, their past clients will happily vouch for them.
Why it matters: Reviews and testimonials reveal how an agent performs under pressure, communicates during stressful moments, and delivers on promises.
What you're listening for: They should immediately offer references—ideally from sellers in your neighbourhood or in similar situations (downsizing, upsizing, relocation, etc.).
Bonus: Check their Google reviews. Look for patterns. Do clients mention responsiveness? Negotiation skills? Results?
The One Question You Should Ask Yourself
After meeting with potential agents, ask yourself this:
"Do I trust this person to fight for me when things get tough?"
Because selling a home isn't always smooth. Inspections uncover issues. Buyers make lowball offers. Deals fall apart at the last minute.
When that happens, you need an agent who is strategic, calm under pressure, and unwaveringly in your corner.
What You Should Feel After the Interview
If you've asked these questions and the agent has answered confidently with data, examples, and a clear plan, you should feel two things:
Confidence that they know your market inside and out
Trust that they'll prioritize your goals over their commission
If you feel anything less—uncertainty, pressure, doubt—keep looking.
Ready to Have This Conversation?
Choosing the right realtor isn't about who has the flashiest business card or the biggest billboard. It's about expertise, strategy, and results.
If you're serious about selling your Ottawa home, let's start with an honest conversation. No pressure, no sales pitch—just a transparent discussion about your goals, your home, and what's possible in today's market.
We'll answer every question you have (including the ones on this list), show you our data, and give you a clear picture of what working together would look like.
Because you deserve a realtor who earns your trust—not one who just asks for it.
Schedule Your Free Consultation
Ruby Xue is the Broker of Record & Owner of KW ICON Realty and leads the Ruby Xue Real Estate Team in Ottawa. With a track record of achieving 100+ five-star Google reviews and consistently selling homes faster and for more than the market average, Ruby's approach is transparent, data-driven, and fiercely client-focused.
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