How to Choose a Realtor in Middle Tennessee: 10 Questions to Ask
Choosing a real estate agent is one of the most consequential decisions you make in a home purchase or sale — and most people make it badly. They hire the first agent who answers the phone, pick a friend's cousin who "just got their license," or choose the agent with the biggest billboard on Highway 55. In Tullahoma, Winchester, Manchester, and across Coffee and Franklin County, the gap between a skilled agent and an average one can cost you $10,000 to $30,000 in a single transaction — through overpricing that leads to price reductions, underpricing that leaves money on the table, missed inspection issues, botched negotiations, or simply poor advice at critical moments. Here are the 10 questions that separate agents who protect your investment from those who just unlock doors.
1. How Many Transactions Have You Closed in the Past 12 Months?
Volume matters — not because bigger is always better, but because real estate skills deteriorate without practice. An agent who closes two transactions per year is learning on your home. An agent who closes 20 to 40 transactions per year has current, tested experience with pricing, negotiation, inspection issues, lending complications, and the dozens of things that can derail a transaction.
What to look for: An agent actively closing at least one to two transactions per month in your local market. Ask specifically about Coffee and Franklin County transactions — experience in Nashville or Memphis does not translate directly to understanding Tullahoma and Winchester neighborhoods, pricing, and buyer behavior.
Red flag: "I have been licensed for 15 years" is not an answer to this question. Longevity without current activity means outdated market knowledge. Ask for the past 12 months specifically.
2. What Is Your List-to-Sale Price Ratio?
This is the most revealing metric in real estate — and most consumers do not know to ask it. The list-to-sale ratio is the final sale price divided by the original listing price. A ratio of 98% to 100% means the agent prices homes accurately and sells them at or near asking price. A ratio above 100% means the agent consistently generates offers above asking — a sign of strong marketing and competitive positioning. A ratio below 95% means the agent overprices homes, leading to price reductions and extended time on market.
What to look for: A ratio of 98% or higher. The national average in 2025 was approximately 100%, meaning homes sold at their listed price on average. An agent with a list-to-sale ratio significantly below 98% has a pricing problem — and that problem becomes your problem when your home sits on the market while correctly priced homes sell around it.
Why this matters financially: An agent who prices your home at $340,000 (accurate) sells it at $335,000 to $340,000 in 30 days. An agent who prices it at $370,000 (overpriced) watches it sit for 90 days, reduces to $345,000, and eventually sells at $325,000 — $10,000 to $15,000 less than accurate pricing would have achieved. Overpricing is the most expensive mistake in residential real estate, and the list-to-sale ratio tells you whether an agent makes that mistake habitually.
3. What Is Your Average Days on Market?
Days on market (DOM) measures how long an agent's listings take to sell. Lower DOM generally indicates accurate pricing, effective marketing, and strong market knowledge. In our Coffee and Franklin County market, average DOM varies by season and price range, but a skilled agent should consistently sell within or below market averages.
What to look for: Ask for the agent's average DOM compared to the local market average. If the market average is 45 days and the agent's average is 60+ days, their listings are sitting longer than competitors — a sign of pricing or marketing issues.
4. What Is Your Marketing Plan for My Property?
Every agent should present a specific, written marketing plan — not vague promises about "getting your home on the MLS." A one-size-fits-all approach does not work because every property has different features, target buyers, and competitive positioning.
What to look for: Professional photography (not phone photos). Video tours or virtual walkthroughs. Syndication to major platforms (Zillow, Realtor.com, Redfin, Homes.com). Social media marketing — both organic posts and paid advertising targeting likely buyers. Open house strategy. Email marketing to the agent's buyer database. Print marketing if appropriate for the property and price point. A timeline showing when each element launches relative to listing day.
Red flag: "I will put it on the MLS and it will sell" is not a marketing plan. The MLS is the minimum — every licensed agent has MLS access. The question is what the agent does beyond the minimum to generate maximum exposure and competition for your home. Professional staging and photography alone can add $10,000 to $20,000 to a sale price — agents who skip these steps are leaving your money on the table.
5. How Will You Communicate With Me, and How Often?
Communication breakdown is the number one complaint sellers and buyers have about their agents. Establish expectations upfront.
What to look for: A clear communication plan — weekly updates at minimum, immediate notification of showings and feedback, and responsiveness to your calls and texts within a reasonable timeframe (same business day). Ask whether the agent handles communication personally or delegates to a team member — knowing who your primary contact is prevents frustration.
Red flag: If the agent takes two days to return your initial inquiry call, imagine how responsive they will be during a time-sensitive negotiation or earnest money deadline.
6. Can You Provide References From Recent Clients?
Any agent willing to stake their reputation on their work should be able to provide three to five references from clients who closed transactions in the past 12 months.
What to ask references: Was the home priced correctly from the start? How was communication throughout the process? Were there any surprises the agent could have prevented? Would you hire this agent again? How did the agent handle problems when they arose?
Red flag: An agent who cannot or will not provide recent references. Testimonials on a website are curated — live references allow you to ask specific questions about the agent's actual performance.
7. What Is Your Commission Structure?
Since the NAR settlement changed how commissions are disclosed and negotiated, this conversation is more important than ever.
What to ask (sellers): What is your listing commission rate? Will you offer buyer agent compensation, and how much? What is the total commission expense I should budget? What services are included in your commission — and what costs extra?
What to ask (buyers): What is your buyer agent commission? How is it paid — by the seller, by me, or a combination? What does the buyer representation agreement require? Can I cancel the agreement if I am not satisfied?
What to understand: The lowest commission is not always the best value. An agent who charges 2.5% and negotiates your sale price $15,000 higher than an agent charging 2% has earned more than the commission difference. Evaluate value, not just cost.
8. What Is Your Contract Length and Cancellation Policy?
Listing agreements and buyer representation agreements have terms — typically three to six months. Understand the commitment before you sign.
What to look for: Reasonable contract terms (three to six months for listings). A cancellation clause that allows you to terminate if you are dissatisfied — ideally with written notice and a reasonable cure period. Agents who demand 12-month exclusive agreements with no cancellation rights are prioritizing their interests over yours.
Red flag: An agent who will not discuss the contract before you agree to work together, or who pressures you to sign without reading the terms.
9. Do You Work With Buyers, Sellers, or Both in This Market?
Understanding an agent's primary practice helps you assess their expertise for your specific situation.
For sellers: An agent who primarily represents sellers understands pricing strategy, marketing, and seller-side negotiation at a deeper level than an agent who occasionally lists a home between buyer transactions. Ask what percentage of their business is listings versus buyer representation.
For buyers: An agent who actively represents buyers knows available inventory, neighborhood nuances, inspection red flags, and buyer-side negotiation tactics. They understand the closing process from the buyer's perspective and can guide you through financing, inspections, and contingency management.
Ideal: An agent who works both sides of the transaction has comprehensive market knowledge — they understand what motivates sellers when negotiating on behalf of buyers, and vice versa.
10. What Makes You Different From Other Agents in This Market?
This open-ended question reveals whether the agent has a genuine value proposition or just generic talking points.
What to listen for: Specific, verifiable claims. "I closed 35 transactions in Coffee County last year" is verifiable. "I am passionate about real estate" is not. Data-backed claims about pricing accuracy, marketing results, and negotiation outcomes tell you more than personality or enthusiasm. An agent who can articulate what they do differently — and back it up with numbers — is more likely to deliver results than one who relies on charm.
The Interview Process
Interview at least two to three agents before making your decision. According to NAR's 2025 profile, 35% of sellers said reputation was their primary factor — but reputation is best evaluated by comparing agents side by side rather than choosing the first referral you receive.
How to structure the interview. Ask all 10 questions to each agent. Take notes. Compare answers. The differences between agents become obvious when you ask the same questions consistently — one agent presents data and a written plan while another offers vague assurances and personality. The data-driven agent protects your money. Every time.
FAQ
How many agents should I interview before choosing?
At least two to three. This gives you a baseline for comparing experience, marketing plans, pricing strategies, communication styles, and commission structures. The differences become clear through comparison.
What is a good list-to-sale ratio?
98% or higher indicates an agent who prices homes accurately and sells them at or near asking price. Above 100% means the agent consistently generates offers above list price. Below 95% suggests a pattern of overpricing.
Should I hire a friend or family member as my agent?
Only if they would pass the same 10-question interview you would give any agent. Personal relationships do not compensate for lack of experience, poor marketing, or inaccurate pricing — and the financial stakes of a real estate transaction are too high for polite accommodation.
Does it cost me anything to have a buyer's agent?
In most Middle Tennessee transactions, the seller offers compensation to the buyer's agent — meaning the buyer pays nothing directly. Under the new buyer representation agreement requirements, your agent will disclose their compensation structure upfront before touring homes.
Let Me Answer These Questions for You
I welcome the interview. I will show you my transaction volume, my list-to-sale ratio, my average days on market, my marketing plan, and references from recent clients in Coffee and Franklin County. Ask me anything — the numbers speak for themselves.
Interview me — contact me today →