The #1 Question You Should Ask Every Listing Agent

Why Most People Ask the Wrong Questions (And Pay for It Later)

Let me paint a picture.

You’re sitting at your kitchen table. You’ve got two or three real estate agents coming over. You’ve cleaned the house (more than you needed to), maybe lit a candle, and now you’re ready to “interview” them.

And what do most people ask?

  • “What’s your commission?”
  • “How many homes have you sold?”
  • “What do you think my house is worth?”

Totally fair questions.

But here’s the truth after 13+ years in this business…

Those questions don’t protect you.
They don’t make you more money.
They don’t help you choose the right agent.

In fact, I’ve watched homeowners choose the wrong agent because they focused on those questions—and it cost them tens of thousands of dollars.

I had a seller a few years back who told me, “Joseph, we went with the agent who said they’d list it higher and charge less.”

Sounds like a win, right?

It wasn’t.

They sat on the market. Showings slowed. Price reductions followed. And by the time they called me, they were frustrated, exhausted, and ended up selling for less than they would have if they priced it right from the start.

That’s when I realized…

Most people aren’t asking the one question that actually matters.

The #1 Question: “What Is Your Strategy to Get Me the Best Possible Outcome?”

That’s it.

Simple. Powerful. Game-changing.

Not “What’s the price?”
Not “What’s your commission?”

But:

“What is your strategy to get me the best possible outcome?”

Because when you ask this question, everything changes.

You’re no longer hiring a person…
You’re hiring a plan.

And here’s what happens when you ask it:

  • Average agents get exposed
  • Great agents lean in
  • You start hearing real differences

This question forces the agent to show you how they think—not just what they say.

What a Great Answer Should Actually Sound Like

Now, here’s where most people get tripped up.

They ask the question… but they don’t know what a good answer sounds like.

So let me break it down for you.

1. Pricing Strategy (Not Just a Number)

Any agent can throw out a number.

Zillow can do that. Your neighbor can do that.

But pricing a home correctly? That’s strategy.

A great agent will walk you through:

  • How they analyze the market (not just comps, but trends, demand, timing)
  • How buyers behave in your price range
  • Where to position your home to create urgency

Here’s the truth most agents won’t say:

The goal is not to “price high and hope.” The goal is to price strategically and create competition.

I once had a seller push me hard to list $25K above where I recommended.

We had a conversation. I showed them the data. We aligned on a slightly aggressive—but strategic—price.

We ended up with multiple offers and sold over asking.

Why?

Because we didn’t chase the market.
We positioned ahead of it.

2. A Marketing Plan That Actually Creates Demand

Let’s clear something up real quick…

Putting your home on the MLS is not a marketing plan.

That’s the starting line.

A strong agent should explain:

  • Professional photography (non-negotiable)
  • Video walkthroughs or reels (especially in today’s scroll-first world)
  • Social media exposure
  • Email blasts to a real database (not just “we’ll post it somewhere”)
  • Open house strategy (if it makes sense)

But more importantly…

How are they going to get the RIGHT buyers to see your home—and feel something when they do?

Because homes don’t sell from exposure alone.
They sell from emotional connection + perceived value.

3. Negotiation Strategy (Where the Real Money Is Made)

This is where deals are won or lost.

And most people don’t even think about it upfront.

They assume: “We’ll deal with that when offers come in.”

That’s like saying you’ll figure out how to play the game after kickoff.

A great agent should walk you through:

  • How they handle multiple offers
  • How they respond to lowball offers
  • How they create leverage in negotiations
  • How they protect your terms (not just your price)

I had a deal where we had two offers—one higher, one cleaner.

Instead of just picking one, we leveraged both.

We went back, created pressure, and ended up improving the stronger offer by another $10K and better terms.

Same house. Same buyers.
Different strategy = different outcome.

4. Communication & Process (The Experience You’ll Actually Have)

Here’s something nobody tells you:

You don’t just hire an agent for the result.
You hire them for the experience.

Because this process can either feel:

  • Clear, calm, and controlled
    or
  • Stressful, confusing, and reactive

Ask them:

  • How often will we communicate?
  • What happens after we list?
  • What should I expect week by week?

If they can’t clearly map that out…

That’s a red flag.

Red Flags You Shouldn’t Ignore

Let me save you some headaches.

If you hear any of this… proceed carefully:

  • “We market everywhere.” (Translation: no clear plan)
  • “We can list it at whatever price you want.” (No guidance = no strategy)
  • “I’ll cut my commission to win your business.” (If they discount themselves, how will they negotiate for you?)
  • Vague answers, lots of fluff, no specifics

Remember:

Clarity is confidence. Vagueness is a warning sign.

Why This Question Works in Any Market

Whether the market is hot, cold, or somewhere in between… this question holds up.

  • In a seller’s market, it helps you avoid leaving money on the table
  • In a buyer’s market, it helps you avoid sitting and chasing price drops
  • In a balanced market, it helps you stand out and win

Because markets change…

Strategy is what keeps you winning.

If You’re a Buyer, Ask This Too (Just Slightly Different)

This isn’t just for sellers.

If you’re buying, ask:

“What’s your strategy to help me win the right home at the best terms?”

Listen for:

  • How they find opportunities (including off-market)
  • How they structure offers to stand out
  • How quickly they move (speed matters more than ever)

Because in competitive situations…

Preparation beats pre-approval every time.

The Bottom Line: Don’t Hire an Agent—Hire a Strategy

At the end of the day, here’s what I want you to take away:

There are a lot of good people in real estate.

But being a good person doesn’t guarantee a great result.

What separates the top agents isn’t just experience…
It’s how they think, plan, and execute.

So before you sign anything, before you make a decision…

Ask the question:

“What is your strategy to get me the best possible outcome?”

And then listen carefully.

Because the right answer?

It won’t just sound different.

It will feel different.

Want a Second Opinion on Your Situation?

If you’re thinking about selling (or buying) and want a clear, honest strategy—no pressure, no fluff—I’m happy to help.

Reach out, ask me that exact question, and I’ll walk you through what I’d do if I were in your shoes.

Because you don’t need another agent.

You need a plan that actually works.

Ready to take the next step? Reach out to the Reliance Real Estate Team today!

https://www.reliancerealestateteam.com/contact/

414-659-6965 / jsingsheim@kw.com

 

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