Selecting a real estate broker is a key step in ensuring the success of your buying or selling project. But that doesn’t mean you should go with the first option that comes along. To build a solid and effective collaboration, it’s essential to take the time to ask the right questions.
Comparing several brokers isn’t just about evaluating commission rates. Beyond the financial aspects, other factors must be considered to ensure the professional you choose will truly represent your interests.
Here’s a list of relevant questions to ask during your initial conversations. They’ll help you assess the broker’s expertise, working style, and overall compatibility with your needs.
What questions should you ask a real estate broker?
1. How long have you been working as a real estate broker?
Professional experience is often one of the first things people want to know when choosing a broker. A broker who has been active for several years will typically have a deep understanding of the market, transaction processes, and the nuances of the profession.
That said, experience isn’t everything. A recently certified broker who is well-trained, dynamic, and detail-oriented can also provide excellent service. That’s why it’s important to ask about their background.
You can also verify this information with the Organisme d’autoréglementation du courtage immobilier du Québec (OACIQ). Their website lets you check a broker’s training, license validity, and whether they have received any disciplinary notices or sanctions.
2. How long have you been working in this area?
Beyond overall experience, it’s crucial to assess how familiar the broker is with the specific area where your property is located or where you plan to buy. A great real estate broker is also a local expert who can guide you based on neighbourhood trends, area characteristics, and the profile of potential buyers.
A broker may have years of experience in the industry but be newly established in the region. In that case, they may not yet fully understand the local market’s specifics, such as realistic pricing, average selling times, property value drivers, or upcoming urban development projects.
3. Are you affiliated with a well-known real estate agency?
Whether a broker is independent or affiliated with a well-established real estate banner, they must hold a valid brokerage licence issued by the Organisme d’autoréglementation du courtage immobilier du Québec (OACIQ). In both cases, you’re dealing with a trained and regulated professional. Still, it’s helpful to know their status, as it can influence certain aspects of your property’s marketing.
Brokers affiliated with large agencies often benefit from additional resources, such as extended advertising platforms, professional marketing tools, support teams, and broader client networks. These advantages can help increase your property’s visibility or improve the search for your future home.
Moreover, larger agencies typically have a wider client base, making it easier to find reviews and evaluate service quality based on other clients’ experiences.
4. What sets you apart from other brokers when handling a challenging transaction?
It’s not uncommon for real estate transactions to come with unique challenges: tough negotiations, tight deadlines, multiple offers, or legal constraints. Understanding how a broker stands out in these situations is a great way to assess the added value they can bring to your file.
They might distinguish themselves through thorough file analysis, creative problem-solving, the ability to stay calm under pressure, or a strong aptitude for defending their clients’ interests. In some cases, additional training or specialized certifications, such as ÉcoCourtier, can also demonstrate valuable expertise in more complex contexts.
5. What is your approach to determining my property's listing price?
If you're selling your home, it’s essential to understand how the broker plans to establish the asking price. This question will give you insight into their evaluation process, their knowledge of the area and their overall strategy for attracting the right buyers.
Will they set the price slightly above market value to allow room for negotiation? Or will they favour a more aggressive tactic by listing slightly below market value to spark buyer interest and achieve a faster sale?
Regardless of the approach, it’s crucial that the broker bases their pricing on a thorough local market analysis, recent comparables, and the specific features of your property. An inaccurate price could cost you time or money.
How is a real estate broker paid?
In most cases, a real estate broker is paid through commission, usually a percentage of the property's final sale price. This payment is made (by the seller) once the transaction is completed. The commission rate is determined in advance within the brokerage contract and may vary based on several factors, including the region, the agency, or the type of property.
This commission covers the full range of services provided by the broker: property evaluation, marketing strategy, showings, negotiation with buyers, and support all the way through to signing at the notary’s office.
6. What strategy do you use for property search or marketing?
Every real estate broker has their own approach, whether it’s for selling a property or helping a buyer find the right one. Before committing, it’s important to understand the strategy they plan to use to meet your specific needs. Some methods may better match your expectations or timeline.
Selling your home?
Ask about the concrete measures put in place to maximize your home’s visibility and attract serious buyers:
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What is the preferred sales approach (competitive pricing, bidding war, delayed offer, etc.)?
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What types of advertising platforms will be used (real estate websites, social media, print ads, etc.)?
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Does the broker work with professional photographers, home staging experts or real estate marketing specialists?
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What tools will be used to track the marketing progress?
Looking to buy a property?
Ask targeted questions about how the broker will support you through the process:
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How are properties selected for viewing?
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What level of support can you expect during visits?
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What is their strategy in cases of multiple offers or a competitive market?
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How is the offer to purchase prepared and negotiated?
7. What are your negotiation strategies?
Negotiation is a critical step in any real estate transaction. It’s one of the broker’s most strategic roles, whether they represent a seller or a buyer. Their skill in this area can have a significant impact on the final outcome.
For sellers : the broker will aim to attract as many interested buyers as possible, sometimes by creating a sense of urgency or competition. They might also suggest listing the property slightly above the desired price to allow for negotiation room, without risking a final price below your expectations.
For buyers : the broker must be able to assess the seller’s intentions, identify potential negotiation levers, and craft an offer that is both strategic and realistic. The goal: to reach a favourable agreement while protecting you from overpaying or accepting unfavourable conditions.
8. How many transactions have you completed recently?
The number of transactions a broker has completed over the past few months can give you a good idea of their activity level and market presence. While this figure doesn’t necessarily reflect service quality, it remains a solid performance indicator.
Don’t hesitate to ask for specific examples: types of properties, areas served, average time on the market, and so on. Reviewing a list of recent sales or purchases can help you assess whether your project aligns with the broker’s field of expertise and whether they’re used to handling properties similar to yours.
9. How many clients are you currently working with?
A broker’s availability is often underestimated, yet it’s essential to ensuring effective support throughout your transaction. Even the most competent broker may struggle to give your file the attention it deserves if their schedule is overloaded.
By asking this question, you can get a clearer idea of their responsiveness whether they can schedule visits quickly or return your calls in a timely manner. You can also test this directly: do they respond after business hours? Do they call back promptly? Confirming their availability before signing a contract can help you avoid frustration later in the process.
10. Based on your experience, how long will it take to buy or sell my property?
An experienced broker should be familiar with current market conditions in your area and able to provide a realistic estimate of how long it might take to complete your transaction, whether you’re buying or selling.
This estimate will depend on several factors: property type, location, market trends, asking price, seasonality, and more. While no broker can guarantee an exact timeline, their ability to explain their estimate shows their understanding of the market and their transparency.
Do you have a real estate project ?
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