Look at recent sales near you
Awards and billboards don't tell you much. What matters is whether an agent has sold houses like yours, in your neighborhood, in the last year or so, and how those sales went: how close to the list price, and how long they took. Ask every agent you talk to for that list.
Check the license
Every agent and broker in California has to be licensed by the Department of Real Estate. The DRE's public license lookup shows whether a license is active and whether there's been disciplinary action. It takes a minute.
Interview at least three
Ask each one the same five questions, so the answers are easy to compare.
| Ask | A good answer | A warning sign |
|---|---|---|
| Which comparable sales are you using to price my house, and why? | Three to six recent sales nearby, with the adjustments explained | A price with no comps, or only the best sale on the street |
| What would you fix before listing, and what would you leave? | A short list tied to what buyers here pay extra for | Fix everything, or fix nothing, with no reasons given |
| How will you market it, and who handles showings? | Photos, a listing date, open houses and who will actually be there | Vague answers, or a junior agent you haven't met |
| How long do houses like mine take to sell right now? | Days on market for the recent comps | A guess with no numbers behind it |
| What's your commission, what does it cover, and how will buyer-agent pay be handled? | A clear number in writing | Pressure to sign today |
An agent who prices high to win the listing and then asks for cuts in week three isn't doing you a favor. Ask how their recent listings ended up compared to the first price.
Read the listing agreement
Look at the length of the listing, how you can cancel, and exactly when commission is owed. Since the 2024 settlement involving the National Association of Realtors, buyer-agent compensation is no longer offered on the MLS and is discussed separately. NAR's summary explains what changed. Everything in the agreement is negotiable before you sign.
At Bay Area prices, a single point of commission is real money:
Every percentage point is $10,000 at this price. Commission is negotiable, and since the 2024 settlement the buyer's agent's pay is negotiated separately.
California allows one agent to represent both buyer and seller only with both parties' written consent. If that comes up, make sure you understand who's looking out for your price.
When an agent isn't the right tool
Listing works best when the house is in good shape and you have time for showings, inspections and a buyer's loan. When the house needs major work, has tenants, is in probate, or there's a foreclosure date, many owners compare a listing with a written cash offer. You can sell a house without a realtor in California; a title company still handles escrow. The cost of selling guide and the calculator on the main page help you compare the two.