Los Angeles homeowners who interview several agents tend to notice how similar the listing presentations are. Each walks through recent neighborhood sales and a marketing plan.

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Many sellers in today’s market choose to work with an agent. The National Association of Realtors reported in its 2025 Profile of Home Buyers and Sellers that 91% of sellers completed their transactions with agent assistance, and for-sale-by-owner transactions declined to 5%, the lowest share the association has recorded. For homeowners comparing agents, listing presentations may provide only a limited basis for evaluating how each agent will handle the sale.

“A listing agreement looks like a marketing contract and works like a decision-making contract,” said Valerie Fitzgerald, Founder and CEO of The Valerie Fitzgerald Group, who reports having closed several billion dollars in Los Angeles luxury real estate. “A seller is choosing whose judgment they want in the room in week six, when nobody has made an offer.”

The diagnostic limits of a listing presentation

Rehearsal can make a listing presentation a polished part of the interview, but the presentation alone may not reliably indicate how a sale will unfold. Other factors are also likely to shape the outcome. Studying transactions in Real Estate Economics, the authors examining agent expertise found that neither years licensed nor transaction volume drove sale price. The factor that did make a difference was an agent’s recent activity in the immediate area, or how close the agent’s own recent sales were to the home being listed.

Six questions worth asking at the listing interview

Choosing a listing agent means trusting someone to guide pricing and negotiations. The six areas below can help sellers evaluate how an agent approaches that role.

Start by asking what list price the agent recommends and which recent closed sales support that figure. Requesting the number first and the supporting transactions second may help show whether the price reflects completed sales or the seller’s expectations. Pricing above comparable sales can carry risks. In a study published in Real Estate Economics, economist John Knight found that homes undergoing large list-price revisions took longer to sell and sold for less.

Sellers can also ask when the agent most recently sold a home in the same price range and neighborhood. Recent, comparable transactions may offer more relevant evidence than career length alone, so the agent should be prepared to identify the specific sales being cited. A recent closing at a similar price point may provide useful insight into current buyer behavior in that segment.

It is also important to establish who will manage the listing each day after the agreement is signed. Depending on the firm, the person conducting the presentation may not be the one responding to inquiries or overseeing the transaction. Sellers can clarify which team member will handle pricing adjustments and offer reviews and who will relay buyer feedback.

Another consideration is what the agent plans to do during the first two weeks and which indicators will be used to assess the approach. Photography, marketing and broad exposure are common activities during this period. The agent should be able to explain the planned activity and how buyer interest, inquiries, showings and feedback will inform subsequent decisions.

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Sellers may also want to ask how the agent’s approach might change if several weeks pass without an acceptable offer, including whether a price adjustment could be considered and what options are available if the arrangement is no longer working. Addressing them during negotiations can give the seller greater clarity about possible adjustments, the length of the agreement, and any available exit provisions.

Finally, ask how the agent approaches negotiations once an offer arrives. The agent will weigh the price alongside contingencies, financing, and the buyer’s proposed timeline before advising whether to accept, counter, or wait for other offers. Asking for an example of a recent transaction involving several rounds of negotiation may provide a more concrete picture of how the agent handles counteroffers and competing considerations.

Discussing these six areas early may give sellers a clearer sense of the agent’s approach and what working together could look like. It can also help both sides align on expectations from the beginning.

The information provided in this article is for general informational and educational purposes only. It is not intended as financial advice. Readers should not rely solely on the content of this article and are encouraged to seek professional advice tailored to their specific circumstances. We disclaim any liability for any loss or damage arising directly or indirectly from the use of, or reliance on, the information presented