How to Interview and Choose the Right Luxury Realtor
And Why This Decision Can Literally Cost You Thousands
Selling a luxury home is not the time to wing it.
Yet every year, sellers make one of the biggest financial decisions of their lives by hiring the wrong Realtor—sometimes because they felt awkward saying no, sometimes because “my cousin just got his license last week,” and sometimes because they assumed all agents are basically the same.
They’re not. Not even close.
Here’s how to properly interview and choose the right luxury Realtor—and why doing it correctly can save you time, stress, and a surprising amount of money.
First Question: Is This Realtor Full-Time or Part-Time
This matters more than most people realize.
Luxury real estate requires constant attention, availability, and strategic thinking. A full-time Realtor lives and breathes the market. A part-time Realtor fits your listing in between another job, kids’ sports, and whatever else is on their calendar.
A full-time luxury Realtor monitors buyer behavior daily, adjusts pricing strategy in real time, and negotiates constantly. That experience alone can easily save—or earn—you tens of thousands of dollars.
If someone is selling luxury homes “on the side,” that’s usually your first red flag.
Second Question: How Long Have You Been Selling Luxury Homes
Experience matters. A lot.
Years in the business translate to better pricing decisions, stronger negotiation skills, and fewer costly mistakes. An experienced luxury Realtor has already navigated multiple market cycles, difficult negotiations, low appraisals, failed deals, inspections, and emotional buyers.
Hiring someone simply because you know them personally can feel comfortable—but comfort is not a strategy. And while your second cousin may be a great person, if they just passed the licensing exam last week, this probably isn’t the listing they should learn on.
Third Question: How Do You Price Luxury Homes
This is one of the most important questions you can ask.
Luxury buyers do not care what you paid for the home. They do not care about your renovation budget. They do not care what the house down the street sold for three years ago.
They care about value today.
Ask how the agent prices luxury homes, how they react when showings are strong but offers are not coming in, and how they protect sellers from overpricing early and chasing the market later.
The wrong pricing strategy can cost far more than a commission ever could.
Fourth Question: How Strong Are Your Negotiation Skills
Luxury deals are rarely simple.
Ask how many complex transactions the agent has handled. Ask how they protect sellers during inspections, appraisal negotiations, and repair requests. Ask how they manage multiple offers versus lowball offers.
A skilled negotiator doesn’t just get a deal done—they structure it in your favor. Strong negotiation alone can dramatically impact your net proceeds.
Fifth Question: What Does Their Online Presence Look Like
In today’s luxury market, visibility matters.
Look at their social media accounts. Are they consistent? Do they understand how to visually and professionally present luxury homes?
And yes, it’s fair to ask: do they have 75 followers or 7,500?
This isn’t about popularity. It’s about reach. Luxury buyers are shopping online first, and agents who understand modern digital exposure have a measurable advantage.
An agent who struggles to market themselves will struggle to market a high-end home.
Sixth Question: What Is Your Marketing Budget and Infrastructure
Luxury homes require luxury marketing.
Putting a sign in the yard and entering the home into the MLS is no longer marketing—it’s simply step one.
Ask what their real marketing budget is. Do they build a custom website for every listing? Do they run paid sponsored posts? Do they market locally, regionally, nationally, and internationally? Do they belong to a brand with true global reach?
Ask if they have in-house marketing specialists or PR support. Ask how large their buyer database is and how often they actively communicate with it.
Connections matter too. Relationships with title companies, inspectors, appraisers, contractors, designers, and stagers protect deals and save time when issues arise.
And don’t be afraid to ask for proof. How many homes have they listed over one million dollars? How many have they sold over one million dollars? Luxury experience is measurable.
Finally, read their reviews. Patterns tell the real story.
Seventh Question: Who Is Supporting You Behind the Scenes
Luxury real estate is not a one-person job.
Ask if the Realtor has a dedicated assistant or support staff. That support ensures deadlines are met, communication stays tight, and details don’t fall through the cracks.
Also ask whether other Realtors in their office help market listings. In strong luxury brokerages, agents collaborate, share listings internally, and bring buyers to each other’s properties. Many high-end sales happen through these internal networks.
Eighth Question: Have You Used ChatGPT to Do Your Homework
This may surprise some people, but it’s smart.
In addition to Googling a Realtor’s name, sellers can use ChatGPT to help analyze websites, marketing, reviews, and online presence. It’s not a replacement for experience or conversation, but it’s a powerful tool to help ask better questions and spot red flags.
Smart sellers use every available resource.
One More Important Conversation: Don’t Ask for a Discount from a Top Professional
This one matters.
If you’re interviewing a seasoned, proven luxury Realtor, asking for a discount is usually the wrong move.
Top professionals didn’t get there by accident. They earned it through experience, judgment, negotiation skill, and significant investment in marketing and infrastructure.
Ask yourself this:
Would you ask a surgeon for a discount before back surgery?
Would you ask your attorney for a discount before trial?
Would you ask your pilot for a discount before takeoff?
Luxury real estate carries real financial consequences. In many cases, an experienced Realtor can net you significantly more money—even at full fee—than a discounted agent ever could.
And here’s the honest truth. If an agent is quick to discount their own value, what else will they discount when negotiating on your behalf?
You’re not paying for access to the MLS. You’re paying for strategy, protection, confidence, and results.
Why This All Matters
The right Realtor can save you money through smarter pricing, stronger negotiations, better marketing, and fewer mistakes. The wrong Realtor—no matter how nice—can quietly cost you far more than you expect.
Choosing wisely isn’t about feelings. It’s about outcomes.
The Final Word
Luxury real estate demands experience, investment, and leadership. When everything is on the line, representation matters. The agent you choose will either protect your value—or compromise it.
That decision deserves intention, discernment, and the highest level of professionalism.
If you’re considering selling a luxury home and want an honest, strategic conversation about pricing, marketing, and positioning, I’m always happy to help.
Wyatt Poindexter
Managing Partner, The Agency Oklahoma
405-417-5466
[email protected]
www.WyattPoindexter.com
