The short answer: when you interview with a brokerage or a team, they want to know whether you’ll generate business and serve clients well: why real estate, how you’ll find clients, how you explain your value, how you handle objections and rejection, how you negotiate, and whether you’ll act ethically. Since the 2024 NAR settlement changes, expect questions on written buyer agreements and how you talk about your compensation. Answer with a concrete plan and numbers (contacts per week, past sales results, a sphere you can reach). Below are the common questions with sample answers, plus questions to ask a brokerage and, for sellers, questions to ask an agent.
Sample answers are illustrations, not quotes from real candidates.
What the job involves
The U.S. Bureau of Labor Statistics says “real estate brokers and sales agents help clients buy, sell, and rent properties.” It notes that most are self-employed, that every state requires them to be licensed, and that licensing typically involves prelicensing courses and an exam. The median pay for real estate sales agents was $52,830 in May 2025, and $73,220 for brokers; income varies widely because most agents earn commissions.
Motivation and fit
“Why do you want to be a real estate agent?”
Be specific and realistic: what you enjoy about helping people through a big decision, relevant experience (sales, customer service, local knowledge), and that you understand the income is commission-based and takes time to build.
“Why our brokerage?”
Mention their market, training, support, culture or specialty, and how it fits your plan.
Lead generation and business plan
“How will you find clients in your first year?”
Sample answer: “I’ll start with my sphere: I have about 300 contacts from ten years in local retail management. I’ll reach out to each of them personally in my first two months, then stay in touch monthly. I’ll host two open houses a week for agents on the team, follow up with every visitor within 24 hours, and focus my social content on the two neighborhoods where I live and coach youth soccer. My goal is 20 conversations a week and six closed transactions in year one.”
“How do you stay organized?”
A CRM, a weekly schedule with fixed prospecting time, and tracking your numbers: conversations, appointments, listings and closings.
Clients and the 2024 practice changes
“How do you explain your value to a buyer?”
Since NAR’s settlement practice changes in 2024, MLS participants working with buyers need a written agreement before touring a home, and offers of compensation can no longer be published on the MLS. Interviewers want to hear that you can explain clearly what you’ll do for a buyer (market knowledge, finding homes, negotiation, managing inspections and deadlines to closing) and how you’re paid, before the first tour.
“A seller wants to list above market value. What do you do?”
Show the comparable sales and current competition, explain the risk of a listing that sits, agree on a pricing strategy with a review date, and document the conversation.
“How do you handle rejection?”
Treat it as part of the numbers, learn from each no, and keep prospecting. Give a real example from sales or another job.
Negotiation and ethics
“Tell me about a negotiation you won.”
Describe the goal, what you learned about the other side’s priorities, your offer or counteroffer, and the outcome for your client.
“What would you do if a client asked you to hide a known defect?”
Refuse and explain that disclosure is required, protecting both the client and you. Interviewers are testing your integrity.
Questions to ask a brokerage
- What training and mentoring do new agents get?
- What’s the commission split and what fees do agents pay?
- Do you provide leads, and on what terms?
- What do your most successful new agents do differently?
See questions to ask the interviewer.
If you’re a seller interviewing an agent
Ask: How many homes like mine have you sold recently, and where? How would you price and market my home? How will you communicate, and how often? What’s your commission and what does it cover? Can I speak to recent clients? Compare at least two or three agents.
See also our sales manager interview questions.
Frequently asked questions
What questions are asked in a real estate agent interview?
How do I answer "How will you find clients?"
What changed for buyer agents after the NAR settlement?
What questions should I ask a brokerage in an interview?
What should I ask when interviewing a real estate agent to sell my home?
Sources
- U.S. Bureau of Labor Statistics, Occupational Outlook Handbook, Real Estate Brokers and Sales Agents. Read on 1 October 2026.
- National Association of REALTORS®, NAR Settlement FAQs. Read on 1 October 2026.
