The 7 Questions That Separate Top Agents from Average Agents
These are not interview questions designed to make an agent feel comfortable. They are screening questions designed to surface the specific data points that predict performance. A top-performing agent will answer all seven without hesitation. An average agent will deflect, generalize, or admit they don’t track the metrics.
What is your list-to-sale ratio for sellers?
What it means: How close to list price do your clients actually receive at closing? A 99% ratio means a $500,000 listing closes at an average of $495,000. A 97% ratio means it closes at $485,000 — a $10,000 difference on the same listing.
East Valley industry average: 97%–98.5% in typical market conditions. This is the floor, not a benchmark to celebrate.
What to look for: 99%+ signals disciplined pricing strategy from day one and strong enough marketing to attract full-price offers. It also means the agent does not routinely reduce prices after 30 days of overpricing.
Ryan Moxley: 99.2% list-to-sale ratio — achieved through accurate pricing from the first day, not by taking any offer that comes in after repeated reductions.
Red Flag: An agent who can’t give you this number doesn’t track it. An agent consistently below 97% is underperforming the market.What is your average days on market?
What it means: How long do your listings typically sit before going under contract? This metric combines pricing accuracy, marketing quality, and how well the agent targets the right buyer pool.
East Valley market average: 25–35 days for correctly priced homes in a balanced market. A lower figure reflects strong positioning; a higher figure warrants explanation.
What to look for: An agent who can discuss why a specific property would be above or below average — and adjusts their marketing and pricing strategy accordingly. Not just a number cited without context.
Red Flag: An agent who boasts very low DOM by routinely accepting below-asking offers. Low DOM at the cost of price is not a win for sellers.What is your transaction volume and market specialty?
Why it matters: An agent who closes 4 deals a year does not have the negotiation repetition, market data depth, or lender and title company relationships of an agent who closes 40+. Every transaction is a negotiation — and like any skill, it degrades without practice.
Ask specifically: How many transactions did you close in the past 12 months? What price range? What cities? Which side of the transaction (buyer or seller representation)?
Ryan Moxley: Top 1% Arizona REALTOR® by transaction volume. East Valley specialist: Gilbert, Chandler, Scottsdale, Queen Creek, Mesa, and Paradise Valley as core markets.
Red Flag: An agent who is a generalist without meaningful depth in your specific city and price range. “I work everywhere in the Valley” often means expertise nowhere in particular.How will you market my property? (For Sellers)
The MLS is the floor, not the ceiling: Every licensed agent can list on the MLS. The question is what happens beyond that — and the answer is where top agents separate from average agents.
What to look for: Professional photography (non-negotiable), video walkthrough and drone footage for appropriate price points, targeted social media advertising (Facebook and Instagram buyer targeting by geography and buyer profile), email blast to lender and agent network, strategic open house execution, and proactive outreach to agents representing likely buyers.
Ask the agent: “Show me a recent listing marketing package.” A top agent will have one ready immediately. Average agents will describe their standard approach without being able to show you an example.
Red Flag: “I’ll put it on the MLS and Zillow.” That is the minimum requirement, not a marketing strategy.Are you a dual agent, or do you use buyer’s agents from your own team?
Dual agency defined: When one agent represents both the buyer and seller in the same transaction. Arizona law allows it with written disclosure — but disclosure does not eliminate the conflict of interest. The agent cannot simultaneously negotiate the highest price for the seller and the lowest price for the buyer. One party always loses in a dual agency negotiation.
Team cross-selling variation: When an agent lists your home and then brings a buyer from their own team — collecting both commission sides. The incentive to complete the deal (and collect double commission) can override the incentive to maximize your price.
What to look for: An agent who is explicit that they work exclusively for one party in each transaction. Undivided representation is not a marketing claim — it has specific implications for how the agent negotiates on your behalf.
Ryan Moxley: Does not practice dual agency. Every client receives undivided representation — buyer or seller, not both.
Red Flag: An agent who is vague or defensive about dual agency, or who says “it all works out fine with disclosure.” That is not an answer.What is your availability and communication standard?
Why speed matters in real estate: A delayed response to an inbound offer can cost a seller negotiating leverage. A missed call can cost a buyer the home they want when inventory is tight. Real estate does not operate on business hours — and your agent’s responsiveness needs to match that reality.
What to look for: Direct access to the agent (not just a coordinator) during active transactions, a defined response time commitment (same-day for non-urgent, immediate for time-sensitive), and a proactive update cadence so you are never wondering what is happening.
Ask directly: “When I text you at 9pm with a question, what happens?” The answer tells you everything about what working with this agent will actually be like.
Red Flag: An agent who routes all communication through an assistant or coordinator during active transactions, or who normalizes “I’ll get back to you by the end of the week” for time-sensitive matters.Can you provide 3 recent client references — specifically for a transaction similar to mine?
How to use references effectively: Any agent can provide a list of satisfied clients. The key qualifier is “recent” (past 12 months, not a reference from 2021) and “similar to mine” (a seller at your price range, or a buyer in your target neighborhood).
Google reviews: Look at volume (30+ reviews is meaningful; 6 reviews is not), recency (reviews from the past 12 months vs. 3 years ago), and whether the reviews describe transactions like yours — not just generic praise.
Ryan Moxley: 4.9-star average across 30+ verified Google reviews, all recent, all East Valley transactions. References available for both buyers and sellers at multiple price points.
Red Flag: An agent who only has reviews from 2021–2022 (the easy market), or who cannot provide a reference for a situation comparable to yours.Ryan Moxley vs. East Valley Industry Average
The following comparison is not a marketing exercise — it is the answer to the 7 questions applied to Ryan Moxley’s own practice. These are the metrics a top-performing East Valley agent should be able to provide without hesitation.
| Metric | East Valley Average | Ryan Moxley |
|---|---|---|
| List-to-Sale Ratio | 97%–98.5% | 99.2% |
| Market Ranking | General market | Top 1% Arizona |
| Market Coverage | Varies / generalist | 10-city East Valley + Paradise Valley |
| Dual Agency Practice | Common | Never — undivided representation |
| Availability | Business hours typical | Same-day response / urgent = immediate |
| Google Review Rating | 4.2–4.5 average | 4.9 — 30+ verified reviews |
| Specialization | Often generalist | East Valley deep market expert |
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List-to-sale ratio difference: On a $600,000 listing, the difference between a 97% agent and Ryan’s 99.2% is approximately $13,200 more in your pocket at closing. That single metric outweighs commission savings from discounting agents.
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Market depth advantage for buyers: An agent who closes 40+ transactions per year in Gilbert and Chandler knows which streets have traffic noise issues, which subdivisions have HOA issues, and which builder phases have deferred construction defects. That knowledge is not available on Zillow.
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No dual agency = no conflict: When Ryan represents a buyer, the seller’s interests are irrelevant to his negotiation. When he represents a seller, the buyer’s interests are irrelevant to his negotiation. That is what undivided representation means in practice.
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Lender and title relationships matter under pressure: A top agent who closes 40+ transactions per year has a track record with local lenders and title companies that gets problems solved faster. When a transaction hits a snag 10 days from close, relationships are the difference between resolution and cancellation.
The Most Common Mistakes When Choosing an Agent
After asking the 7 questions above, here are the mistakes buyers and sellers make most frequently when evaluating agents — and what the right decision actually looks like.
Choosing Based on Commission Rate Alone
A discount agent who charges 1% less in commission but achieves a 97% list-to-sale ratio instead of 99.2% costs a seller more than the commission savings on any home above $200,000. Commission is a cost you see on the closing statement. The negotiation performance gap is invisible on the same document — but it’s real.
Choosing a Friend or Family Member Without Vetting Them
The most expensive agent decision homeowners make is using a friend or family member who has a license but insufficient volume or market depth. The relationship makes it impossible to hold them accountable, and the financial stakes of a real estate transaction are too high for that dynamic.
Choosing the Agent Who Gives You the Highest List Price Estimate
Overpricing a listing is the oldest strategy agents use to win listings — quote a high number, get the contract, then reduce the price 30 days later after the home has gone stale. The list-to-sale ratio question catches this pattern. An agent with a consistent 98%+ ratio on accurately priced homes is far more valuable than one with a 96% ratio on overpriced listings.
Not Interviewing Multiple Agents
Interview at least two agents before committing. The contrast in how they answer the 7 questions above will be more instructive than any single conversation in isolation. A top agent welcomes comparison; an average agent resists it.