Keep a roof over your head by helping others put a roof over theirs!

Is your dream job helping people to find their dream home? If so, then a career in real estate is for you. In this article, we'll help you to navigate 27 tricky real estate agent interview questions so that, whether you're looking for a role in commercial or residential real estate, you'll make a great first impression. 

Let's look at some top interview tips and dive into the common, technical, and specialist questions you may be asked.

Tips to prepare for a real estate interview

As with any interview, preparation is key. Research the company so that you can answer questions in an informed manner. You'll also need to arrive on time – you'll have a lot of appointments as a Realtor, so you'll want to show that you don't keep clients waiting. And obviously dress smartly – you'll need to make a professional impression as you're aiming for a client-facing role.

Common real estate interview questions

1. Why do you want to work in real estate?

“There's nothing more important in life than home. It's more than just a roof over our heads, it's a safe space where we spend our downtime with the people we love. I can't think of a more rewarding job than helping people to find their perfect home. As well as the personal fulfillment I'd get in this role, I also have the right skills to make a success of it, including the ability to build a rapport and a knack for sales.”

2. What are your top three skills that will help you to succeed in this role?

“There's more to real estate than just making sales! Although I do have a strength in that area, I think my top three skills are an in-depth and long-term understanding of the local property market, a natural ability to engage with people from all walks of life to really understand their drivers, and exceptional organizational skills that enable me to manage a busy diary of appointments and viewings.”

3. Why are you interested in this role with us?

“ABC Inc. has long been a well-known fixture on the local property scene. I'd love to work for you, as your reputation is excellent and I'm sure that I'd be able to enhance my skills by working alongside your established Realtors. Additionally, I met a couple of your staff previously and they both seemed really happy at ABC Inc. A positive culture like that is really important to me.”

4. Have you ever worked as part of a team?

“Absolutely, I was an Administrator for XYZ Properties. I found that the core element to keep the team running like clockwork was great communication. I was permanently in the office, but the Realtors were in and out as they conducted viewings. I made sure that I was always able to contact them to pass on messages and last-minute changes, and they knew they could rely on me to keep them updated.”

5. What are your career goals?

“At this point in time, I'm looking for my first position in the real estate sector. I'm looking forward to learning the ropes and expanding my local knowledge. In the future, though, I hope to attain a more senior position and make a name for myself as the go-to person for real estate in the area. I'm particularly interested in the digital marketing side of the role, so that's something I'd like to pursue further.”

6. Why does a career in real estate appeal to you?

“I'm attracted by meeting new people every day and chatting with them about their lives and aspirations. A house is probably the biggest investment most people will ever make, so I want to be there guiding them through the process, sharing my knowledge, and helping them to make the right decision. I also want to make sure that the client gets the best possible deal by supporting them in their negotiations and bringing the right buyers through their door.”

7. What motivates you?

“I'm motivated by a job well done and financial success. In this job, that means matching buyers with sellers, facilitating negotiations, and managing sales through to a successful conclusion. I'd be lying if I said that earning a commission didn't drive me to put in my best effort every day, but I'm passionate about the process that gets me those commissions.”

Real estate technical interview questions

8. How do you build a client base?

“There are several ways that I find clients. Firstly, I try to maintain an active presence in the local community, attend events where I can promote the business, and host open houses. I also maximize the potential of digital marketing, promoting properties on social media and using SEO-friendly search terms when listing properties online. I will occasionally use traditional tactics such as leaflets or cold calls, but I find networking a much more reliable method of securing clients. Obviously, I always check in with clients when sales close and remind them to refer me or send additional business my way!”

9. What technology do you use when trying to sell a property?

“Obviously online listings are expected, and I also promote on social media. Recently, though, I've enjoyed trialing drone videos to show off the exterior of a property – you can get really high-quality images that bring the site and the area to life. Video tours are also something that I use a lot, and which I found particularly helpful during the pandemic.”

10. How do you stay up to date with market trends and changes?

“Living locally, I'm naturally abreast of the local market. I'm genuinely interested in what the market is doing and monitor sales prices, not just for my sales but for competitors' as well. I have a great network of property professionals, including Developers, Realtors, Appraisers, and Mortgage Brokers who share their insights, and I also attend industry events.”

11. How are you involved in the community?

“I love getting out and about in the community – the events can be great fun and, as a bonus, I can make new connections that can lead to sales and referrals. I often host stalls at family events – growing families are a key reason for house moves, so they're a great place to promote the business. Pets can make a house a home, so I fundraise for animal shelters, and I also organize local litter picks, both of which can get great press coverage. My current agency also sponsors a Little League team, getting our brand out to plenty of families every weekend.”

12. What methods do you use to appraise a property?

“There are various approaches I take. The main one is comparative analysis, comparing various factors to recent similar sales in the area. For new build properties, I might use the cost approach, based on the cost of rebuilding. For commercial properties, the income generation potential is a factor, so I use the income capitalization approach.”

13. How do you respond to leads?

“In a word, promptly! I reply to every lead as soon as I can, making sure that I provide a personalized response. I reply to all questions honestly and fully, so that the lead can make informed decisions and build a trusting relationship with me. I try to understand where they are on their property-buying or selling journey, which helps me to tailor my response and decide the best time to follow up with them.”

14. What makes you stand out as a Realtor?

“I think my record of success speaks for itself. I completed 20 residential closings last year, winning an internal company award for my efforts, and I have a great reputation in the area. I'm looking forward to achieving a similar level of success at your company.”

Residential real estate interview questions

15. What questions do you ask clients to make sure their needs are met?

“I like to understand why the client is looking to buy or sell their home first and foremost. When I have an idea about their motivations, I then move on to ask about their financial position, deal breakers, and expectations in terms of timeframe and location.”

16. Have you ever gone above and beyond for a client?

“I try to make sure every client I work with receives exceptional service, but one that sticks in my mind is the time I worked with a client who had moved out of the area and had unrealistic expectations of the property value. That meant I had to put in more hours than usual to list the property, prepare for an open house, create a buzz among prospective buyers, and show them around, with minimal input from the client and in an uninhabited house. In the end, I drummed up so much interest that the client received several offers, one much closer to her target price than I imagined possible. I was very happy with the outcome of that project, and so was the client.”

17.How do you determine which properties to show to a client?

“I try to understand client priorities so that I know what's non-negotiable and what's nice to have. I don't waste anyone's time showing properties that don't hit the must-haves, but quite often a client will fall in love with a property that doesn't fulfill part of their nice-to-have list. It's about knowing where compromises can be made, which comes back to getting a good insight into their motivations at the beginning of the process.”

18. What do you consider to be the hardest part of showing a home to a client?

“It's frustrating when I've prepared a tour and the client starts to drift away – but I know that often means they're excited to see the rest of the property, and that's my objective! I let them have a quick look around on their own, then I catch up with them to show features and key points from my prepared tour so that they don't miss anything.”

19. What trends are you seeing currently in the local property market?

“I've noticed that, while there was an exodus from cities during the pandemic, with an associated rise in demand for properties that had space to work from home, there seems to be a reversal in that trend now. With more people being called back to the office, central properties are now in demand, and prices in such areas are climbing accordingly.”

20. How would you approach selling a property in a neighborhood you're unfamiliar with?

“Luckily, I'm very familiar with the area you operate in, but if I were to find myself in that situation, I'd do a lot of research. I'd look at the neighborhood as a whole, as well as recent sale prices and future plans that may affect property prices. I'd also speak to my colleagues, to tap into their expertise.”

21. What do you consider a successful sale?

“There's no better feeling than handing the keys over knowing that you've got the best possible price for the seller and helped a buyer to secure their dream home. Of course, there's a lot of work that goes into getting to that stage, and it's the overall experience that makes the sale a success. I put a lot of time into communicating with both parties so that the process runs as smoothly as possible and hitches get resolved painlessly.”

Commercial real estate interview questions

22. How do you build relationships with investors and have you ever found this difficult?

“Building long-term relationships is crucial for success in commercial real estate. I try to build a rapport that goes beyond the purely professional, getting to know investors as individuals. That also helps me to gain insight into their needs and expectations. There will always be people that are harder to connect with than others, but I can generally find some common ground over time.”

23. Describe your most challenging commercial project so far

“With eCommerce becoming more and more popular, there's been a real increase in demand for warehousing space. A recent space that came on the market had a lot of interest, so I knew there was the potential to secure a great price for the seller. However, much of the interest came from people who hadn't invested in that type of property before, so I spent much longer than usual talking potential buyers through the process and managing their expectations. It wasn't an easy sale, but I was able to exceed the client's financial objective.”

24. What types of commercial properties have you worked with most frequently?

“I've had experience across various types of commercial property but, in this area, office space is the most in-demand so that's where the bulk of my experience lies. I'm confident sourcing office space aligned with client needs, negotiating leases, and overseeing the entire transaction.”

25. How do you decide if a property is a good investment for your client?

“I know my clients rely on my expertise, so it's really important for me to provide them with advice they can rely on. I take into account their ideal location, budget, and risk tolerance, and combine that with my own research and analysis. It's a fine balance between concrete financial data and the client's personal opinion on the space, but I have great relationships with my clients so they almost always lean on my advice.”

26. Have you ever worked with property developers?

“Yes, I have. Like any other client, the key to a successful transaction is communication. That builds understanding, which is key to supporting them in finding the right site, in the right location, for the right budget. I stay abreast of land and properties suitable for development locally and contact owners at an early stage. That way, I have the connections already in place when I'm contacted by a developer and can ensure seamless communications between all parties throughout the process.”

27. How have you marketed commercial properties?

“I've used both online and offline marketing to promote commercial properties and attract qualified prospects. Methods I've used successfully in the past include designing brochures, hosting open houses, listing properties on multiple listing platforms, and running targeted email campaigns. Networking is a marketing tool that can't be underestimated.”

Questions to ask in a real estate interview

Of course, an interview is a two-way street and you'll get the chance to ask questions, as well as answer them. This is your chance to find out whether the role comes with the support, opportunities, and culture you're hoping for. You're bound to have questions of your own but keep these suggestions in your back pocket in case your mind goes blank – after all, sitting silently isn't a good look!

  • What would you expect from a new agent in the first 6 months?

  • What opportunities are there for progression?

  • What do you enjoy most about working here?

  • Can you tell me about the team?

The keys to your next job

Practice these real estate interview questions and answers and you'll be going into your next interview prepared and confident. With a successful interview under your belt, your career will be moving in the right direction in no time!

If you need that extra bit of support and guidance before stepping into the interview room, why not book some time with our interview coaches to make sure you truly shine?

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