Choosing the Right Realtor: A Guide for First-Time Homebuyers in Utah
- Kevin Petersen
- Mar 16
- 4 min read
Updated: Apr 15
You hire people for a living. Or you work alongside those who do. You know the difference between someone who interviews well and someone who actually performs. You've likely learned, perhaps the hard way, that credentials and confidence do not always predict results.
When it comes time to hire a real estate agent, many people—smart, experienced professionals included—default to logic they would never use elsewhere. They think, "I know them," or "I saw their face on a bus bench," or "Someone in my office used them once."
Choosing a realtor is a hiring decision. Treat it like one!
Evaluating Your Realtor: Key Considerations
Here is what to actually evaluate, including the questions that separate agents who know their market from those who are merely good at seeming like they do.
Transaction Volume Is Not the Same as Relevant Experience
An agent can close 50 transactions a year in South Jordan but know almost nothing about what's happening in Sugarhouse or the Avenues. Volume matters, but only in markets that are relevant to what you are doing.
Ask: How many transactions have you closed in the last 12 months in the specific neighborhoods I am considering? What was the price range? Were you representing buyers or sellers?
A good agent will answer this specifically. They should tell you about the characteristics of those neighborhoods—where prices softened, what went fast, and what sat. If they give you a general answer about overall production, that's a red flag!
Handling Awkward Moments
This is a question almost no one asks, yet it is one of the most important—especially for LGBTQ+ buyers and sellers who have learned that the real estate process can be fraught with uncomfortable moments.
Ask: How do you handle situations where a seller's agent, an inspector, or another professional in the transaction says something inappropriate or makes assumptions?
Listen for specifics. An agent who has navigated this will tell you what they do—how they step in, what they say, and how they position themselves as your buffer. An agent who hasn’t navigated it will give you a vague, reassuring-sounding non-answer about professionalism and communication.
For example, I once represented a female client when a home inspector assumed she wouldn't understand the systems of a home. I stepped in and clarified that she was well-versed in these matters. This feedback made everything flow more smoothly!
Negotiation Philosophy Matters
Every agent will claim to be a strong negotiator, but almost none can explain what that means in practice.
Ask: Walk me through how you approached a recent negotiation where you secured something significant for your client. What was your strategy and why?
Listen for their understanding that negotiation in real estate is collaborative, not adversarial. The best outcomes come from agents who recognize what the other party needs and find a path that works for both sides.
For instance, I represented a seller when the buyer's agent requested $9,000 due to the age of some appliances. I listened carefully to their concerns and took that information to my seller. We brainstormed solutions and ultimately provided a home warranty to address the buyer's worries. Both parties felt confident moving forward!
Communication is Key
How an agent communicates during your initial conversations is a strong indicator of how they will communicate when you are under contract.
Notice: Do they respond promptly? Do their messages answer your questions, or do they provide partial information? Do they offer context and considerations you should know? Do they communicate clearly, or do they use industry jargon without explanation?
A question worth asking directly: What does communication look like when we are under contract? How often will I hear from you, through what channels, and what should I expect when a fast decision is needed?
The answer should be specific. If it isn’t, that’s useful information!
The Chemistry Question
Real estate transactions can take weeks or even months. There will be stressful moments and difficult decisions. You need to trust your agent's read on a situation, even when you can’t fully verify it yourself.
You don’t need to become friends with your realtor, but you should feel comfortable being direct with them about your priorities, concerns, and limits. If something about their operation makes you hold back, that communication gap could cost you in the transaction.
The best relationships I have with clients are those where they feel comfortable pushing back, asking for clarification, and telling me when something doesn’t feel right. That kind of directness makes the whole process smoother!
The Bottom Line
Choosing a realtor is a hiring decision. It deserves the same rigor you would apply to any other significant professional relationship in your life. Ask about relevant experience in specific markets. Inquire about how they handle uncomfortable moments. Discuss their negotiation approach and listen for substance, not just confidence. Evaluate their communication before you rely on it.
The right agent won’t be defensive about these questions. They will have thoughtful answers because they’ve considered these aspects and lived them.
Ready to Ask Questions?
If you want to ask me any of these questions directly, I’m ready for them! Let’s have coffee or tea—no pressure, no pitch. Book at https://www.kaprealestate.com/book.
Kevin A Petersen is an LGBTQ+ affirming real estate agent serving buyers and sellers throughout the Salt Lake City area. Schedule a no-pressure conversation about your home buying goals.
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