Working with a real estate agent is often a short, focused relationship that can have a significant impact on your purchase or sale. And then before you know it, it's over. Whether you're buying your first home or selling a property you've owned for years, the agent you choose can affect how smooth the process feels. Here's how to find one.
What a real estate agent does
A real estate agent acts as your representative during a property transaction, handling paperwork, coordinating showings, and negotiating on your behalf. In Canada, when you sign a representation agreement, agents have a fiduciary duty to act in your financial interest, not their own.
That means they're legally obligated to give you honest advice, keep your information confidential, and disclose anything that might affect your decision.
Where to look for a real estate agent
You have several reliable ways to find qualified candidates:
Referrals: Ask friends or family who recently bought or sold a similar type of property
Online listings: Check who's representing properties you're interested in — if you see the same name repeatedly, they likely specialize in that area
Open houses and signs: Meet agents who consistently market homes in your target neighbourhood and ask about the local market
"See who's active in that space, who's got listings, who might've sold something recently," says Khalil Ebrahim, a veteran real estate agent and brokerage owner in Toronto.
How to shortlist real estate agents fast
Once you have a handful of names from friends, online searches, or neighbourhood signs, narrow it down to two or three candidates worth interviewing. Look at their recent activity in your target area and whether they specialize in the type of property you want.
An agent who primarily deals with downtown condos might not be effective if you're looking for a rural property or a suburban family home. A quick online search of their recent listings — and how long those listings stayed on the market — can help you build a solid shortlist.
What questions to ask a real estate agent
You're hiring for an important job, so don't take the search lightly. Interview multiple candidates and focus on two critical pieces of information: the window of exclusivity and the size of their commission.
What are the exclusivity terms? When you're shopping for a home, an experienced agent will often want to establish a period of exclusivity during which you work only with them. If you buy a home during that period (even if you found it on your own), they get their commission.
Depending on your level of urgency — whether you need to buy a home fast, or you're in no hurry at all — this period could be a week, three months, or six months. Many experienced agents prefer three months or more, but if you're an educated buyer who's done lots of your own research, you can offer as little as a week.
Ebrahim says, "You might say, 'If we can go see these next weekend, why don't we sign up for seven days?' Many experienced agents will be comfortable with that. Over that week, they can demonstrate how they work and whether they're a good fit."
What are your commissions? The seller and their agent typically set the fee on a listing — usually between 3% and 7% but varies by province. In most cases, the buyer's agent gets half that fee.
Your negotiation options are limited, but it's worth discussing scenarios early on. If the seller offers a lower co-op commission than your agent's rate, will you be expected to make up the difference? If it's higher, will they share the extra with you?
The challenge is you won't know what the seller is offering until you're already deep in the process. "The buyer has no line of sight into how much the seller is paying their real estate agent," Ebrahim cautions. "It's not public."
That's why it's best to nail down the details before you sign — agree on a base percentage and clarify what happens if the final commission lands higher or lower. Whatever you agree to, get it in writing in your buyer service agreement.
How to check credentials, references, and reviews
It's standard practice to verify that an agent is licensed and in good standing before you sign anything. In Canada, each province has its own real estate regulator — in Ontario, for example, you can search the Real Estate Council of Ontario (RECO) registry.
Here's what to check:
Licensing status: Confirm they're currently licensed and in good standing
Online reviews: Look for patterns in communication and how issues are handled, not isolated extremes
References: Ask for recent client contacts — a confident agent won't hesitate
What to look for in a buyer's agent
If you're looking to purchase a home, you want an agent who is patient and respects your budget. Look for these qualities:
Honest assessment: Points out issues like damp basements or ageing roofs—not just attractive finishes
Right fit over quick sale: They focus on your lifestyle and financial situation, not closing fast
Capacity: Has enough time for your search; ask how many buyers they're currently working with
What to look for in a listing agent
When you're selling your home, your agent's marketing strategy is crucial. Evaluate them on:
Marketing plan: Professional photography, staging advice, and clear promotion strategy
Pricing strategy: Data-backed approach using recent comparable sales, not inflated numbers to win your business
Track record: Ask about their average days on market and list-to-sale price ratio
One important asset a real estate agent can have
One of the most beneficial attributes of a real estate agent can often be hard to glean from an interview: their professional connections. The people they know and the speed at which they hear about new listings can make a meaningful difference in how quickly you hear about opportunities and whether you're able to view and offer on a property in time.
This is especially true in larger, more aggressive markets, or smaller, in-demand neighbourhoods. Some homes are sold before they're even listed — called "pocket listings," these properties are spread through the agent network. If your agent has a limited network, you may hear about some opportunities later—or not at all.
What to expect from a real estate agent
Open houses are your first real chance to see your agent in action, Ebrahim says. A reliable real estate agent will typically:
Spot issues: Point out problems that staging tries to hide — stains, cracks, loose floorboards
Identify opportunities: Flag potential value and discuss negotiation options before you leave the property
Connect you: Leverage their network of lawyers, inspectors, and mortgage brokers
Keep you grounded: Help you stay focused on your goals, not convince yourself that one bathroom is fine because there's a bowling alley
How a real estate agent can help you get the right price
Real estate agents can't tell you theexact bid to make, but they should give you a general sense of the market. They'll advise you when it might be reasonable to place a lowball offer, or suggest that you bump up (or down) your "best and final."
They should also find creative solutions to getting you a better deal. For example, if the seller won't budge on price, maybe they'd be willing to chip in on closing costs.
One more important thing: do you like your real estate agent?
This is a question most people overlook. "You're going to be working quite intimately with this individual," Ebrahim points out. "You've going to be in empty houses with them, touring around a city with them, potentially in a car with them." Personal chemistry, he says, is a major factor.
Qualities to look for:
Communication style: Do they explain things clearly or talk in circles?
Time management: Are they mindful of your time or flood you with unnecessary details?
Confidence vs pushiness: Firm and confident is good; pushy is bad
Responsiveness: Do they have support staff? Does someone follow up quickly?
Engagement: Do they seem as engaged with you as you are with them?
Your next steps before you sign anything
Before you make things official, read the representation agreement thoroughly. Pay attention to the contract length and the holdover clause, which dictates how long the agent is entitled to a commission after the agreement expires. If anything feels unclear, ask them to explain it until you're completely comfortable.
A good agent will welcome your questions — they want you to understand what you're agreeing to. Once you've found someone who communicates well, knows your market, and feels like a good fit, you're ready to start the real work.
