Top 10 Questions Every Land Seller Should Ask a Real Estate Agent when Interviewing

1. What is your strategy for maximizing the value of my property—not just selling it?

A great broker should discuss:

     • Positioning the property

     • Identifying the highest and best use

     • Timing the market

     • Whether to subdivide, improve, or market "as-is"

     • Creating competition among buyers

Listen for strategy, not just marketing.

2. What experience do you have selling properties like mine?

Ask for examples of:

     • Similar property types

     • Similar acreage or price range

     • Similar buyers

     • Similar geographic market

Experience selling a residential lot is very different from selling a 2,000-acre timberland

investment.

3. How will you determine the asking price?

The answer should include:

     • Comparable sales

     • Current market conditions

     • Supply and demand

     • Income potential

     • Highest and best use

     • Market trends

Avoid brokers who simply ask:

"What do you want to list it for?"

4. Who do you believe is the most likely buyer for my property, and how will you reach 

them?

Top brokers should identify:

     • Local buyers

     • Regional investors

     • National investment groups

     • Developers

     • Farmers

     • Recreation buyers

     • Conservation organizations

     • Adjacent landowners

Then explain exactly how they'll reach those audiences.

5. What is your marketing plan?

A professional should provide a detailed plan including:

     • Professional photography

     • Drone imagery

     • Maps

     • Property videos

     • Digital advertising

     • Email campaigns

     • Social media

     • Broker-to-broker networking

     • Direct outreach

     • Listing platforms

     • Print materials (if appropriate)

The marketing plan should be customized—not one-size-fits-all.

6. How will you keep me informed throughout the listing?

Ask specifically:

     • How often will you contact me?

     • Will I receive reports?

     • Will you share buyer feedback?

     • How frequently will we review pricing and strategy?

Communication is often what sellers want most.

7. What happens if the property doesn't receive offers quickly?

Strong brokers already have a plan:

     • Review buyer feedback

     • Evaluate pricing

     • Refresh marketing

     • Expand buyer outreach

     • Consider alternative strategies

     • Adjust positioning—not simply lower the price

8. Can you provide references from sellers with similar properties?

Ask for clients who can speak about:

     • Communication

     • Negotiation

     • Professionalism

     • Results

     • Overall experience

Satisfied past clients are one of the strongest indicators of future performance.

9. How do you negotiate offers to maximize my outcome?

The best brokers should discuss:

     • Creating buyer competition

     • Negotiating beyond price

     • Due diligence terms

     • Earnest money

     • Closing timelines

     • Contingencies

     • Keeping leverage throughout negotiations

Selling isn't just finding a buyer. It's negotiating the best deal.

10. Why should I hire you instead of another broker?

This simple question often reveals the most.

Great answers focus on:

     • Expertise

     • Market knowledge

     • Relationships

     • Proven process

     • Communication

     • Results

Poor answers focus only on:

     • Lowest commission

     • Biggest company

     • Generic promises

Bonus Questions Worth Asking

     • How many active listings do you currently have?

     • What percentage of your listings sell?

     • What is your average list-to-sale price ratio?

     • How long do your listings typically stay on the market?

     • Who will handle my listing day-to-day?

     • Are there improvements I should make before listing?

     • What risks or challenges do you see with my property?

     • How do you qualify prospective buyers?

     • What would your first 30 days look like if I hired you?

One Final Question

Perhaps the most revealing question is:

"If this were your property, what would you do—and why?"

An exceptional broker will answer thoughtfully, weighing the property's strengths, the

current market, likely buyer demand, timing, pricing, and potential risks. Their response

should sound like advice from a trusted advisor, not a sales pitch.

For landowners, the best broker is rarely the one who promises the highest price or the

lowest commission. It's the one who demonstrates a clear strategy, deep market

knowledge, disciplined execution, and a genuine commitment to helping you achieve your

objectives.

If you are considering selling, talk to your local AFM Real Estate Land Agent, we would love

the opportunity to hear your goals and tell you how we can help accomplish them.