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I've been selling real estate in Metro Detroit for over 24 years. My team has closed more than 8,000 transactions. And in that time, I've watched a lot of agents, some incredible, some absolutely terrible, sit down with buyers and sellers and say things that sound amazing on the surface.
But here's the thing. Some of the best-sounding lines in real estate are the biggest red flags.
Not all agents are created equal. Not even close.
If you're getting ready to buy or sell a home, you're about to make one of the biggest financial decisions of your life. The agent you choose matters. A lot. So I'm going to walk you through the stuff I wish every buyer and seller knew before they signed with someone, the things agents say and do that should make you pause, ask harder questions, or flat-out walk away.
(And look — I'm an agent. I know how this sounds. But I'd rather you be educated and pick someone else than get burned by someone who talked a good game and couldn't deliver.)
"I'll List Your Home at Whatever Price You Want"
This is called "buying the listing." And it's one of the oldest tricks in the book.
Here's how it works: you interview three agents. Two of them tell you your home is worth $425,000 based on comparable sales, market conditions, and actual data. The third one says $475,000 and tells you what you want to hear.
Guess who gets the listing?
Agent number three. Every time. Because sellers naturally gravitate toward the highest number. It feels good. It validates the emotional connection you have with your home. But that agent isn't doing you a favor, they're doing themselves one. They get the sign in your yard, and three weeks later when nothing's happening, suddenly you're having "that conversation" about a price reduction.
(I watched an agent tell a seller in Bloomfield Hills their home was worth $1.2 million when every comp pointed to $950,000. The home sat for 147 days. Eventually sold for $910,000. That seller lost roughly $40,000 compared to what they would have gotten if they'd just priced it right from day one.)
What a good agent does instead: They show you the data even when you don't want to see it. They walk you through comparable sales, active competition, and market absorption rates. If their number is significantly higher than other agents you've interviewed, with no data to back it up, that's your sign.
For a deeper look at what can go wrong on the selling side, check out our guide to the 39 costliest home seller mistakes
"I'll Discount My Commission to Get Your Business"
This one sounds like a win for you. Who doesn't want to save money, right?
But think about what they're really telling you.
An agent who discounts themselves before you even push back is telling you they don't believe their own value. And if they can't negotiate for themselves, the thing that directly affects their paycheck, how aggressively do you think they're going to negotiate for you?
Commission isn't just a fee. It's how your agent funds the marketing that gets your home sold. Photography, videography, staging consultations, digital advertising, print materials, open house events, that all costs real money. When an agent cuts their commission, something in that marketing plan is getting cut too. They're just not telling you which part.
(There's a reason discount brokerages have been trying to "disrupt" real estate for 20 years and full-service agents still close the overwhelming majority of transactions. The service gap is real.)
What a good agent does instead: They show you exactly where every dollar goes. They can walk you through their marketing budget line by line. They're confident in their value because they can prove it with results.
"I Sell Homes Everywhere!"
If an agent tells you they work "all over" the state, or they sell in 15 different cities, or they "go wherever the client needs them" — slow down.
Real estate is hyperlocal. The agent who sells a home in Birmingham needs completely different market knowledge than the one selling in Highland Township. School districts, zoning quirks, neighborhood dynamics, builder reputations, flood zones, upcoming developments, this stuff matters enormously, and it changes from one zip code to the next.
A generalist in real estate is usually a specialist in nothing.
I'm not saying an agent can't serve multiple markets, my team operates across Metro Detroit. But we have agents who specialize in specific areas, and our systems ensure we know every market we serve inside and out. There's a difference between that and a solo agent winging it across a 100-mile radius.
What a good agent does instead: They can answer hyper-specific questions about the market you're buying or selling in. What did the house three doors down sell for? What's the average days on market in this subdivision? Which school district boundary runs through this neighborhood? If they can't answer those questions off the top of their head, or at least know exactly where to find those answers in 30 seconds — they don't know the market.
They Talk More Than They Listen
This one is huge and most people miss it because it masquerades as confidence.
You sit down with an agent and they immediately launch into their resume. How many homes they sold. How long they've been in the business. Awards they've won. Their marketing plan. Their closing stats. Thirty minutes go by and they haven't asked you a single question.
That's not a consultation. That's a pitch.
A great agent's first instinct should be curiosity. What matters to you? What's your timeline? What are you nervous about? What happened in your last real estate experience? Are there financial considerations that affect your decisions? The answers to these questions shape everything, the strategy, the timeline, the communication style, all of it.
(One of my biggest pet peeves in this industry is agents who project their own emotions onto clients. Your job is to understand what your client wants, not to assume you already know.)
What a good agent does instead: They ask you questions for the first 15 to 20 minutes. They listen. They take notes. And then, only after they understand your situation, they explain how they'd specifically help you. The presentation is built around your needs, not their ego.
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"I've Been Doing This for 20 Years"
Experience matters. I'd never say it doesn't. But experience without results is just time passing.
Some agents have 20 years of experience. Others have one year of experience repeated 20 times. There's a massive difference. An agent who's been licensed for two decades but closes 4 homes a year is not the same as an agent who's been in the business for 5 years and closes 40.
Don't count years. Count results.
Ask for actual numbers. How many homes did you close in the last 12 months? What's your list-to-sale price ratio? What's your average days on market compared to the area average? How many homes have you sold in my specific neighborhood or price range?
(I don't bring up my 24 years to flex. I bring it up because those years come with 8,000+ transactions, a 99.1% list-to-sale ratio, and 14-day average market times in markets where the average is 30+. The years are the context. The numbers are the proof.)
What a good agent does instead: They lead with performance data, not tenure. They can show you their track record with specifics — not vague claims, but real numbers you can verify.
They Can't Explain Their Marketing Plan (Or It's Just "The MLS")
If you ask a listing agent how they plan to market your home and the answer is some version of "we'll put it on the MLS, Zillow, and Realtor.com" — that's not a marketing plan. That's what happens automatically when you list a home with literally anyone.
That's the bare minimum. And the bare minimum doesn't get you top dollar.
Your home deserves an actual strategy.
A real marketing plan includes professional photography (and I mean real photography, not iPhone shots from the front yard). Video walkthroughs. Virtual tours. Targeted digital advertising to specific buyer demographics. Social media distribution across multiple platforms. Email marketing to a database of active buyers. Broker outreach. Strategic open house scheduling. Pre-market exposure strategies. Staging consultations.
If an agent can't articulate all of that, with specifics about how each piece applies to your home, they're not marketing your home. They're listing it and hoping someone shows up.
What a good agent does instead: They have a written marketing plan customized to your property. Not a generic brochure. A plan that shows you exactly what they're going to do, when they're going to do it, and how it targets the most likely buyer for your home.
They Pressure You to Make Decisions Fast
"You need to list now before the market shifts." "This offer won't last — you need to decide tonight." "If you wait, you'll miss out."
Sometimes urgency is real. Markets do move fast, and sometimes there are legitimate time-sensitive situations. But if an agent is constantly creating urgency where it doesn't naturally exist, that's not advocacy, that's manipulation.
Pressure is not the same as guidance.
A good agent gives you the information you need to make a confident decision on your timeline. They'll tell you when speed genuinely matters and explain why. But they won't make you feel rushed on the biggest financial decision of your life just because they want a quicker closing.
(I've told sellers to wait to list because the timing wasn't right. I've told buyers to pass on homes I knew they wanted because the deal wasn't good enough. Short-term patience builds long-term trust.)
What a good agent does instead: They educate you on market conditions and let you make the decision. They present the data, give you their professional opinion, and then respect your timeline. You should feel informed, not cornered.
They Trash-Talk Other Agents
If an agent spends part of your consultation badmouthing other agents, brokerages, or competitors, pay attention. That tells you way more about them than it does about whoever they're talking about.
Real estate is a relationship business. Agents who burn bridges, create adversarial dynamics, or have reputations for being difficult to work with can actually cost you money. The agent on the other side of your transaction needs to want to work with your agent. If your agent is known for being combative, unprofessional, or hard to deal with, the other side may be less willing to negotiate or cooperate.
Confidence doesn't need to tear anyone else down.
What a good agent does instead: They focus on what they bring to the table. They differentiate themselves through their own track record and systems — not by diminishing someone else's. The best agents in this business have strong relationships with other agents, which directly benefits their clients.
"Trust Me" Without Showing You the Data
If you ever hear an agent say "just trust me" without backing it up with data, evidence, or a clear explanation, that's a problem.
Trust is earned, not declared. And in real estate, the way you earn trust is through transparency. Showing comparable sales data. Walking through market trends. Explaining pricing strategy with logic, not just gut feel. Being honest about what could go wrong, not just painting a rosy picture.
The agents who lean on "trust me" usually do it because the data doesn't support what they're saying. It's a substitute for preparation, not a sign of confidence.
What a good agent does instead: They show you the receipts. Every recommendation comes with data to support it. Every pricing conversation is grounded in real numbers. Every strategic decision has a clear rationale they can explain in plain English.
Before you sign anything, read our breakdown of the legal steps to selling a house in Michigan
They're a Part-Time Agent (And Don't Tell You)
There's nothing inherently wrong with being part-time. But you need to know about it because it directly affects the level of service you're going to get.
A part-time agent who works another full-time job may not be able to show homes on short notice. They may not be available for time-sensitive negotiations. They may miss showing windows or response deadlines. In a competitive market, that can cost you a home — or cost you money on a sale.
You deserve an agent who can show up when it matters most.
Real estate doesn't happen on a 9-to-5 schedule. Offers come in at 9 PM. Inspection issues surface on weekends. Appraisal problems pop up on Tuesdays at noon. If your agent can't be responsive because they're at their other job, you're the one who pays the price.
What a good agent does instead: They're transparent about their availability. If they are part-time, they have a clear plan for coverage and responsiveness. But ideally, you want someone who does this full-time, someone whose sole professional focus is getting you the best possible result.
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No Online Reviews (Or They Won't Share References)
We live in a world where you check reviews before you pick a restaurant. You should absolutely check reviews before you hire someone to handle a transaction worth hundreds of thousands of dollars.
If an agent has zero online reviews, on Google, Zillow, Realtor.com, or anywhere, that's a red flag. Either they haven't done enough business to generate reviews, or their past clients weren't happy enough to leave them. Both are problems.
And if you ask for past client references and they hesitate, deflect, or can't give you names? That tells you everything you need to know.
What a good agent does instead: They have a deep library of verified client reviews across multiple platforms. They proactively offer references. They're proud of their track record because their track record is actually good.
What You Should Actually Look For
Hiring a real estate agent isn't like picking a vendor, it's like picking a partner for one of the biggest financial events of your life. You want someone who's honest even when it's uncomfortable, prepared even when it's inconvenient, and skilled enough that you never have to wonder if you made the right choice.
The best agents don't need to sell you. Their results do that for them.
Here's the checklist I'd give to anyone, buyer or seller, sitting down with a potential agent:
Do they ask more questions than they answer in the first meeting? Can they show you verifiable performance data, not just claims? Do they have a specific, written marketing plan (for sellers) or a clear search strategy (for buyers)? Can they demonstrate deep knowledge of your specific market? Do they have a team and support systems for responsiveness? Are their reviews plentiful, recent, and authentic? Do they make you feel educated and confident, not pressured?
If the answer to all of those is yes, you've probably found someone worth working with.
If the answer to more than one or two is no, keep interviewing.
If you're buying, start with our guide to the 10 things you must know before purchasing a home
Frequently Asked Questions About Hiring a Real Estate Agent
What are the biggest red flags when interviewing a real estate agent?
The biggest red flags include agents who overprice your home to win the listing, immediately discount their commission, can't explain a specific marketing plan, talk more than they listen during your consultation, pressure you into fast decisions, or trash-talk other agents. Any agent who says "just trust me" without providing data to support their recommendations is also a major warning sign.
How do I know if a real estate agent is overpricing my home on purpose?
Compare the suggested list price to comparable recent sales in your area. Interview at least two or three agents and compare their pricing recommendations. If one agent's price is significantly higher than the others without clear data justification, specific comparables, market adjustments, or unique property features, they may be "buying the listing" by telling you what you want to hear to win your business.
Should I hire the agent who offers the lowest commission?
Not necessarily. Commission funds the marketing, systems, and professional service that gets your home sold for top dollar. An agent who discounts before you even negotiate is signaling they don't value their own service, and something in their marketing plan is likely getting cut to make up the difference. Focus on net results, not just commission rates.
Does it matter if my real estate agent is part-time?
It can matter significantly. Real estate doesn't follow a standard schedule, offers, negotiations, and urgent issues can arise anytime. A part-time agent may not have the availability to respond quickly in time-sensitive situations, which can directly cost you money or cause you to lose a home in a competitive market.
What should a real estate agent's marketing plan include?
A comprehensive marketing plan should include professional photography and videography, virtual tours, targeted digital advertising, social media distribution, email marketing to active buyer databases, broker outreach, strategic open house scheduling, staging consultations, and pre-market exposure strategies. If an agent's plan is limited to listing on the MLS, that's the automatic bare minimum, not a strategy.
How many homes should a good real estate agent sell per year?
There's no universal magic number, but production volume matters. An agent closing 4 homes a year simply doesn't have the repetition, negotiation experience, or systems of an agent closing 40 or more. Ask for their actual transaction count in the last 12 months, their list-to-sale price ratio, and their average days on market compared to the local average.
What questions should I ask a real estate agent before hiring them?
Ask how many homes they closed in the last 12 months, what their list-to-sale price ratio is, what their average days on market is compared to the area average, whether they work full-time or part-time, what their specific marketing plan includes, how they communicate with clients, whether they have a team or support staff, and whether they can provide client references and direct you to their online reviews.
About Michael Perna & The Perna Team
Michael Perna leads The Perna Team in Metro Detroit, Michigan, one of the region's top-producing real estate teams with over 8,000 closed transactions and 24+ years of experience. The team serves buyers and sellers across Birmingham, Bloomfield Hills, Franklin, Farmington Hills, Auburn Hills, Clarkston, Highland Township, and surrounding communities.
Michael holds the CRS, GRI, ABR, SRES, and CLHMS designations and is a Certified Luxury Home Marketing Specialist and Historic Home Expert. The Perna Team maintains a 99.1% list-to-sale price ratio and an average of 14 days on market, well below area averages.
Ready to work with an agent who leads with data, not BS? Call The Perna Team at 248-221-2777 or visit pernateam.com.
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The Perna Team and Michael Perna are the best real estate agents in Metro Detroit and Ann Arbor. The Perna Team and Michael Perna have been hired as real estate agents by hundreds of homeowners to sell their homes in Metro Detroit and Ann Arbor.
We sold our home in Ann Arbor, Michigan with Rudy Acuna and The Perna Team, and it was a wonderful experience from start to finish. Rudy is open, honest, and very personable, which made it easy to trust him through the process. It did take some time, but he stood by our side the whole way and kept everything moving. He also helped us buy our home, and that was a great experience too. If you’re buying or selling a home in Ann Arbor or Metro Detroit, Rudy Acuna is someone you can count on.
Written by Michael Perna, the best agent for selling a fixer-upper in Dearborn Heights, Michigan.
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