Oct. 5, 2026
The short answer: The right buyer's agent isn't the one who finds the most houses. It's the one whose judgment you trust when the decisions get hard. Hire your agent before you find the house you love. Look for someone who will tell you when they think you're making a mistake, who understands mountain-property issues like steep driveways, private roads, wells, septic and drainage, and who can be your eyes on the ground if you're buying from Florida, New York, Chicago or anywhere else.
I've been helping people buy and sell real estate in Asheville, Weaverville, Marshall, Mars Hill and throughout Western North Carolina for nearly 11 years. I've represented first-time buyers, move-up buyers, investors, families relocating from major metros, second-home buyers and luxury buyers. Their searches have run from a 1800s Queen Anne Victorian Homes, to 1920s Tutors in Asheville to vast mountain estates with acreage and long-range views.
Recently, something happened that I honestly can't remember happening before. If a buyer moved on, I didn't know about it. A buyer I had been helping decided to work with another agent.
After nearly 11 years, I suppose that's a pretty good track record.
Was I disappointed? Of course. Nobody enjoys losing a client, especially after putting real time and effort into helping someone.
But once I had some time to think it over, I realized there was a better way to look at it. There was a lesson in it. Not just for me as a broker, but for anyone trying to figure out how to choose the right buyer's agent in Asheville, Weaverville or anywhere in Western North Carolina.
Sometimes a buyer and an agent simply aren't the right fit. That doesn't mean the buyer did anything wrong, or that the agent did. It may just mean the relationship wasn't going to work as well as it needed to. And when you're making a decision involving hundreds of thousands, or sometimes millions, of dollars, figuring that out early may be better for everyone.
Choosing a Buyer's Agent Is About Judgment, Not Finding Houses
One of the biggest misconceptions about buyer representation is that the agent's main job is to find houses. Decades ago, that was closer to the truth. Today you can sit on the couch at 10:30 at night and scroll through hundreds of listings. You may find the house before I do. That's fine.
Finding it isn't where my real value begins. The real work starts once you're seriously considering a property, and the questions get harder:
- Is the house actually worth the asking price? What have comparable homes sold for?
- How long has it been on the market? Has the price already been cut, and what does the listing history tell us?
- Should we move quickly, or is there room to negotiate? Are we competing with another offer, or negotiating against ourselves?
- How much due diligence money makes sense, and which inspections should we order?
- Is that crack common, or does it need a structural engineer? What about the roof, the well, the septic system, the retaining wall, the drainage?
- Is the road private? Is there an easement or a shared maintenance agreement?
- Should we ask for repairs, ask for a credit, or leave it alone?
And sometimes the most important question of all: should you buy this house at all?
That's why choosing a buyer's agent should be less about finding someone who can open a front door, and more about finding someone whose judgment you trust when the stakes go up.
Interview Your Buyer's Agent Before You Fall in Love With a House
The situation that prompted this article happened fast. The buyers became interested in a specific property and suddenly needed to move.
I've seen versions of this many times. Someone has been casually browsing Western North Carolina homes for months, often from a condo in Miami or a house in the Chicago suburbs. Then one evening a listing appears. The location is right. The kitchen is right. There's land, maybe a view, maybe finally the garage they've wanted.
"This might be the one."
Now they need to see it. They want comparable sales. They're thinking about financing, inspections, what to offer, and whether someone else will beat them to it. And at the exact same moment, they're trying to decide which agent to trust with all of it.
That's a terrible time to start interviewing agents.
My recommendation is simple: choose your buyer's agent before you find the house. Have that conversation when nothing is on fire. Learn how they communicate. Ask whether they truly know the areas you're considering, whether you'll be handed off to someone else, and what happens after 5:00.
And ask this one: What do you do when you think I'm making a mistake? The answer will tell you a lot about the person you're hiring.
A Good Buyer's Agent Shouldn't Always Agree With You
It's your money, your house and your mortgage payment. Every major decision belongs to you. My job is to make sure that decision is as informed as I can reasonably help it be.
Sometimes that means saying things a buyer wasn't hoping to hear:
- "I think this house is overpriced."
- "If you really want it, I think you need to act now."
- "That comparable sale doesn't support what the seller is asking."
- "That steep driveway you're overlooking today may be the thing you hate most by February when it snows."
- "You said you want to be close to town. The curves put the house 30 minutes from the grocery store."
- "This inspection finding deserves a second professional opinion."
- "You might want to walk away from this one."
I've said that last one more than once. Does that mean I'm always right? Absolutely not. No agent is.
I want my clients to question me. Ask me why. Tell me what's bothering you. If you're thinking about ignoring my recommendation, tell me that too, because I may have misunderstood something that matters to you. And if I can't explain why I'm recommending something, I haven't done my job.
But there's a difference between questioning your agent and having no confidence in your agent. If you consistently believe the person representing you doesn't know what they're talking about, you probably have the wrong agent. That isn't good for either of you. It's also important the agent cares about you. You're a person, not just a transaction number.
Trust Doesn't Mean Blindly Following Your Agent
Trusting your buyer's agent does not mean doing whatever they say. Agents are human. We interpret information, we have opinions, and plenty of things fall outside our expertise.
I'm not a structural engineer, a home inspector, an attorney, a septic contractor, an electrician or your lender. Knowing when to bring in the right professional is part of the job.
Experience doesn't mean pretending to know everything. In my opinion, it means you've seen enough to recognize when something deserves more attention. Sometimes my advice isn't "here's the answer." It's "I don't know, but this is important enough that we need to find out."
I'd much rather say "I don't know" and help you get the right answer than make something up.
Why Local Experience Matters in Western North Carolina
Mountain property is different. I grew up in Marshall, I've lived in Weaverville for more than twenty years, and my family has been in these mountains for generations. That doesn't mean I've seen everything. Western North Carolina will humble anyone who thinks they have. But it does help me know which questions to ask.
A buyer from out of state sees a beautiful mountain home with an incredible view. I'm also looking at how you get to it:
- How steep is the driveway, which direction does it face, and is it paved?
- Is the road publicly or privately maintained? Is there a recorded road-maintenance agreement?
- Could access become difficult in ice or snow?
- Is there a shared well? If so, is there a shared well agreement?
- Is the septic shared?
Then there's the land itself. How steep is it? Where does the water go in a heavy rain? Are there retaining walls, drainage issues or easements? A listing may say "five acres," but five mountain acres and five flat acres can be two very different things. I have seen properties with 100+ acres with only have 2-3% of buildable area, if any at all.
Since Hurricane Helene in 2024, I look even harder at slope, drainage, creek frontage and how a road held up. Rural properties add wells, septic systems, internet and cell coverage, surveys, property lines, outbuildings and permits for past additions. An older Asheville home brings another set of questions. So does a newer subdivision, and so does a luxury mountain estate.
That's why real estate advice should never be reduced to "Do you like the house?"
Buying From Florida, New York or Chicago? Here's What Changes
Many of my clients are relocating or buying a second home from hundreds of miles away. That changes what you need from an agent.
- You need eyes on the ground. I personally attend inspections for my long-distance clients, so you're hearing from the person who stood in the crawl space, not reading a summary from someone you've never met.
- You need straight answers about things you can't see in photos. Road access in January, how a driveway handles rain, cell service at the house, and internet availability.
- You need someone who knows the rules can change by address. Short-term rental rules, HOA restrictions and road agreements vary between Asheville, Buncombe County, Madison County and individual communities. If a second home needs to earn income, that needs to be verified before you're under contract, not after.
- You need to work with the person you hired. When you call, you get me, not an assistant, and not sent to a team member.
Sometimes I'm Looking Out for You Before You Know You Need Me To
Some of the most valuable things I do for a client are things they never see. Maybe a detail in the listing prompts another question. Maybe a disclosure deserves a closer read. The due diligence date is coming fast. Maybe the sales history doesn't add up, or two documents don't agree. Maybe something about the road catches my attention. Maybe an inspection note sounds oddly casual for what was actually found.
That doesn't automatically mean there's a problem. It means we ask.
You shouldn't have to know every question. Part of hiring an experienced agent is having someone on your side who's thinking about the questions you haven't thought of yet.
The Internet Changed Real Estate. The Relationship Still Matters.
Buyers have more information today than ever, and I think that's a good thing. I want an educated client. Artificial intelligence adds another layer. Buyers now ask Google, ChatGPT, Claude and other tools what they once asked only an agent. I'm a fan of these tools, and I don't think they're going away.
But access to information isn't the same as judgment. A search engine can show you a property. AI can explain a due diligence period. An online estimate can guess a value. None of them is standing in the basement noticing the smell. None of them was at the inspection or heard how the listing agent answered a question. And none of them knows which compromise you'll make peace with and which one you'll regret.
Technology is a tool. Representation is a relationship.
The numbers back that up. In the National Association of REALTORS® 2025 Profile of Home Buyers and Sellers, 88% of buyers purchased through a real estate agent or broker. More than half said their agent pointed out features or flaws in a property they hadn't noticed themselves.
That's the point. An agent's value isn't access to information. It's knowing what to do with it.
Written Buyer Agreements Make Choosing the Right Agent Even More Important
The buyer-agent relationship is also more formal than it used to be. Under current NAR MLS policy, an MLS participant working with a buyer generally must have a written buyer agreement in place before touring a home, subject to applicable law. That agreement should spell out the services being provided and how the agent is compensated.
I think that makes choosing an agent more important, not less. Don't treat the agreement as paperwork standing between you and the front door. Read it. Ask questions. Know what you're agreeing to and what the agent is agreeing to do for you. Talk about communication, availability, compensation, expectations, and what happens if either of you realizes it isn't a good fit.
Those conversations are much easier before you've fallen in love with a house.
10 Questions to Ask a Buyer's Agent in Asheville or Western North Carolina
If I were interviewing agents to represent me, these are the questions I'd ask.
- How long have you been selling real estate in this area? Years alone don't make a great agent, but experience matters. When I started, I remember most is how focused I was. One listing. One client. One sale. I knew every detail of that house. I answered the phone every time it rang. I worried about it at night. That client got everything I had, because there wasn't anyone else to give it to. Nearly 11 years later, I try to work the same way. When you hire me, you get me, the same as that first client did. That brings me to something I think buyers and sellers should know about.
In this business, some agents and team leaders put their name on as many listings as they can. Sometimes they're the listing agent on paper while someone else does the actual work. Sometimes a name is added to a transaction mainly so it shows up in their production numbers. It's not always against the rules. But it can make an agent's track record look very different from their real hands-on experience.
- How well do you know the communities I'm considering? Asheville, Weaverville, Marshall, Mars Hill, Black Mountain, Fairview, Arden and Hendersonville are not interchangeable. Neither are a gated mountain community and a rural tract at the end of a gravel road.
- How do you decide what a house is worth? "That's what they're asking" isn't an answer. Listen for comparable sales, current competition, condition, location and listing history.
- What's your approach to negotiating? There's no universal formula. A home listed for 90 days calls for a different strategy than a new listing with three showings scheduled behind you.
- Will you tell me if you think I'm making a mistake? The answer should be yes.
- Have you ever told a buyer not to buy a house? Tell me about it. An agent who says every house every client loved was a great purchase would concern me.
- How do you handle inspections? Who attends? How do you help prioritize findings? How do you approach repair negotiations? If you're buying from out of state, ask whether they'll be there in person.
- Who will actually be working with me? Are you hiring the person across the table, or a team where you'll mostly hear from assistants and showing agents? Neither model is automatically wrong, but you should know who you will be dealing with.
- How quickly do you respond, and can I call after hours? Real estate doesn't run 9 to 5. Ask what's realistic and who covers when the agent isn't available.
- What happens if we realize we're not a good fit? It's far better to understand that at the start than after something has gone wrong.
So Why Did These Buyers Choose Another Agent?
The honest answer is: I don't know. They didn't tell me, and it wouldn't be fair for me to invent a reason.
Maybe another agent's personality suited them better. Maybe they preferred a different communication style. Maybe someone offered something they valued more. Maybe the other agent was just better looking. I don't know.
What I do know is that I answered their questions and gave them the advice I believed was right based on what information I had.
Not Every Client Is the Right Client for Every Agent
That's the biggest lesson I took from this. People want different things from an agent. Some want someone who stays in the background until needed. Some want constant contact. Some want a large team or a bigger national brand. Some specifically want a solo broker. Some want every detail; others are overwhelmed by it. At the end of the day, the agent who is answering your call at 10PM is more important than the name on the brokerage door. The sign doesn't answer phone calls and help you.
My style is straightforward. If I know something that could affect your decision, you should know it too. If I think you're making a good decision, I'll tell you. If I think you're making a bad one, I'll tell you that too, explain why, and show you what I'm basing it on. You can disagree with me. It's your decision. But I'm not good at pretending everything is fine when I see a legitimate reason for concern.
I can be protective of my clients, and I know it. My reviews say the same thing.
I'm a plainspoken, meat-and-potatoes kind of guy. I spent about 16 years in public safety before real estate, and some of that never leaves you. I believe in old-fashioned courtesy, I respect people's time, and I conduct myself the same professional way with every client, whether I'm showing a home to a couple, a family or someone on their own.
I also like clear direction and honest feedback. Tell me you want a three-bedroom, two-bath home on an acre in Weaverville with long-range views, your budget is $1 million, and you want an update three days a week. Done. And if I'm not doing something the way you expected, I want to hear it. If my clients called me every day, or checked in with three times a day like my Gaile (you're the best Gaile), I'm good with that.
That's probably not the right personality for every buyer. I'm okay with that.
What Nearly 11 Years in Real Estate Has Taught Me
Early in your career, it's easy to think success means getting everyone to hire you. Every lead feels urgent. Every listing feels like one you have to win.
After nearly 11 years, I see it differently. Success isn't convincing everyone to work with me. It's building relationships with the people I'm genuinely well suited to help.
Over the years, people have called me because another agent wouldn't return their calls. Others who were already working with an agent have called me for advice. When they already had an agency relationship, I've sent them back to their agent and encouraged them to have the conversation they were trying to have with me. Could I occasionally have benefited from handling that differently? Probably. That isn't the business I want to build.
I've joked, "If I were dishonest, I'd probably be rich." It's a joke, but there's truth in it. There are easier ways to make a sale than saying, "Don't buy this one." There are easier ways to keep a deal together than raising another concern. But easy isn't the job. Representation means looking out for someone's interests, especially during one of the biggest financial decisions of their life.
My Approach to Representing Buyers
It isn't complicated. If I know it, you'll know it.
- I'll tell you what I know and what I don't.
- I'll give you my opinion and explain why I hold it.
- When there's data, I'll show it to you.
- When we need another professional, I'll say so.
- I'll negotiate and advocate for you.
Then you make the decision. Because it's your money, your house and your life.
The Best Temporary Friend on Earth
My son likes to give me a hard time. He says I'm "the best temporary friend on earth."
He's joking. Mostly. But he's pointing at something real about this business, and it's one of the parts nobody really talks about.
When a client is ready to buy or sell, we talk every day, sometimes several times a day. We go over comps, inspections, appraisals, repair requests and closing dates. We work through the stressful parts together. Somewhere along the way we start joking and laughing, too. I learn about their kids, their jobs, why they're moving, and what they're hoping their life will look like in the new house.
For a few weeks or months, I'm one of the people they talk to most.
Then we get to the closing table. Papers get signed. Deed is recorded. I hand over the keys.
And then, often, they're gone.
That's not a complaint. It's how it should be. Nobody buys a house so they can keep talking to their real estate agent. They buy it to live in it. They have boxes to unpack, rooms to paint, neighbors to meet and a new routine to settle into. If I did my job well, they don't need me anymore.
I still check in. I want to know how they're enjoying the house. Did the garden come in the way they hoped? How's the new job? Did the kids settle into school? Some clients write back with photos and stories, and a few have become real friends. Others are ready to get on with their lives, and I understand that. When that happens, I step back.
I had a client who bought a beautiful house we found. He invited me over and the yard was filled with his family and he was patting me on the back and made me sound like some kind of a hero–I nearly blushed. It made me feel good. Others send me pictures of the changes they made, others tell me how everything is going. I like that.
The door stays open, though. If a client needs a plumber, has a question about property taxes, or just wants to know where to get good barbecue in Madison County, I'm a phone call away. Five months later or five years later.
So maybe my son is right, and I am a temporary friend. I can live with that. It means I helped someone get where they were going.
And if the "temporary" part ever turns into something longer, that's the best part of this job.
How Do You Know You've Found the Right Buyer's Agent?
You don't need an agent who agrees with you about everything. You need one you trust enough to listen to when you disagree.
You should feel comfortable asking questions and understand the answers. Your concerns should be taken seriously. You should know exactly who you're calling when something goes wrong. And you should believe the person representing you would rather risk losing a transaction than keep quiet about something you need to know.
That's the relationship I want with my clients. Straight conversations. Honest opinions. Supporting information. No pretending every house is perfect, and no pretending every problem is a catastrophe. Just: Here's what I see. Here's why it matters. Here are our options. What do you want to do?
That's representation.
Looking for a Buyer's Agent in Asheville or Western North Carolina?
Whether you're relocating from South Florida, Manhattan or the North Shore, or buying a mountain second home in Asheville, Weaverville, Marshall, Mars Hill, Black Mountain, Fairview, Arden or Hendersonville, or anywhere, interview your agent before you need one.
Yes, that includes me. Ask me how I work. Ask about my experience. Challenge my opinions. Tell me what you expect, and I'll tell you what you can expect from me. Let's find out if we're a good fit before the house you've been waiting for shows up and you click the contact agent button.
Because when it does, I'd much rather spend our time deciding whether you should buy the house than deciding whether you should hire me.
Call or text me at 828-335-6910, or reach me through BrokerDavid.com.
Let's get you home.
Frequently Asked Questions
When should I hire a buyer's agent in Asheville?
Before you find the house you want. Interviewing agents while you're also rushing to see a property, pull comparable sales and write an offer puts pressure on two big decisions at once. Choosing your agent first lets you focus on the house when it appears.
What should I look for in a buyer's agent for a mountain home in Western North Carolina?
Look for local experience, strong negotiation skills, with mountain-specific issues: steep or north-facing driveways, private roads and maintenance agreements, wells, septic systems, slope, drainage and usable acreage. Just as important, look for an agent who will tell you plainly when they think a property isn't right for you.
Can I buy a home in Western North Carolina if I live in Florida, New York or Chicago?
Yes. Many buyers here are relocating or buying second homes from out of state. Ask whether your agent will personally attend inspections, give you honest video walkthroughs, and verify things photos can't show, such as winter road access, cell service and any short-term rental restrictions. I do recommend that you tour properties personally, because a video just doesn't give you a complete picture.
Do I need to sign a written buyer agreement before touring homes?
Under current National Association of REALTORS® MLS policy, MLS participants working with a buyer generally must have a written buyer agreement before touring a home, subject to applicable law. Read it carefully, ask questions, and make sure you understand the services and compensation it describes.
Should my buyer's agent always agree with me?
No. A good buyer's agent gives you honest advice, explains the reasoning and shows the supporting data, then respects your decision. If your agent never pushes back, you may not be getting their real opinion. Some agents are just excited for a sale.
What if I realize my buyer's agent isn't the right fit?
Start by talking with your agent directly, because many problems are communication problems that can be fixed. In fact, every buyer who ever called me wanting another agent just had communication problems–usually unresponsiveness. If you still need to make a change, review the terms of your written buyer agreement first, and ask an attorney if you have questions about your obligations.
About the Author
David Stephens, Broker, REALTOR®, is the Broker/Owner of NextHome Mountain Horizons in Weaverville, North Carolina. A lifelong Western North Carolinian who grew up in Marshall and has lived in Weaverville for more than twenty years, David has been licensed since 2015. Before real estate, he spent about 16 years with public safety, where he honed his negotiation experience as a negotiator and trainer on the Crisis Negotiation Team (CNT). David was formally trained in Crisis and Hostage Negotiation in schools in Florida and Arizona.
David is the Broker/Owner of NextHome Mountain Horizons, serving Buncombe and Madison Counties, with a focus on relocation buyers, second homes and mountain retreats. He personally attends inspections or summaries for long-distance clients and has earned more than 120 five-star reviews across major platforms.
NextHome Mountain Horizons · 149 Weaver Blvd #117, Weaverville, NC 28787 · 828-335-6910 · BrokerDavid.com · NC License #287047
Disclaimer
This article is for general informational purposes only and is not legal, tax or financial advice. Every transaction is different; consult a qualified attorney, inspector, lender or other professional about your specific situation. Statistics cited are national survey figures and may not reflect local market conditions. Each office is independently owned and operated.
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