When choosing a listing agent, you’re the hiring manager

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Published Date 5/3/2023

Real estate agents often have big personalities. They are, after all, in the business of big ticket sales — finding or selling the most valuable entity most of us will ever own — our homes. While agents will have a lot to say about the real estate market, your home, or your neighborhood when you interview one, it doesn’t mean that you should be overwhelmed by their eagerness. You will, after all, become their employer, and they are interviewing for a job.

Once you digest this fact, you begin to realize that you are the one in charge, even though you will be relying on their selling expertise within the context of your decision. A professional agent will have the tools and background needed to help you sell your home in today’s market. There are also specific questions to ask so that you can pinpoint the right professional for you, a few offered up by Realtor.com’s Cathie Ericson.

If you’re not sure where to start, search real estate agents in your area with online tools that offer you the chance to read real estate agent reviews from previous clients. From there, you’ll want to call or meet with a few you like and probe further.

The first important question pertains to their credentials. At the very least, hire an agent who has a state license and belongs to the local real estate trade association. This means that they will have access to the multiple listing service (MLS), and can list your property far and wide to attract buyers.

Next, probe for experience. While a real estate agent’s past performance doesn’t guarantee a quick sale, their record of success with buyers and sellers offers some assurance that they will know what they’re doing. How many clients have they worked with in the past? What price range homes have they sold? What features do they think will be valued by buyers who might be in the market for your home? And there is no reason not to ask for testimonials and recommendations from previous clients. Remember, you’re the hiring executive here.

If an agent you interview is fairly new to the business, however, it doesn’t mean you should rule him or her out entirely. Rookies are often off-the-charts enthusiastic about their jobs, with fresh ideas and lots of time on their hands to network with other agents as well as market your home. And they will also remember you in perpetuity as the homeowner who trusted them to sell your home.

Are they a neighborhood expert? “Having a local expert can be a huge advantage for sellers,” says Ericson. “Local agents will be aware of any upcoming developments in the area, plus be aware of plans for stores or other amenities that might affect the value of your property, how quickly it will sell, and the price you’re likely to get. They’ll also know what local buyers are looking for in real estate.”

To be sure you are not getting polite lip service with this question, inquire about the agent’s favorite places in the area. Many agents often know the history of your neighborhood, front to back. They are, after all, not only selling your home, but your neighborhood as well.

How a potential listing agent arrives at a listing price for your home is a great question to ask. A property that is priced too high will languish, eventually turning off potential buyers; but a home priced too low might leave money on the table. “Make sure your agent is knowledgeable about the local market and what similar homes have recently sold for,” says Ericson. “This will help you arrive at the right price. Be sure to get answers to any of your questions about the process of pricing your home.” The science behind pricing your home to encourage multiple offers and holding off offers until a designated date is also a tactic to ask about. It can work well in some areas, and not so much in others.

Just as your home is sold along with your neighborhood, your agent sells him or herself along with the team of people they have at their disposal. Some agents (especially those with small children) job share, so will you be working with one specific real estate agent or a member of the agent’s team? Each scenario has pros and cons for sellers, so ask lots of questions. It’s also a great idea to ask if the agent has a separate team of professionals he or she swears by for staging, handyman work to be performed, photography, inspections, etc.

The agent you hire should easily be able to answer questions regarding the cost of the sale — those costs that you, as the seller, will be paying in the real estate transaction. The broker’s commission, closing fees, staging costs, and anything else that gets lopped off your bottom line are all important to know and can help you see how one agent stacks up against another. This should all be covered in the listing agreement with the real estate agent but also explained by them in plain language.

Before the agent walks through your door for this important interview, he or she should have a written marketing plan for selling your home. It should identify how they intend to attract buyers — from listing services to open houses to social media. A comprehensive plan helps ensure you’ll capture buyer interest. Mailers, door hangers, and refrigerator magnets are not without their uses, but sales numbers don’t side with them. Hire an agent who has the capability to provide professional photography, a custom website, and even video, if appropriate. This will make the best impression on buyers.

Because not all homes are move-in-ready, any agent worth his or her salt will have a few people who can perform necessary repairs or upgrades as well as a few hacks for budget-friendly but impactful improvements that would attract buyers. Some of them are as simple as renting a storage unit for large pieces of furniture or boxes of tchotchkes that rob your home of the clean slate qualities that sell. Staging isn’t just a luxury any more. Staged homes sell faster and at higher sales prices than empty homes. Getting a referral to a good cleaning and decluttering service can also mean pure gold in your pocket as a return on the investment.

Time factors and communication styles are important issues as well. Will the agent be able to accommodate your schedule for showings and open houses? What days and times do they prefer to show houses? Do they prefer to be on hand when another agent requests a showing? “If you’re a texter and your real estate agent prefers lengthy phone calls, that could present a problem,” says Ericson. “Likewise, you might prefer the personal touch of a call over an email. Knowing the method and frequency of communication can be important in selling your home.”

Realtor, TBWS

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