How to Choose a Real Estate Agent to Sell Your Home: Five Questions to Ask Potential Listing Agents

By Jeanette Joy Fisher

Although it's possible to sell your home yourself, statistics show that listing with a real estate agency will give you a much higher chance for success. But all agencies and agents aren't the same, so you shouldn't list with just any agent. With that in mind, let's look at the five most important questions to ask when interviewing potential listing agents. They can help prevent you from making a big mistake.

Of course, the first thing everyone wants to know is what their home is worth, and all the agents you interview should be within a relatively narrow range when offering their price opinions. If someone is much higher than the others, don't take that as a sign that they can actually get that much for your home. It generally means that they want to put a sign in your yard.

The same is true if an agent caves in when you insist that your home is worth considerably more than they have recommended. In the business, that's called "buying a listing." In essence, that agent is willing to sacrifice your home's chance of success in order to generate calls from the sign in your yard. When they take calls from folks who've seen your sign, they can be apologetic about your price being too high and quickly switch them toward homes that are priced correctly. So when you ask for opinions, listen to the answers and be wary of any agent who agrees to list your home considerably higher than anyone else. It will only lead to heartaches and ill feelings.

Second, ask if the agent works fulltime. It's important to know that the agent's livelihood depends on selling homes. You don't want a part-time agent, because they generally won't be as knowledgeable about market conditions or loan packages and they won't have the networking contacts that are developed over the years by fulltime agents.

Third, don't be afraid to ask about commissions and listing terms. Contrary to what most agents will tell you, commissions are negotiable, as are the lengths of listings. Nationally, the current sales commission is 5.1 percent, and the typical listing is for 90 days.

Next, ask about the agent's marketing strategy. Do they use the Internet? Will you have brochures? Will your home appear on television? Will it be toured by all the agents from their office? How many times will your home be advertised in the paper? Does the agency print its own magazine? Where else do they advertise? You have a right to know that you'll be getting an aggressive marketing strategy, especially since the market has been slowing down.

Finally, ask how many other listings the agent has. Do they have an assistant? Having an assistant isn't necessarily a bad thing. In fact, it shows that the agent is busy enough to require help in servicing a considerable number of clients. However, you don't want to become simply a number if the agent has a great many listings. You deserve a certain amount of personal service.

Choosing a real estate agent can be the most important decision you make when getting ready to sell your home. Take your time, ask lots of questions, and don't let anyone pressure you. Remember, the agent works for YOU!

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