Here's what not to do.
Do not audition agents
Don't invite agents to your home to interview them.What you want most from an agent – good communication, hard work, and an understanding of your market – may not be obvious at an interview.
Holding interviews to compete for your business is a little like hosting the Miss America pageant to find a wife. It’s easy to impress with a surface presentation.
In fact, an interview puts an agent in a defensive position and does not begin a relationship that should be built on mutual trust. I know Realtors – very good ones – who simply refuse to do interviews to get new business.
Avoid open houses
Don't go to open houses to chat up Realtors.This approach is one I have seen recommended, but one that I can’t endorse. The truth is that most real estate agents host open houses more for the purpose of connecting with new clients than for merchandising the home.
Don't choose a friend
Do not request a friend or relative who is a Realtor to represent you.My personal opinion is that it’s asking for trouble to do business with a family member or a good friend. Keep them separate and everyone will be happy. Business decisions – and selling a home is like running a small business – need to be based on objective facts, and friendships or family relations are riddled with subjectivity.
Don’t take a chance on ruining a friendship or causing ill-will in a family.
Do not ask neighbors
Seeking recommendations from a neighbor is never a good idea.This suggestion is very popular, yet asking people who may have worked with only one or two agents doesn’t make sense. No matter how quickly a neighbor's home sold, or how pleased he was with the selling price, his experience is too limited to shape an informed opinion.
I’d rather see you ask someone who has extensive experience working with real estate agents. Ask your banker, lawyer, lender, financial planner, or CPA. These people connect with Realtors on an ongoing basis. They will give recommendations that are based on repeated dealings, not isolated incidents.
You can also research your state’s real estate commission to see if any local agents have black marks.
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| Choosing a listing agent is one of the most important decisions you will make once you decide to put your home on the market. |
Don't shop outside your area
Working with someone who lives and works in your area is perhaps the best advice I can give you. If real estate is all about location, then it makes sense to hire someone who knows everything possible about your location.
Ideally, you’ll find a smart, hard-working Realtor who grew up in the area where your home is located.
A Realtor should know what’s planned in the future for your city or neighborhood, as well as what’s gone on in the past. Has your area flooded? Is the county planning new roads? What’s the political history? How’s the job outlook? Is the HOA an effective one?
Good Realtors represent your home in the context of its location, they don’t just market it in a vacuum.
Some of my most profitable dealings with Realtors have been with brokers from agencies not affiliated with national chains.
Sure, the big guys can sweep you off your feet with impressive statistics, virtual tours, PowerPoint presentations, and other fashionable technology. But real estate is a people business, built on relationships and communication. Will an agent with 100 listings give you the same attention as an agent with 15 listings? There are trade-offs, so don’t jump to conclusions.
Yes, it’s important to deal with someone who understands the value of today's web-based business, and who has a website that gives accurate information in a professional way and can communicate easily by cell phone or Skype or Facetime or Zoom, but that's not everything.
All MLS Realtors are connected to the same information. House hunters today are techno-savvy. They can collect their own data.
What’s crucial is finding a Realtor who will hustle for you, make suggestions (even demands!) to help you sell your property, take great photographs, and give you feedback at every step.
You want one who honors your wish to stage your property. That's your ally. Your dream agent is one who will make suggestions for staging your home based on her experience with sellers and trends. She’ll be current with what buyers expect in your locale and price range. She’ll understand the economics of your sale and possibly even know sources for staging furniture and accessories.
Ideally, you’ll find a smart, hard-working Realtor who grew up in the area where your home is located.
A Realtor should know what’s planned in the future for your city or neighborhood, as well as what’s gone on in the past. Has your area flooded? Is the county planning new roads? What’s the political history? How’s the job outlook? Is the HOA an effective one?
Good Realtors represent your home in the context of its location, they don’t just market it in a vacuum.
Don't assume bigger is better
Don't assume you have to sign with a large company.Some of my most profitable dealings with Realtors have been with brokers from agencies not affiliated with national chains.
Sure, the big guys can sweep you off your feet with impressive statistics, virtual tours, PowerPoint presentations, and other fashionable technology. But real estate is a people business, built on relationships and communication. Will an agent with 100 listings give you the same attention as an agent with 15 listings? There are trade-offs, so don’t jump to conclusions.
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| You want your agent to be aware of the importance of staging and professional photography. |
Don't judge solely by an online presence
It's a mistake to judge an agent solely by her website, Instagram pics, and Twitter feed.Yes, it’s important to deal with someone who understands the value of today's web-based business, and who has a website that gives accurate information in a professional way and can communicate easily by cell phone or Skype or Facetime or Zoom, but that's not everything.
All MLS Realtors are connected to the same information. House hunters today are techno-savvy. They can collect their own data.
What’s crucial is finding a Realtor who will hustle for you, make suggestions (even demands!) to help you sell your property, take great photographs, and give you feedback at every step.
Don't sign with a non-supporter
Please choose an agent who understands the value of home staging.You want one who honors your wish to stage your property. That's your ally. Your dream agent is one who will make suggestions for staging your home based on her experience with sellers and trends. She’ll be current with what buyers expect in your locale and price range. She’ll understand the economics of your sale and possibly even know sources for staging furniture and accessories.