How To Choose The Right Agent To Sell Your Home

When you choose a REALTOR® to represent you in the sale of your home, it’s essential to ask the right questions. The Majority of people go with the first REALTOR® they talk to. But its important to know if the agent you choose to represent you is going to be a good fit. Just because a friend or family member referred them doesn’t necessarily mean they will be a good fit for you and your individual situation. Here are some questions to ask so you can choose the right agent to sell your home.

1. What is your experience in the real estate industry? How long have you been working as a REALTOR®?

There is a big difference between years in the industry and experience. Let me explain. If an agent has been active for 10 years and maybe they have another full-time job. Mabey real estate is  their side gig. They might only close a handful of transactions a year vs a full-time agent who does this for a living. While they have only been in real estate for half the time compared to the other agent. It’s very possible to have more transactions under their belt. Thus more experience typically.

2.What is your track record for selling homes in my area? Can you provide references or testimonials from past clients?

It’s important to go with a local REALTOR® who actively works and or lives in this area. We have seen a lot of agents coming down into our market from Tucson and Phoenix over the past couple of years. Those markets are completely different than ours here in Sierra Vista. Another important thing to note is that in Sierra Vista we are part of the Phoenix Multiple Listing Service (MLS).  Tucson also has its own MLS that serves their area.  If an agent is not part of our MLS and you list your home with them. None of the Realtors here that may have potential buyers will see that your home is listed for sale unless they are paying dues to be part of the Tucson MLS as well.

3.What marketing strategies do you use to sell homes? How will you market my property to attract potential buyers?

There is a big difference between passive and active marketing. Every agent will put your home on the Multiple Listing Service and it will likely syndicate out.  People will be able to find your home on sites like Realtor.com, Homes.com etc.  But if that’s all they do. Then there is nothing that separates them from any other agent in terms of exposure that they provide you.  You want to make sure your REALTOR® will employ a wide range of marketing strategies both online and offline. Everything from professional photography, networking with local Agents, open houses and virtual tours, social media marketing, print advertising as well as targeted marketing campaigns.

This can be especially important if you have a unique home that would fit a specific type of buyer. Or a home that is priced in a range where not many homes are sold. For example, in the Sierra Vista area, there are not many homes that sell each year that are priced above $750k. The majority of homes that are bought and sold each year are between the $200k-$400k range. Wages in this area do not typically support homes in that price range so your buyer will most likely come from out of the area. Make sure your agent can reach those potential buyers where they are.

4.How will you determine the listing price for my home? Can you provide a comparative market analysis (CMA) to support your recommended listing price?

Providing a CMA is something that should always be done when meeting with a potential client. It gives supporting evidence of how you arrived at a recommended list price.  However we still  need to see the home in person to be able to provide an accurate price. The location and the condition of the home, updates or upgrades done are factors that can influence value.  An agents knowledge in how much value appraisers will give to certain updates and upgrades to a property can also be beneficial. Finally, discussing the clients needs as far as time frame and what their bottom line is. Helps us to arrive at an agreed upon list price together.

5.What is your commission rate, and what services does it include? Are there any additional fees I should be aware of?

Compensation is always negotiable and what one agent charges can be different than the next. Some charge as a percentage while some may charge a flat fee or even have retainer fees. Also important to note that in addition to coming to an agreement on the listing agents fee, you will also need to decide what if any compensation you want to offer a buyer’s broker for bringing a qualified buyer. Make sure you know what they are going to do for you to earn that compensation. Every agent is different in how they work for their clients.  Marketing, transaction coordination, negotiating, communication. These are all different skills that require knowledge and experience.

6.How will you communicate with me throughout the selling process? What is your preferred method of communication?

Make clear your expectations for communication and ask the agent what their work hours are. Your agent may have a set schedule and not answer their phone outside those hours while others may be willing to take a call at 10:00pm. Some agents have other full-time jobs and are only available in the evening and weekends. Ask them how often they will update you on the activity and interest in your home. Setting those expectations on both sides in the beginning can save you a lot of frustration when you have your home listed for sale.

7.Can you walk me through the process of selling my home, from listing to closing? What steps will you take to ensure a smooth transaction?

A knowledgeable agent will walk you through the process of getting your home sold when they meet with you. We prepare our clients by going over the common documents and the timeline for once you have a signed purchase agreement on your home. I provide our clients a sample purchase contract to familiarize yourself with it.  Explain to you what your obligations are throughout the process. It’s the agents job is make the transaction runs as smooth as possible for the client. We are the communication bridge with the buyers representation and will be following up with them throughout the process making sure all deadlines are being met until we close the deal. It’s not the clients job to manage the transaction. That’s what we are being compensated for. Your focus should be on what comes next for you and your family.

8.How do you handle negotiations with buyers? What strategies will you use to negotiate the best possible price and terms for my home?

Knowing what is on the market for sale and what homes you are competing against to get your home sold. Combine that with pricing the home correctly and knowing what kind of market we are in, will dictate how we negotiate. We employ different strategies in different markets. We don’t negotiate the same in a sellers market as we would a buyers market. Reviewing the purchase offer carefully and talking with the buyers agent can sometimes give us clues to how the buyer is thinking. We review offers with you. Lay out your options and give our opinion. As well as lay out the risks under different scenarios.

9.Do you have experience working with sellers in similar situations to mine (e.g., selling a luxury home, relocating to a new city, selling an investment property)?

Make sure your agent has experience with whatever your situation is. Somebody who has never sold luxury properties,  Ranches or other types of unique properties before might not know how to effectively market the property, and get it in front of the most opportune buyers. If your selling and buying your next home at the same time. It’s important for your agent to be experienced in handling that chain of events to make sure the desired outcome is achieved as stress free as possible. That can mean helping you find a good REALTOR® in your new city and or coordinating with them to make sure everything is going according to plan.

10.Are you familiar with the local market trends and conditions in my area? How do you stay informed about changes in the market?

As I previously stated, choosing an agent who is actively working in your area is a big deal. They have the inside knowledge to help you. Here in Sierra Vista our Association WESERV holds a meeting every Tuesday morning for local REALTORS® and Brokers. This helps us stay up to date on what is happening in our local market. It also gives the opportunity for REALTORS® to share their new listings with other agents. We also have the opportunity to tour the newly listed homes. Sadly less than half the agents that work here don’t go to these meetings. I can’t speak for other brokerages but we have weekly office training. Also once a month our Brokerage has a  meeting just to stay up to date with what’s happening in our industry as a whole.

11.Can you provide me with a timeline for selling my home? What factors could affect the timeline, and how will you address them?

Part of your discussion should entail the market data and trends we are currently seeing. Knowing what the average days on market is and what buyer activity has been like. Reviewing all this information will make you better prepared and set the expectations for when your home is listed for sale.

By asking these questions and discussing your expectations with a REALTOR®, you can make an informed decision and choose the right agent to sell your home. If there is anything we can do to help or if you have any questions. Reach out to us anytime by call, text or email.  Here is the link to contact us.

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