Apples for Apples!

It’s great to see so many sellers interviewing multiple agents before listing their property. This is an essential step, especially when you don’t have an established relationship with an agent. The interview process helps ensure the best fit between the agent, the seller, and the property. Comparing agents “apples to apples” isn’t easy. The interview should be more than just a time to bond with the agent. It needs to be a methodical process with several critical checkpoints along the way.

The Listing Presentation

A listing presentation is absolutely essential. An agent without a formal plan is clearly demonstrating they have no roadmap for getting the property sold. The plan should outline their services, experience, and the depth of their support staff. Listing a property is a huge responsibility, and the agent should understand that they are on a job interview. They need to provide you with the information required to make an informed hiring decision.

Interview With a Real Estate Agent

The next step in the interview process is to get thoughtful answers to your questions. It’s helpful to prepare your questions in advance. There are no right or wrong answers—you are looking for substance. Email is a great method for obtaining answers in advance, allowing you to compare responses side-by-side.

Key Questions to Ask

Some good questions to ask include:

• How much experience does the agent have, and how many years have they been in business?
• How many closed transactions do they have (ideally at least 25 per year)?
• Have they received any formal complaints?
• What is their list-to-sale ratio? (A high unsold ratio may indicate they take overpriced listings.)
• How many homes have they sold in your neighborhood?

Also, inquire about their approach to open houses and agent caravans or tours. Agents who keep up with financing trends tend to close more sales. In today’s market, a strong web presence and social media participation will generate more buyer leads, so make sure to ask about that, too. Agents must also be familiar with the inventory, so ask why they believe they are the best fit for the job.

Evaluating an Agent’s Value

In the end, many interviews turn on the “value” question—not the value of your home, but the value the agent brings to your sale. Pricing is always a central issue for every seller. Some agents will tell sellers what they want to hear. Instead, pricing should involve a careful and objective analysis. Because we don’t have “cookie-cutter” neighborhoods, it’s impossible to price accurately without viewing the property.

Compare Agents Carefully

Ask for references, and remember to use the same questions for each interview. Make notes and compare responses. You want to be able to compare agents as directly as possible. So, if you plan to go “apple picking” any time soon, remember to choose the best agent. In the end, the only way to ensure quality without compromise is to gather the best “ingredients” available in the marketplace!