Omaha Real Estate     Contributed by David Matney with Alliance Real Estate

Selecting you next Realtor

As a potential seller it is always a good idea to interview several agents when you sell your home.  Not all Realtors are created equal and which agents should you interview?  There are steps you can take to determine which agent would make a good interview candidate.  The last thing you should do is hire an agent based on which agent has the lowest commission or which agent gives you the highest asking price.

Step 1:  Ask friends and family members for names of Realtors they would recommend.  You should gather at several names and then you proceed to the second step.

Step 2:  After you have your list of potential candidates you want to "Google" the name of the agent.  Can you find the agent online by "googling" the agent?  Does the agent have a web presence?  What does their site look like?  Is it current with up-to-date information?  Do they have a blog?  Pay attention to photos.  Are the photos attractive and nice or is there a car in the driveway?  This is how you determine their attention to detail.  After you have narrowed the list to three then give the agent a call.

Step 3:  Call the agent?  Do they answer the phone?  Is it answered professionally?  Ask about one of their listings?  Are they doing a good job of closing for an appointment to see the home or are you being passed off to another agent?  Many agents work in teams.  How good is the buyer's agent?  Did they close you for an appointment?  Compare the agents and the results.  Pick the BEST three and those are the agents you want to interview.

Step 4:  Before the agent arrives ask the agent to send you a copy of their marketing plan, and a copy of their MLS production for the last 6 months.  Specifically, ask the agent to send you a copy of their current active listings, pending, sold, expired, and cancelled listings.  Also ask for a copy of any client satisfaction surveys.

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If time permits drive by one of their current listings and look at the how it is presented?  Does it have a flyer box?  Is the flyer box full?  Are the flyers professionally done and in color?  If they do not have a flyer box did someone answer the phone when you called off the sign?

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Questions to ask at the interview

1)  Are you a full-time or part-time agent?  If they are part-time, how will buyers are handled and how will potential showing calls are handled while they are at their "other" job.  Keep in mind that buyers want to look at homes on THEIR schedule and not the schedule of your agent while they are at their other job.

2)  What professional designations do you have?  Professional designations indicate the agent is seeking a greater degree of professionalism.  The real value of an agent is the QUALITY of their representation.  Any agent can throw it on the MLS and bang a sign in the yard.  Several designations take years to earn and are based on production as well as education. 

3)  What is your commission?  You want to know.  Out of that commission what does the buyer's agent receive?  Do you pay out to all companies what is published in the MLS?  Is there a Broker Administration Commission?  Keep in mind, that commissions are negotiable.  DO NOT hire an agent based soley on who has the lowest commission. 

4)  How long is the listing contract?  Most sellers do not want to have a 6 month listing.  If it is priced right it should sell within 30-60 days. 

5)  What is your cancellation policy and what if I am not satisfied with your marketing efforts?  Make sure you get a copy of the cancellation policy in writing.  Are there any fees if I cancel?  This is an important question

6)  How will you help prepare my home for sale?  Do you hire a professional stager or do you conduct a professional pre-inspection?  Professional staging and pre-inspections are critical in selling a home in a tough market?  It is important to have the home in top notch condition and properly prepared in a tougher market to net you the most money, in the least amount of time with the least amount of hassles.

7)  Will my home have a virtual tour?  No virtual tour, I'm sorry that is unacceptable in marketing today's home.

8)  How will I be kept informed of showings and feedback?  You want to hire an agent with a dedicated showing desk.  This makes your homes easier to show.  Agents when setting up a showing want ease in setting up a showing and not play phone tag with the other agent.  

9)  What do you think my home should be priced at?  Do not hire an agent based on who has the highest listing price.  Pricing is the single most important part of selling a home.  Have you personally toured the active homes on the market in my area?  Potential buyers are touring other homes in the neighborhood this will give the agent perspective on the competition which will also help with pricing.  Overpricing a home will only help sell other homes in the neighborhood.  In fact, some agents will show overpriced homes and then sell the buyer a home that is priced correctly.  Some features and amenities, are nice and will make the home more marketable but will not get you more money. 

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Some sellers want to know about the Company along with the agent?  Keep in mind that you are hiring ONE agent to represent YOU.  Agents sell homes, not companies.  The company is a support role.  Some companies have terrific support and some do not.  Some companies with less support have a higher split for the agent.  However, this support is still needed so the agent has to provide their own "support."  Some companies provide great training for their agents and so do not.  When you interview the agent you will tell whether or not the training has been provided.  The sad fact is that some agents do not take advantage of great training.  DO NOT  blindly call the company and say you want to "list" your home.  Companies spend hundred of thousands of dollars for the public to blindly call the company.  Talk with friends and family get recommendations and follow the above steps.  Spending an hour of research and asking the right questions will save you THOUSANDS of dollars in the end.

These are items that will help you select the right agent to represent your best interests.  These techniques are tough, direct and will help you separate the wheat from the chaff.  Be wary, if anyone tries to "scare" you with heavy handed tactics about or high pressure sales techniques.  You should interview all three, and hire the best one in your opinion.  The really good agents welcome this and want you to compare them to the competition.  The best ones may not even take the listing if it is not salable.  If the home is not priced right, no marketing plan no matter how extensive will sell the home.  They will simply let you list with a competitor. 

Thanks,

David Matney, CRS,GRI

Alliance Real Estate

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