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What’s love got to do with it???…why it’s important to make a connection with your REALTOR®.

By Elizabeth Nieves

Real Estate Agent with The Elizabeth Nieves Realty Group 209227

December 03, 2007 04:01 AM

You WANT to sell your home...OR...you NEED to sell your home. Either way, chances are that you would not consider taking on the daunting task of FSBOing (For Sale By Ownering). I mean...these REALTOR® people are the experts. They work ‘out there' in the market every day. You know that you want to sell your home for the highest possible price. They know how to make it happen. This is a marriage made in heaven!

But wait...IF it is such a simple formula, why do only 30% of sellers (based on 2006 statistics) call the agent they used previously???

Before you hire a REALTOR® to market and sell your home, you need to take the time to find the right agent for you. What questions should you ask? What should you look for in your next REALTOR®? How can you guarantee that you and your REALTOR® will live happily ever after...or at least until your home is SOLD??!!??

THE FIVE QUESTIONS YOU MUST ASK BEFORE YOU SIGN THE LISTING AGREEMENT...

1. How long have you been selling real estate in my area?? (It is good to ask this question first because you can save the other four for the next person in line if you don't like the answer.)

2. How many homes have you sold in my area in the last three months? (It is important that the agent you hire be an area expert. Ask for a comparison between your neighborhood and the local market in general.)

3. What am I going to get for my money? (You need to know that they are going to spend ‘real dollars' marketing your home. IF they are just going to put a sign and lockbox on your property and place your home in the MLS...you need to keep ‘dating' until you find the ‘right one'.)

4. How many homes did you sell last year? (IF they can't tell you exactly, it probably isn't because they were too busy to notice. TOP PRODUCERS are typically goal-oriented and competitive. They keep track of the numbers, because they know it is a numbers game.)

5. Ask them if they have a list of referrals. (AND THEN ACTUALLY CALL THE PEOPLE ON THE LIST! This is really important! I've already told you that only 30% of sellers will use their previous REALTOR® for their next transaction. IF they have a list of satisfied clients, there is a better than average chance that you will also be satisfied with their performance.)

As you can see, finding the right REALTOR® is all about asking the right questions. And remember...just as in dating relationships...the guy with the smoothest tongue is not always the ‘right one'. You want someone who will back up what they say. Sure...they can talk the talk...but, can they walk the walk? Are they sincere? Will they be there for you when the going (or the market) gets tough? There are no guarantees, but you will stack the deck in your favor if you ask the hard questions upfront. Good luck and happy selling!!!

If this information has been helpful to you, please let me know. Also...feel free to ask questions. I would love to know what is on your mind.

Of course, IF you are planning to BUY or SELL...or know someone who is...I know a GREAT REALTOR®! I'd love to connect with YOU!

Written and Posted by:

Elizabeth Nieves - Broker, REALTOR® -- The Elizabeth Nieves Realty Group @ Keller Williams (A Bilingual Real Estate Team serving Raleigh, Durham, Chapel Hill NC and surrounding areas.)

Visit our website at http://www.elizabethnieves.com

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Andrew Trevino

ADT Real Estate - Wilkes Barre, PA

Wilkes-Barre Homes For Sale

Elizabeth,

This is a great list for the consumer to use. I hated these questions as a new Realtor, though. I still stumble a bit on them when asked, because I still feel that I am a new Realtor. You know, I really don't know exactly how many sales I had this year. I could get the number from my broker, I'm sure, but I never really tracked this number for myself.

I find that my clients, with the exception of a recent one, love me and I know they'd use me again because they do a great job of sending me referrals. Because of this, I have to key in on the fact that I have a ton of energy and desire to get the job done for my clients. I have yet to have a listing expire, so I am blessed that my efforts have paid off. I'm sure that I will be able to use my "stats" to impress my future clients, but I don't think I will have to use that card.

I'll just build a relationship with them.

Dec 03, 2007 04:23 AM

Elizabeth Nieves

The Elizabeth Nieves Realty Group - Durham, NC

Bilingual Raleigh - Durham North Carolina Real Estate Team

Andrew: I'm glad you pointed that out. I was wondering who would be the first one. I'll be honest with you...I know exactly what you are saying. I was new once also. We all were! I NEVER had to rely on my 'stats' either...because I was so upfront and confident. I also worked my butt off...and I still do.

I wrote this for the consumer...but also for the agent, in a way. For the consumer because it seems that the consumer has no way of knowing the difference between a good and bad agent until after they have signed the dotted line. IF they know what questions to ask...they will be able to make an informed decision and hopefully protect themselves from getting into a six month contract with one of the bad guys.

On the other hand...IF the agent (even a new one) knows what the consumer is going to ask...they can be prepared. I'll tell you how. (This is what I tell ALL of my new agents.) "Fake it till you make it." Before you think I'm encouraging dishonesty...lemme explain. IF you have never sold or listed a home...you cannot brag about YOUR 'stats'. However...what about the accomplishments of your company/office? You are a part of the whole. Use their impressive history to get in the door...then make sure you back up what you say...and MORE. I also tell my agents to be honest with the clients...letting them know they are new...but that they have my FULL support and the support of our team behind them. It has worked every single time. PROMISE!

There are a LOT of agents who make the rest of us look bad because they do the bare minimum requirements...and NOT ONE THING MORE. (Like put the home in the MLS without pics. Come on! They are not serving the clients.)

But...like I said in the title...it really is all about the CONNECTION. Love rules!

Dec 03, 2007 04:45 AM

I understand your point here and I agree. You have to sell you first, so you have to use whatever you can to build that relationship with the consumer. The good thing for you is that you have the stats and the personality, so who better to call? I think this is a great Localism post, as I said earlier.

Dec 03, 2007 06:32 AM

Andrew: THANKS, buddy!!

Dec 03, 2007 08:45 AM

Gary McNinch

Better Properties Real Estate - Renton, WA

Broker, Renton WA Real Estate

Hey Elizabeth,

Since this is out in the world, do I have your permission to send it to the folks that I had the listing consultation with tonight. They are going to interview (tomorrow) the agent who sold them the house two years ago. His name is Ray (but they couldn't think of his last name just now).

We showed them our Satisfaction Guarantee and our UVP and our marketing plan and they couldn't think of a reason not to list with us, but had promised to let him have a chance. Oh, I offered to call him for them and explain that we had listed it and he could cancel his appointment, but no luck.

We answered all these questions and more. Great list for the consumer. You should look like the local expert.

List and Sell (and 30% is a sad commentary) Gary

www.RentonHomeFinder.com

Dec 03, 2007 05:16 PM

Julie Neerings~Lifting Hearts ♥ Building Dreams~

Agent Referral - Salt Lake City, UT

Elizabeth-You are such a truly amazing person. Just when I think I'm caught up with your blogs (I don't want to miss a thing), you roll out a couple more that are truly wonderful. The consumers in your area are without doubt grateful to all the very informative posts that you leave. Thank you again Elizabeth for being such a wonderful example in our profession.

Dec 03, 2007 05:51 PM

Gary: ABSOLUTELY!!! You can use anything I write...cuz I trust you to use it responsibly. Good luck with your listing!!

Julie: You are just too sweet!! You are so encouraging and supportive. I value your friendship so much! I recently read a post by someone who basically said that you can't trust anyone...that everyone here at AR is just using each other for their own good. It was so negative. YOU were in my mind when I left my comment on her post. GBY!!

Dec 03, 2007 11:01 PM

What’s love got to do with it???…why it’s important to make a connection with your REALTOR®.

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