What does a listing agent DO for all that money?

Education & Training with Sell with Soul

I was cleaning out old files this morning and came across this little blurb I wrote years ago and used in my listing presentations. If you like it... feel free to use it! 

What does a Real Estate Agent DO for all that money?
Many people think that the main reason you hire a real estate agent is for MLS exposure.  And, unfortunately, in some cases that may appear to be the primary service some real estate agents provide.  However, a GOOD agent provides much more than simply a For Sale sign and a listing on an online database.

A good real estate agent has great connections in the real estate world.  She has a readily available list of home improvement contractors (heating, roofing, structural, electrical, painting, plumbing etc.), one or two good handymen, a cleaning service, legal referrals and lawn service providers. You should never have to go to the phone book to find help during the marketing process.

A good real estate agent has systems in place to sell homes far more efficiently than a homeowner ever could.  Selling or buying a home within the established real estate system is incredibly efficient compared to selling or buying a home outside of the system.  Real estate agents have (or should have) a 7 day/week showing service, MLS access, a contracts library, lock boxes, signs and Internet sites.

Obviously, one important reason you hire a real estate agent is because you expect him to know more about selling homes than you do.  Selling real estate professionally requires a license and continuing education, but in reality, 99% of a real estate agent's expertise comes from on-the-job experience.  And, the more experienced the real estate agent, the more expertise he has.  Every real estate transaction is a little different, with its own little quirks, glitches and special circumstances.  The best way to get in trouble is when you don't know what you don't know! 

Your real estate agent will spend a lot of time managing the sale of your home.  There is far more going on behind the scenes than holding open houses and attending closings, although due to the above factors (connections, systems and expertise), a good real estate agent will be pretty efficient at their job. The time your agents spends handling the sale of your home will save YOU lots of time... and money!



copyright Jennifer Allan 2007

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Luke Constantino
Brooklyn/Manhattan Real Estate - Brooklyn, NY
Residential/Commercial Real Estate Brooklyn NY
I tell every client on the selling end that it takes within 100 hours to work on their listing. If not explained the client thinks it's simple.
Mar 31, 2007 02:24 AM #1
Diana Corcoran
Berkshire Hathaway Home Services Hudson Valley Properties - Rhinebeck, NY
Rhinebeck Real Estate
Thanks for a great piece for a new agent.
Mar 31, 2007 02:29 AM #2
Maggie Dokic | Miami, FL | 305.81.HOUSE (46873)
eXp Realty LLC - Miami, FL
GREEN, CDPE, SFR, Pinecrest | Palmetto Bay |
Jennifer, thanks for being so generous and allowing us the use of this.  It is important to educate the public.  Luke's point is well made.  I think NAR has a link to the steps involved in listing a property..close to 200, last time I checked.  More than the average Joe would think.
Mar 31, 2007 02:29 AM #3
Lisa Marchant
Johnson Home and Land - Lovell, WY

This is a very good! Thanks, I will add that to my files to use in the future.


Mar 31, 2007 02:30 AM #4
Robert and Lisa Hammerstein -201-315-8618
Keller Williams Valley Realty - Hillsdale, NJ
Bergen County NJ Real Estate
Thanks for sharing your list with the community.  It's so true that the public needs to be educated on our role in the transaction.  Most just don't understand and some never will but one of the things we do for consumers is to educate them. 
Mar 31, 2007 02:33 AM #5
Randy Powell
The Powell Team - Kannapolis, NC
Broker - Concord & Kannapolis NC

This is good to eep in mind when a potential client is trying to negotiate a lower commission rate....

Mar 31, 2007 02:36 AM #6
Mary Pope-Handy
Sereno Group Real Estate - Los Gatos, CA
CRS, CIPS, ABR, SRES, Silicon Valley
Hi Jennifer,

I looked at your website and love what you have done to promote your book. If I understand it correctly, you designed the site yourself. Very cool. May I ask what program you used? I have a book I'd love to promote as well but right now just have a page on one of my websites for it.

Many thanks. Good job!!

Mary Pope-Handy
Intero Real Estate Services
Los Gatos (Silicon Valley) CA
Mar 31, 2007 02:37 AM #7
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Our value is much more than simply a function of hours spent. We've spent years developing our teams, our systems and our expertise. If our hourly rate ends up being $200 or even $500, it's because we are EFFICIENT at what we do. Could a homeowner do it all himself? Sure he could! But what we can do in 10 hours might take him 100 hours to do. This is why we hire professionals.

Mary - I use Network Solutions Image Cafe. It's a template product, but pretty darn flexible. I'm mad at them right now, but overall, I've been satisfied. Just FYI - my site took over 100 hours to create, but that's partly because I did most of it on dial-up if you can believe it!  My book promotion efforts are going very well, so feel free to hit me up for ideas! jennifer@sellwithsoul.com

Mar 31, 2007 02:47 AM #8
David A. Podgursky PA
THE PODGURSKY GROUP @ Re/Max Direct - Boynton Beach, FL
THE PODGURSKY GROUP - Make the Right Move!
great post... supports my post that goes the opposite way...
Mar 31, 2007 03:11 AM #9
John McKenna
InfraredClass.com - Dallas, TX
I'm sure a Home Inspector like me can add to the hours that a Realtor must work, after the Client reads their report.  Sorry, but I have to do my job too.
Mar 31, 2007 03:13 AM #10
Cynthia Sloop
Community Association Manager - Indianapolis, IN
Good post that is very helpful for the client's understanding, mine too!
Mar 31, 2007 03:31 AM #11

Hi Jennifer,

 What suggestions do you have for beginners to initially create that "connections" list of home improvement contractors, etc.  I agree this is very valuable, but we really don't have such a list when we just start out.




Apr 03, 2007 02:00 PM #12
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul


One great way to start building your team is to ask your SOI for help. Send out an email (I think there's a sample on my website www.sellwithsoul.com/checklistsmore.html) to everyone you know telling them you're putting together a referral directory and need references of good contractors.

This project serves several purposes... first, it helps get your team together... second, it's a good excuse to communicate with your SOI, third, when it's finished, you have a great marketing piece (your referral directory).

If you have Publisher, I can send you a copy of mine.



Apr 04, 2007 12:36 AM #13

Hi Jennifer,

 This is a really good idea.  It not only gets me in touch with my SOI, it provides a reason for them to communicate back to me.

 I just sent you the email to become a VIP LOUNGE member so I can get to the sample you provided.   And yes, I have Publisher.




Apr 04, 2007 01:38 AM #14
... ...
... - Autaugaville, AL

Hey Jennifer,

That is a really great piece, what others can you dust off and share with the rest of us?



Jun 27, 2007 05:19 AM #15
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Todd - Thanks! Oh, I probably have a bunch of this stuff... there's another blog I wrote called "Dear Seller, I know what I'm doing!" and you can also see my full listing presentation on my website (www.sellwithsoul.com) at Checklists & More...

I'll think about what other goodies I might have that are, as you say, gathering dust!

Jun 27, 2007 05:36 AM #16
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents
Never really knew what goes into building a business until I am doing this for myself. I was naive enough to think that all an agent's job was to look pretty and open doors.... How silly.... Oh boy, real estate is not for the faint heart.
Jul 16, 2007 10:26 AM #17
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