Many people are intimidated by real estate agents when it comes time to sell their homes, especially people who haven't done it before. Agents are trained to be professional in their presentations, and if you're new to the game, it's easy to forget that you're the one doing the hiring, so you're the one in charge. If you're new to interviewing listing agents, there are things you'll want to find out before you make your important decision. First, do your homework before you make any listing appointments. Talk to friends and family, especially those who live nearby, to hear about their experiences with agents and companies. Also check out the signs you see to find out if there are certain companies or agents who specialize in your area. They'll most likely have superior knowledge and lists of buyers already looking for homes in your neighborhood. Once you've gathered several names, call and make appointments. At your interviews, it's only natural that your first concern will the proposed listing price, but don't be surprised if you've estimated your home's value higher than agents say it should be. It's common for homeowners to overestimate their home's price, but agents tour homes and work with clients every day and normally have a strong feel for a home's worth, so listen to what they have to say. Agents should be prepared to offer a number of examples of comparable homes in your area that have sold recently. They should also be armed with statistics about how long it took homes to sell in your area and about homes that didn't sell. Listen to those statistics carefully, because they represent the real world of buying and selling homes. However, if you encounter an agent who agrees to list your home at the higher price you initially were hoping for even after they've shown strong evidence for a considerably lower price, red flags should begin to go up in your mind. In the real estate business, that practice is called "buying a listing," and it means that the agent has written off your chances of selling your home even before you sign the listing papers. When an agent buys your listing, they've traded your realistic chance to sell your home for the simple opportunity to put a sign in your yard, knowing full well that the sign will generate calls from potential buyers. From that point on, whenever someone calls the agent's office about your home, that agent will apologetically give the price and after the buyer has expressed their disbelief, the agent will then suggest other homes in the area that are more in line with what homes should be selling for. Listing a home at the right price is critical to sales success. Do your homework, interview several agents, and narrow your choices to agents who come in within an average price range. From that point, you can ask more specific questions about how your home will be marketed, but don't let an agent buy your listing. It will only lead to hard feelings and lost time. Copyright 2006 Jeanette J. Fisher |
