1. How will you market my property? There are two things that typically help a house to sell outside of the house itself - price and marketing. A professional agent should have a marketing plan, in writing, they can show you. The agent should also be able to explain the value of the various avenues for marketing your homes.
2. What has the market been doing lately? And when you ask, look for the answer to contain specifics - not generalities like ("It's been kinda slow") - a professional should be on top of what is going on with statistics and examples to back them up. Generalities might be more suggestive of what their business has been like rather than the market as a whole. A good follow-up question is: What do you do to stay abreast of the market? Watching the market should be a routine part of the agent’s work day.
3. What are my rights as a client? In real estate there are many contracts to sign, including those binding you as a seller and/or buyer together with the agent you choose. But having signed that piece of paper, what are your rights if you aren't happy with the service you get. Make sure you get the agent you are thinking of hiring to outline exactly what signing a contract with them means, and what recourse you have if you don't feel things are going well.
4. What experience do you have other than real estate? Many real estate agents have previously worked in another industry or career. It's not a bad thing to find out if that previous experience could be beneficial to their ability to sell your house. And if it isn't, just finding out how they answer the question can provide insight into how they will handle awkward questions about your home when they come up.
5. What do you see as the strengths and weaknesses of my home? Buyers don't often see the potential in a house in the first ten minutes of being there. A good agent will be able to help provide ideas and creativity in their marketing and showings of your home in order to overcome some of the hurdles people may artificially place on a property.
6. Do you hold open houses? Less than 1% of houses are sold at open houses. The usefulness of open houses varies from market to market. If the agent is spending time at open houses, find out why. If the agent does not do open houses, find out how they arrived at that decision and what they do instead to attract buyers.
7. What do you know about house construction? Real estate agents are not general contractors, but houses are their business and they should have more than a passing interest in how homes are built and their essential systems. Has the agent kept up with trends in energy-efficiency and buyer demand for eco-friendly properties?
8. Will you provide a net sheet showing an estimate of all the costs involved in selling my home? The agent should certainly know how to do this and do it as a matter of routine after each price adjustment.
9. How will you go about recommending a list price for my home? Don’t expect the agent to have done all the work to price your home until you make a decision to hire the agent. But the agent should be able to explain how he or she will go about researching the information necessary to make a price recommendation.
10. How do you separate yourself from the competition? A good agent won't hesitate to answer this question and will be ready to list why they are best suited for the job. Everyone has their own standards, but I believe that the top of the list should include honesty, trustworthiness, excellent negotiation skills, education, easily available by phone, email or text, open communication, and the ability to maintain a sense of humor under trying circumstances.
11. Can I review the documents prior to signing? A truly professional agent will make forms available for you to review prior to signing. Ask to see the agency disclosure and a copy of the listing agreement in advance of signing them.
12. How will you help me find other professionals? Allow the real estate agent to explain who they work with and why. They should have a list of professionals, such as mortgage brokers, home inspectors, title companies, and even contractors. If you need help preparing your home for market, the agent should be able to provide you with a list of cleaning crews, landscapers, and contractors.
13. How much do you charge? Ask how much your agent charges in commission and why. While it is true all commissions are negotiable, I know that my level of personalized professional service and attention to detail exceeds many of my competitors. Plus, I work on a contingency basis and do not get paid until you have the money in your hand. You decide what’s important to you but remember: "If you think hiring an expert is expensive, wait until you hire an amateur!" ~ Red Adair, world famous oil field firefighter.
14. Do you have a guarantee? What happens if you sign a listing or buyers agreement with an agent and you're unhappy? Will you be able to cancel?
15. What importance do you place on education in your industry? You want an agent who not only is experienced, but also strives to stay ahead of the curve by taking the initiative to educate themselves in their business.
16. How are you involved in the community? An agent who is active in the community has a wider network of people who they associate with. In the long run, this not only helps find a potential buyer for your home, but also any contacts that you may need in the future to help you succeed with your goals.
17. Who will handle calls about my listing? If the least experienced agent who doesn’t know your home is going to be answering the phone, you may want to consider an alternative.
I would consider it a privilege to be on your short list of candidates for the job of selling your home. Check out my resume here.
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