Getting the most from the sale of a home requires you to recognize that not all agents are created equally. Instead of listing with the first agent that comes along, make sure you're working with someone qualified and who has high character.
"Clients don't care how much a Realtor knows, until they know how much a Realtor cares," said 2008 Placer County Association of Realtors President Joe Newton. "Today's Realtor must be knowledgeable, a good communicator, negotiator, and a trusted advisor. This is what it takes to effectively represent buyers and sellers in the marketplace.
"Honesty and integrity are absolutes that ensure our clients receive the 'best of the best' from their agents when engaging the real estate process."
Do advance research. Ask questions of neighbors. Who has the most respect and reputation in your area? Who are the most active agents?
Now, compile a list of appealing agents' names and ask specific questions to help you narrow your list.
Start by calling, if they don't respond promptly, how will they react when someone calls and wants to look at your house?
Look for someone who has a good record of selling homes, not just listing them. Don't assume that the shorter the time on the market the better. That could indicate a tendency to sell homes at low-ball prices.
Look at what the asking price was compared to the selling price. An agent, who sells close to the asking price and quickly, helps clients determine the right price.
Ask questions about their involvement in the community. At minimum, your agent should be a licensed pro who is a member of the local and state Realtor associations, as well as the National Association of Realtors. Remember, community groups and organizations say something about a person's character as well as their connections.
Find out if they have an assistant or other support staff. Having someone to take care of the little things can leave an agent more time for meeting your needs as long as the agent is there at the most-critical times of the transaction period.
Learn something about the agent's philosophy regarding marketing. An agent should have a specific plan for each home and it should be a part of a complete marketing plan.
Pricing is the most important step in selling your home. A good price attracts buyers and gets you top dollar in comparison to similar homes in your area.
Be leery of unrealistic agents who let you price the home wherever you want while it sits on the market, or one who is too quick to settle for a low-ball deal.
Have them explain how a transaction works from beginning to end, including the effective dates. If they cut commissions, you can bet it will be reflected in the amount of time and effort that is spent working on your home or promoting the property. The normal commission is between 5 and 7 percent.
Gene Thorpe is a California Association of Realtors director, the current secretary/treasure of the Placer County Association of Realtors, and broker/manager of Pavilion Realty, Inc. He can be reached by e-mail at Gene@movingtoplacercounty.com.