CHOOSING A REALTOR®

Some don't put a lot of thought into it.  Some drive the neighborhoods until they find a sign with a real estate agent's name on it and then they cross their fingers.  Or they may just assume that all agents and agencies are created equal.  It's not quite that simple, however.

The most crucial step in selling your home - on your terms - is choosing the right REALTOR® for you.  First, what is a REALTOR®?  You may notice that this word has special meaning, hence the "®" behind the name.  The term REALTOR® "is a registered collective membership mark that identifies a real estate professional who is a member of the NATIONAL ASSOCIATION OF REALTORS® and subscribes to its strict Code of Ethics."

This Code of Ethics "establishes time-honored and baseline principles that come from the collective experiences of REALTORS® since the Code of Ethics was first established in 1913."  Those principles can be loosely defined as:

• Loyalty to clients;
• Fiduciary (legal) duty to clients;
• Cooperation with competitors;
• Truthfulness in statements and advertising, and non-interference in exclusive relationships that other REALTORS® have with their clients.

What to Consider .  There are a variety of things to consider and it takes a little research, but once you're partnered with an agent who is ready to get the results you want, you can breathe much easier.  The following is a list of things to look for when you're interviewing REALTORS®:

• Find someone you're comfortable with.  Selling a home can be a deeply emotional experience as well as confusing at times.  You'll have questions and if you don't feel you can ask your REALTOR® for answers and advice, find a new one.
  
• Your REALTOR® should be ready with recommendations.  But even more than that, they should be able to tell you why they believe their counsel will work for you.  This is commonly known as a CMA, or Comparative Market Analysis.  It includes information about recent sales, current listings (your competition), and the latest expired listings not only in your neighborhood, but also in nearby neighborhoods similar to yours.
  
• Choose a local REALTOR®.  This might be a given for smaller communities, but in larger ones where one Multiple Listing Service (MLS) serves a much more populated area, a seller may not consider how well their REALTOR® knows their specific community.  A REALTOR® is a source for people looking to relocate.  So, it makes sense that if those buyers come to your neighborhood, a local agent will be better prepared to bring them to your door.
  
• Ask the REALTOR® for a marketing plan.  Every agent markets differently but each should be ready with a strategy.  Generally, you should see that strategy as workable, but what they have in mind may not appeal to you.  Ask questions.  And, if they can show you how it works and give you evidence that it has, keep an open mind and trust them to follow through.
  
• Consider the agency or office a REALTOR® represents.  The level of company support they have behind them can make a big difference, especially if the agent is newer to the business.  Is the agency well known?  Do they have a strong reputation in the community?  What kinds of resources does the agent have available to him or her?  And does your REALTOR® possess the confidence and ingenuity that selling a home competitively requires?  Make inquiries about the local real estate agencies and ask the agent to provide you with company statistics.
  
• Ask for references.  The REALTOR® should come with "testimonials" from previous customers and clients.  They know that customer satisfaction is the best way to increase business and build a sound and trustworthy reputation.  If they're the best fit for you, they will provide you with either a history or actual references from seasoned associates.  And it's great to get recommendations from friends or family - it's a good way to line up agent interviews - but make a choice based on what your needs and goals are.
  
• And finally, look for a REALTOR® who'll give it to you straight!   This simply means that if the market's soft, they'll say so; if a reduction in price will sell your home quicker, they'll let you know as soon as they can see the benefit.  We all like to be flattered - but it won't sell your home!

Interview First .  As a final note, interviewing means interviewing.  You should have a list of 3 to 4 agents to begin with.  As was mentioned, asking for recommendations from family, friends or others you trust in your community is a great start.  But there is another way.  If you've moved from a distant community before or even from out of state and you worked with a REALTOR® you trusted, give them a call.  Most agencies have a referral system that can provide you with names or reputable agents in your current area.  Once your list is compiled, invite each agent to your home (one at a time, of course!) to present themselves and the information they've gathered.  It will give them a great opportunity to see your home first-hand and give you some honest insight into what your next move should be.

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