What to look for in an agent
Choosing the right real estate agent is one of the most important decisions you’ll make when buying or selling a home. You need someone who is both a skilled professional and a good personal fit.
Here is a breakdown of what to look for, grouped into essential categories:
1. Proven Experience & Market Knowledge
The agent’s track record and understanding of your specific area are non-negotiable.
- Local Market Expertise:
- They must have a deep understanding of your specific neighborhood or town (e.g., pricing trends, buyer demographics, selling points).
- They should be able to provide a Comparative Market Analysis (CMA) based on recent sales in your area.
- Track Record & Success Metrics:
- Years of Experience: Look for an agent with at least 2+ years of active, full-time experience.
- Sales Volume: Ask how many homes they have bought/sold in your area in the last 12 months. A higher number often indicates a more active and effective agent.
- List-to-Sale Price Ratio: This is crucial. Ask for their average ratio (selling price divided by listing price). A ratio closer to 100% (or over 100% in a seller’s market) indicates strong pricing and negotiation skills.
2. Communication and Availability
A real estate deal moves fast, so communication style and responsiveness are vital for a low-stress process.
- Preferred Communication: Ask how they prefer to communicate (call, text, email) and how often you can expect updates. Ensure their style matches yours.
- Availability:
- Are they a full-time agent? Full-time agents are generally more committed and available.
- How many active clients are they currently managing? You don’t want to get lost in the shuffle.
- Will you be working with them directly or an assistant/team member?
- Responsiveness: A good agent should respond to urgent inquiries (like viewing requests or offer questions) quickly, often within the hour.
3. Key Professional Skills
These are the technical abilities that directly affect your bottom line.
- Negotiation Skills: Ask for specific examples of successful negotiations they have handled, particularly in difficult situations (e.g., handling low-ball offers or navigating inspection issues).
- Marketing Strategy (for Sellers):
- What is their plan for your specific home?
- Do they use professional photography, video, or virtual tours?
- Which online platforms (MLS, Zillow, social media) will they use?
- Problem-Solving: Transactions often hit snags (financing, appraisal gaps). A great agent anticipates problems and has a network of professionals (lenders, inspectors, contractors) to solve them quickly.
4. Integrity and Trust
Your agent is a fiduciary, meaning they must legally act in your best interest above all else.
- Referrals and Reviews: Ask for references from their three most recent clients and read their online reviews (Google, Zillow, etc.).
- Ethical Standards: Ask their stance on dual agency (representing both the buyer and the seller in the same transaction). Many experts advise choosing an agent who represents you exclusively, as dual agency can create a conflict of interest.
- Personality Fit: This is subjective, but crucial. You will be spending a lot of time with this person during a high-stress period. You should feel comfortable, respected, and listened to.
Key Questions to Ask When Interviewing Agents
- “How many homes did you sell in this specific neighborhood last year, and what was your average list-to-sale price ratio?”
- “Are you a full-time agent, and how many active clients are you currently working with?”
- “What is your proposed marketing strategy for my property (or search strategy for my buying goals)?”
- “What happens if I’m not satisfied with your service? Is the listing agreement cancellable?”
- “Can you provide contact information for your last three clients?”
