by Blanche
Evans
Interviewing a listing
agent (seller's agent) over the Internet offers several advantages for
you as a seller. You can do a little pre-qualifying before you meet the
agent in person and you can see how your agent will use the Internet to
communicate with you and to market your home. With more buyers turning
to the Internet to view homes, shop for loans, and learn about the home
buying process, the agent whom you choose to market your home can't
afford not to be in command of this powerful tool called the In ternet.
Although many agents will tell you that they can market your home
effectively, you need an agent who can meet several criteria including:
Ask around the neighborhood, and of your friends and family, if they
have ever used an agent and if they are happy with the ones they chose.
Make it clear that you want a specialist in your neighborhood. That way
you will get someone who has an established reputation among the
neighborhood, and among other agents. Agents make their specialties
known to other agents and to the public through advertising and
reputation.
Look in the newspaper and see if you can spot an ad that appeals to
you. Most agents will announce a neighborhood specialty in their ads,
so you can quickly weed out the ones who are not in your area. See what
the ad says and look at the listings that accompany the agent's photo.
Are a few in the range you think your home would sell? Does the agent
emphasize a Web site, e-mail address and/or Internet marketing
techniques such as "See more homes at www.theagent.com?" One clue you
can follow is to look for is an agent whose name, city or community is
part of the domain name. This agent has paid extra for a personal
domain name, and is probably putting some effort toward Internet
marketing. This is important because this agent will also be attracting
buyers.
Observe the for sale signs in your neighborhood. Is there one agent who
seems to command the lion's share of the listings? Chances are that
agent "farms" the neighborhood and has made your area a personal
specialty. Although any agent would be glad to take your listing, the
simple logistics of stopping by your home to drop off papers,
interviewing with you, showing the home to buyers - especially on short
notice all make more sense if the agent works or lives near your home.
Consider a close-by agent a necessity. The agent who farms your area
and lives or works close by is definitely one you want to interview.
Write down the names, phone numbers and Web addresses of the agents in
whom you are most interested. Visit their Web sites. Are their listings
on their sites? Do you like the way the listings are presented?
Do not waste your time with any agent who requests that you fill out
fields of information before allowing you to view homes or to gain
access to other information. This agent is out of touch with how things
are being done. Ditto anyone who is still using a "hit counter."
Look at the services offered. What services seem to go the extra mile?
Some agents create a special Web page for their clients through a
service called Realty Connection, www.realtyconnection, so they can put
information, new listings of interest and other private information
just for them. Needless to say these agents have plenty of buyers and
sellers.
Another agent in Scottsdale, Arizona has an award-winning Web page with
useful information about relocating to the Scottsdale area. She updates
her Web site daily with news, fun facts and the latest tips on buying
and selling.
Think of a few questions you would like to ask and e-mail each agent.
You can start with "I live in X area. Is now a good time to sell?" "Do
you know what the economic outlook is for my area?" "How quickly are
homes selling in this area?" or "I'm looking for a listing agent in the
X area. Why would you be the best one for me?" Which agent responds the
most quickly? Which one answers your questions in the most honest
manner?
When the agent communicates with you, don't blame her/him for asking a
few questions, too. After all, an agent only has time and expertise to
sell. They need to know quickly if they are wasting their time. Their
questions will be of a qualifying nature to determine your readiness to
sell. "Are you thinking of selling? When? Have you interviewed other
agents? Have you looked at other homes? Have you contracted to buy
another home? What are your goals?"
Be honest about what you are looking for and where you are in the
selling process. If you have looked at homes, say so. Tell the agent
where. See what s/he does. Does s/he respond with listing URLs you may
not have seen? With news of interest from the area you want to live in?
When you have communicated several times, pick the agents with whom you
feel you have the most rapport. Ask for a phone interview, and then you
can meet them in person to provide a listing presentation for your home.
When the agents arrive (separately, of course) be ready with a few
basic questions.
Give extra points to the agent
who arrives at your listing presentation with a CMA already completed.
Give big bonus points to agents who have already scoped out your
competition (other homes) in person. These agents are prepared to
answer objections and are more likely to arrive at an asking price for
your home that will sell the home and help you meet your goals.
Don't expect an instant evaluation of what your home will sell for.
Give the agent a chance to look around the home. Some agents may ask
you to fill out your disclosure form to help them price the home,
especially if the home is over ten years old.
The agent will ask you to sign a listing agreement. The length of the
listing agreement should reflect the time it takes to sell a home in
your area. Three to six months is not unusual. In slow markets, listing
agreements are six months to a year.
Any reputable agent will allow you out of the contract if you are truly
unhappy with his/her service or if your plans should change.
An agent who combines Web marketing with local expertise in a smart
manner is the right agent for you.