There are over 40 real estate agents and brokers in Mt. Shasta within a six block radius. Not to mention another 40-plus up in North Siskiyou County. Needless to say, homeowners have a lot of Realtors to choose from when it comes time to sell their home. So, how do Sellers choose the right Realtor for the job?
The Default Choice
Chances are, you already know someone who is a Realtor. Your golf buddy’s niece. Your dentist’s son. Your second cousin’s BFF. Maybe you’re related to them; maybe you’re separated by a few degrees.
Either way, you’ve ended up in their “sphere of influence,” and if you don’t list your house with them, someone’s feelings are going to be hurt. Do it. Even if it’s just to keep the peace.
If you’re not obligated to hiring your landscaper’s fiancé, you’ll need to examine your available options. A Realtor-Client relationship is significant, so don’t take this process lightly.
Interviewing a Realtor
Schedule an appointment with a handful of Realtors and seek out the one you connect with the most. Some call this a listing appointment, but let’s be honest: it’s a job interview.
You may or may not be a skilled interviewer by nature, so it’s best to plan ahead and determine what qualities you’re looking for in the person you want representing your home.
The first thing to ask yourself is, Do they pass the likability test? They’ll be on their best behavior at the listing appointment, so look for clues like punctuality, communication style, and listening skills.
Are they glancing at their phone, or engaged with you? Do they seem nervous, anxious, or preoccupied, or are they fully present? Are they talking with you or talking at you?
Compatible personalities are essential, but the underlying question is, Who’s going to work hardest to sell your house?
The 3 Ps of Successful Sales
There are 3 essential factors that create the structure for a successful sale to occur: Price, Presentation, and Promotion. If you base your questions in these three categories, you should be able to discover your ideal candidate.
1) Price—Are you and your Realtor able to agree on an appropriate list price? Sellers usually want to list high, so there may be an initial disagreement. However, if the Realtor backs up her number with solid market data, then it may be possible to meet somewhere reasonable.
2) Presentation—How will this person make your house look irresistible? What’s his staging advice? Does he take professional photos (ask to see sample from previous listings)? Does he produce videos and virtual tours? Does he write compelling descriptions? The objective is to find someone who is able to make your home shine like a diamond (even if it’s closer to a piece of coal).
3) Promotion—How is the Realtor going to get the word out? Does her brokerage have a modern and effective website? Is she active on social media? What’s her marketing plan? Obviously your listing will go on the MLS, but will the Realtor simply set it and forget it? Or will she utilize a multi-channel marketing strategy that gets your house in front of the most qualified buyers?
The job of selling your house is too important to give to just anyone. The sales process can be lengthy, stressful, and tedious, so make sure you take the time to find a Realtor who’s enjoyable to work with. Focusing on the above criteria when interviewing candidates should allow you to seek out the candidate who is most likely willing to put the time, effort, and resources into selling your house in the quickest amount of time for the most amount of money.
Featured Image Copyright: oneinchpunch via 123RF Stock Photo
Nikolas Allen is a Realtor® with J. Harris & Associates Real Estate in Mt. Shasta, California. He helps people through the complex process of buying and selling their homes. For more real estate news and info, follow him on Twitter @nikolas_allen.