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Boston.com / Real estate Buying Renting Recent sales Place an ad Luxury Living Community data Financing Commercial Moving Guides THE RIGHT LISTING AGENT Tips for home sellers to find a listing agent -- Interview at least three or four agents before making a choice. Sometimes a good agent can be found through recommendations from friends or relatives who have recently sold property. Many burrow their way through the Yellow Pages. Some pick up a name at the office water cooler or a health club. It's fine to happen onto names this way, as long as you follow up by screening candidates. Ask the right questions: • What is my home worth? The broker should prepare a market analysis recommending a selling price for your house. You should insist that the agents you interview provide detailed market information supporting whatever price they propose. You want to see "comparable sales" – that is, the selling prices of properties similar to yours, located in the same or similar neighborhoods, that have sold recently. You also want the agents to provide detailed information about current conditions in your market area. That information should include the average time properties are on the market before they sell, and a listing of homes similar to yours that are for sale. How are those homes priced and how does the broker explain the speed – or lack of speed – with which they are selling? You are not going to select the broker who recommends the highest selling price, tempting though that may be; you're going to select the one who seems most knowledgeable about your market, who gives you the most realistic assessment of how much you should ask for your house, and who can articulate the factors that are likely to enhance or impede its sale prospects. • What is your marketing plan for my home? Insist that the brokers you interview submit a comprehensive marketing plan, explaining precisely what steps they plan to take to sell your home. The plan should specify, among other details: - How, where, and how often the broker will advertise your property. Bear in mind that the major daily newspapers are not the only, or necessarily the best, advertising media. Depending on the property, the location and the market, community newspaper, direct mail and even handbills may be equally appropriate. - Will your broker list your house in the Multiple Listing Service, and if so, when? (The answers should be, "yes," and immediately after the agreement is signed.) - Will the broker hold one or more open houses for other brokers to introduce them to the property? (Definitely a good idea.) - How many buyer open houses will the broker host and how will those be advertised? - What repairs or improvements, if any, does the broker think will be needed? You should be concerned if the broker recommends a gut rehab, but listen carefully to suggestions that you do some repainting, trim the hedges, and repair broken railings. • What are the terms of the contract? Once you've selected your broker, pay careful attention to the terms of the listing contract. Make sure it obligates the broker to implement the key components of the marketing plan and allows you to terminate the agreement if the broker fails to do what the plan specifies. You also want to require the broker to report periodically, preferably in writing. Don't agree to an unnecessarily long listing term. TYPES OF CONTRACTS Exclusive right to sell. Most sellers use this. One agent is assigned your property to sell; if that listing broker sells the property, he or she gets the whole commission. If another agent sells, the commission is shared, usually equally. Exclusive agency listing. One agency gets the contract, but if you sell the property, you don't pay a commission. The disadvantage is that brokers may lose some incentive to sell, since you are competing with them. Open listing. Anyone can sell, including the owner, with only the selling broker getting a commission. Some brokers may want you to commit to a six-month listing, but you shouldn't accept a term any longer than 90 days. You always can renew a listing if you're satisfied with the broker's efforts. Also make sure you understand the listing terms. Most brokers will require what is known as an "exclusive agency" agreement. That means the broker will be entitled to a commission if the house is sold any time during the listing period (and for a specified period of time after it expires), even if the broker is not directly responsible for the sale. You should expect to pay a commission of around 6 percent. Although the fee is negotiable, as a practical matter, you won't find too much variation. • What are your references? Rarely do those signing on with a real estate agent check references the way they would when hiring an office employee. Any prospective agent should provide references readily. Goyeau said you should ask any reference you call, "Would you hire this agent again?" To gather accurate information on an agent, limit the references you use to those who have worked with the agent within the previous two years. "The agent could have been great five years ago, but slacked off lately for a variety of reasons," said Joan McLellan Tayler, the author of two real estate books. • Show me the statistics. Brokers should be able to present prospective clients with a computer printout that shows the number of sales they had in the last 12 months, the listing price, the selling price, and the length the homes stayed on the market, said Carol Brenner of Carol Brenner Realty in Newton Highlands. The difference between the initial listing price and the final selling price should be no more than five or 10 percent, she said. Also, an average home should not be on the market for more than three months, she said. What to look for in an agent: • A good reputation. Verify the reputation as well as the competence of any agent with whom you deal, so check with both the Board of Registration for Real Estate Brokers and Salesmen and the Better Business Bureau to see if there is a history of complaints against the broker or the broker's firm. Also contact friends, acquaintances and references the broker provides. "Sellers should look at the reputation of the firm and the integrity of the agent to be sure they are represented ethically and professionally," said Nora F. Moran, former president of the Greater Boston Real Estate Board. • Certification from a professional organization. There are a lot of real estate agents in the field, but not all of them are "Realtors," and you want to deal only with agents who have that (R) designation. That indicates the agent belongs to the National Association of Realtors, which implies a level of professional training and commitment, and adherence to ethical standards that you can't otherwise assume. Ask brokers if they have "board designations," or certification from professional organizations. For example, CRS stands for certified residential specialist, and is the toughest level to achieve in residential sales. It's awarded by the Residential Sales Council, a group with the National Association of Realtors, and requires the completion of course and a certain level of experience. The National Association of Realtors also certifies brokers as having completed the GRI – graduate realtor institute – a less-arduous set of courses, brokers say. • Someone you feel comfortable with. When choosing a broker to list a home with, you need someone you feel comfortable with, said John Neale, a broker with Sprogis Real Estate in the South End. "If you get a good feeling from a broker, a buyer is going to get that same good feeling, too. That's going to help you sell your house," he said. • An agent who specializes in your community. You could hire a perfectly good agent from across town. But unless that agent is well-known in your area, he may fail to fulfill the potential of your home sale. Why? Because real estate is a cooperative profession, and the odds are good it will be a local agent who brings you the right buyer for the best price and terms. More tips: • Try to work in concert with the agent you choose. Homeowners are sometimes resistant to the suggestions of their listing agents on matters as basic as keeping their property clean and their beds made. A capable, committed agent is worthy of your respect and cooperation. As Tayler explained, "The relationship between an agent and a client is supposed to be a partnership. That's how you sell your property fast and for top dollar." • Consider asking for an agent who meets your specific needs. Are you a young mother compelled to sell your home due to a divorce? Then perhaps you'd be most comfortable working with an agent who has a similar background. Likewise, a senior might wish to seek an older agent who understands the art of downsizing. One way to locate an agent whose background mirrors your needs is to call the owner, broker or sales manager of a realty office in your area. Be candid about your situation and ask for several names, said Tayler, who operated her own real estate company for 17 years. • Don't give your business to someone as a favor. With more than a half-million Americans involved in real estate sales, chances are you have a friend or relative in the field. Don't engage an agent solely on the basis of friendship or to do a favor. There's too much at stake. This article was compiled from the Boston Globe archives. feedback | help | site map | advertising | globe archives | rss © 2006 The New York Times Company Real Estate Guide - Massachusetts Home Builder - New Home Construction