In-depth knowledge of your market area.

Real estate is a dynamic marketplace. Pricing, appeal, and availability can vary dramatically within a single neighborhood or just across town. To be effective, an agent needs to be intimately acquainted with ALL the variables, including financing, state and local laws and ordinances governing real estate transactions, and other details to help you anticipate, avoid, and solve problems before they occur.

A team that´s in the game.

Some people worry that if the agent is busy, he or she won´t have time to give customers the attention they deserve. Well, who would you rather operate on you-the surgeon with a skilled team who´s in demand or the one who´s sitting on his hands? Don´t hire a part-time medical technician when you need delicate brain surgery.

Someone you feel good about.

That sounds pretty subjective, but it´s important that you trust your agent and have the utmost confidence in his or her ability to perform.

The interview questionnaire on the following page will help you select the best REALTOR.  We suggest that you interview at least three agencies before selecting the right one for you.

Real Estate Agent Interview Questionnaire

1)  How many homes have you sold in your career? The last five years? Twelve months?

It doesn´t help if your agent is someone who just gathers listings and does nothing else. You want a REALTOR with a track record of actually selling houses and who has been able to sell houses recently in the current market climate.

2)  May I have the names and phone numbers of three clients whose homes you´ve sold in the last six months?

If the agent refuses, or claims that it´s "confidential information," you may be dealing with an agent who has no satisfied clients. However, a good agent will be happy to give you references. Try to contact a few clients and see if their experiences match your situation.

3)  Will you give me the name and phone number of at least one client whose home you failed to sell in the last six months?

Few agents have a 100 percent success rate. Whether or not you actually follow up and call this client, you can use this question to judge your agent´s honesty, and use it as a springboard to discuss his or her strengths and weaknesses.

4)  What will you do to market my home beyond the conventional Multiple Listing Service  and newspaper advertising?

It´s important to find a REALTOR who will use a marketing strategy to sell your home, which may be different from a strategy needed to sell your neighbor´s home. There are many marketing tools available, and your REALTOR should be familiar with all of them.

5)  Do you do direct-response advertising in addition to image advertising?

Direct response is very powerful advertising. It´s designed to get people to pick up the phone and call-immediately.  It sells houses. If your REALTOR just places "image" ads that are designed only to increase awareness of the REALTOR´s company or office, he or she may have good name recognition but may not actually get responses from ads. Look for the agent who uses a sensible, balanced combination of both.

6)  If I don´t like your performance, may I cancel our listing agreement at any time with no strings attached?

The best agents allow you to cancel a listing if you are not happy with their service. However, be prepared to explain the reason for your displeasure, and give the REALTOR an opportunity to make it right. Remember that the REALTOR does a lot "behind the scenes" that you never see.

7)  What´s your guarantee?

Some REALTORS offer to buy your house for the listed price if they fail to sell it in a given timeframe. Whatever the offer, make sure that it´s spelled out in the listing agreement in writing.

8)  What incentives do you offer other brokers to get them committed to selling my home?

Other brokers may know of buyers that your REALTOR doesn´t know about. The more people you get working for you, the quicker your home will sell. Find out how your prospective REALTOR exposes your home to other brokers to get them on your side.

9)  Is your office fully automated with a mobile phone or pager, voice mail, e-mail, and fax so we can stay in constant touch? Are you committed to being available?

It´s crucial for your REALTOR to be available, especially during the offer-counteroffer process and the week before closing. Nothing is more frustrating than having a vital question that you need answered now and not being able to reach your agent. Your agent should respond quickly to your calls and keep you informed on a regular basis throughout the selling process. Agents with full-time teams dedicated to seller needs are capable of maintaining constant lines of communication.

10)  Do you telemarket to reach homeowners in my area who may know someone who would like to live in my neighborhood?

Word of mouth is a great marketing tool. You may sell your home quickly if your REALTOR finds out that one of your neighbors has a friend or relative who would like to live nearby.

11)  How much time will you spend prospecting for buyers for my home? How will you do it?

You want a REALTOR who will be proactive and really work to earn the commission. Just placing ads isn´t enough. In addition, you want to make sure that your REALTOR pre-qualifies buyers before showing your house so that you don´t waste time dealing with offers that can´t be met.

12) Can you give me three good reasons why I should choose you over anyone else?

See which strengths the REALTOR discusses and how he or she compares to what others say. Ultimately, you want a REALTOR who is right for your situation and who can sell your house.