There are an estimated three million real estate agents in the country, which equates to an average of more than 200,000 per state. Within that sea of agents, the average real estate agent spends only 2-3 months earning their license, which can be completed from their home (with little to no oversight). Who you pick to sell your home matters! To give you the best odds of finding a great agent, we’ll walk you through how to find professionals and avoid amateurs in this comprehensive guide.

Finding local real estate agents
The best agent to sell your house will have intimate local knowledge of the area, real estate market trends, and be well-connected with local city officials. Having an agent who knows what restaurants are opening, who’s building where, and of any planned city developments is a considerable asset. Ask candidates what the average days on the market are, what % of the list price they anticipate your property selling for, and how the local market is doing. A real estate lingo phrase you can throw out is to ask them about “the absorption rate.” The absorption rate determines whether a market is hot or cold. The absorption rate is if another house wasn’t listed, how many months (or weeks) would it take for everything to sell?
Your ideal real estate agent probably isn’t a relative or friend.
If you’re reading this, chances are you’re like most Americans in that you have a family member who expects you to have them list their house. While the entitlement can be slightly off-putting, they’re likely not the best fit to sell your house. Selling your house is one of the most significant financial decisions you’ll make, and you deserve to have the most qualified representation for the sale of your home. Use the points in this article to have an honest conversation with them before listing to avoid any additional family drama.

Should you hire a solo agent or a team?
Real estate agents are solo operators, solo operators with assistants, or full-blown teams. If you hire an agent who doesn’t have support staff or isn’t on a team, you need to ensure they’re reachable almost 24/7. A perk with hiring an agent with support staff or on a team is that if you run into questions or challenges you’re not waiting on just one person to get back to you or to return your call. Real life always comes up in real estate transactions and having an agent with support staff or a team is the more conservative option. If your agent flies solo, it’s a good idea to ask them what the plan is if they fall ill, experience a death in the family, or are unreachable. If they work in an office, it’s a good idea to ask for the contact information of their managing broker, including their phone and email. If things go sideways, this is their “boss” should you need assistance.

Successful real estate agents should have a verifiable track record.
According to data from the National Association of Realtors, the average real estate agent is a part of 12 transactions a year. They specify “transactions” as selling or buying a home. If an agent were to list a home and find the buyer, that would be two transactions on a single property. The more transactions an agent completes, the more skilled they will be at selling property. While pretty much anyone can get your home on the MLS, the nuances of pricing it appropriately, coaching you through repairs/upgrades, negotiating with buyers, staging the home, having the right listing photos, and marketing your property determine the difference between success and failure. The more transactions an agent completes, the smoother their processes and your experience should be. There is nothing more frustrating than hiring an agent only for them to drop the ball, be unreachable, or have your home not sell. As a closing note on volume, it’s a good idea to avoid part-time agents or hobbyists; if it’s not their main thing, you’re better off hiring someone else. The tightening real estate market we’ve experienced the past few years has led to many agents throwing in the towel; be cautious with any low-volume agents, as it can lead to financial desperation. Desperate agents might be tempted to put their needs above your own even though it violates license law. If you’re looking for the absolute best of the best, you can find the top producers by state and city through Real Trends.

Review prospective real estate agents’ active and past listings.
Past performance doesn’t guarantee future performance. You might be interviewing agents and stumble across someone with 500 positive reviews, but you’ll want to look closer. How many did they do last year? How many current listings do they have? We’re looking for an agent who’s a CURRENT all-star, not a Hall of Fame inhabitant. If your agent utilizes a Zillow agent profile, it’s pretty easy to see their past/current listings. If they don’t (which is fine), request they send you their listing/sales history. We’re looking to see whether they’re selling homes near their list price. Unscrupulous real estate agents have a dirty trick up their sleeves called “buying listings,” which we’ll discuss in the next section. It’s also a good idea to check out their social media to get an idea of how active they are. Does it seem like they’re in the field? Are they selling things constantly? Do they have a personal audience? For instance, Ryan Serhant of Million Dollar Listing New York commands a premium because his name on a listing gets immediate exposure to luxury buyers. Keep an eye out for price “improvement” (drop) announcements or if they’re constantly holding open houses at the same address every weekend. Repeated open houses indicate a listing they’re struggling to move. Your agent should be able to point you to a single place where they can collect reviews from their sellers, such as Zillow, Google, or Facebook. Be cautious of any websites that feature reviews without last names or pictures. Review fraud is a real thing, and the Federal Trade Commission has even released guidelines that businesses can’t “fake” reviews from friends and family.

Always ask a real estate agent for their references.
While it can feel like a bit of a formality, asking for and checking references is an excellent formality to ensure an agent is performing. We suggest asking some of the following questions: Were they reachable? Did they sell your home for the asking price? Were they helpful during negotiations around repairs and initial offers? Did you use any vendors/contractors they referred, title company, or legal counsel, and how was it? Is there anything they could have done better? Agents are going to try to give you the best references they have, but when you dig a bit deeper, you might find a few things to keep an eye out for. An agent’s reputation will directly correlate to your success or failure in selling your home.

Inviting Agents To Your Home
Plan on interviewing multiple agents before hiring someone.
In real estate it’s prudent to get multiple options before making an educated decision. You should have anywhere from 3 to 5 agents meet you at your home, deliver a listing presentation, and see who’s out there. Any real estate agent in town will list your house for you, but your goal is to find the right fit for your family. Do not allow an agent to pressure you into signing a listing agreement on the initial appointment. This is a big decision, and it’s your right to make an educated, pressure-free decision.
Prioritize folks who are punctual.
Was the agent on time for your listing appointment? In a typical real estate transaction, multiple deadlines must be met, and there will be dramatic financial consequences if they aren’t. If an agent can’t show up to your home on time, what makes you think they will meet inspection response deadlines or get back to buyers promptly? If you don’t respond to an inspection before the deadline, you agree to all requested repairs. An agent who isn’t punctual could obligate you to spend tens of thousands of dollars on repairs that might be unnecessary.

Beware of agents trying to buy your listing.
Buying the listing is when a real estate agent tells you they can get you more for the house than is realistically feasible. Their goal is to get the listing, get it on the market, and then they’ll simply ask you to drop the price until it sells. This is why reviewing an agent’s active listings is critical. While price dropping doesn’t necessarily equal buying a listing, it is a good indicator. Oftentimes, what we want and the reality of the situation is a bit different. We might have grown up in a home that is SUPER special to us, but that doesn’t mean it’s worth more than all of the other houses around it. If it appears like the agent you’re interviewing is simply trying to tell you what you want to hear, be very cautious and voice your concerns. Listing a house for more than it’s worth is a great way to turn off potential buyers and be forced to sell your house for less than it’s worth.
You don’t want to hire a “yes man”.
If a real estate agent seems only to tell you what you want to hear, it’s probably best to keep exploring other agents. Real estate requires handling confrontation, having tough conversations, and negotiating from a position of authority and strength. When hiring a real estate agent, we’re delegating our ability to chat with the other party, so you must be represented by an ethical A-player who will fight for you. During your interview process, invite them to have a few tough conversations with questions like: “What do we need to do before listing our house? Are there any design choices we’ve made that you think will impact the ability to sell the home? What will make this house harder to sell than the current competition?” Your real estate agent is likely to recommend things like decluttering and removing family photos if you’re still living in the home. If they don’t tell you anything that’s a bit “hard to hear” either your house is perfect (which is unlikely) or they’re not the right person for the job.

Ask agents about their pricing strategy.
First impressions are critical in real estate. The first time someone sees a property online, they will decide if they like it, can afford it, and want to see it in person. Your agent must capitalize on the initial intrigue by pricing your property appropriately. We recommend pricing it in line with comparable properties but SLIGHTLY more affordable. When we use the phrase comparable, we’re referring to homes that are nearby, built in the same era, utilize the same material quality, and have been maintained at a similar level. When you price your home to sell, it’s likely to move quickly AND at a premium. Pricing your house to be the most expensive option in town is NOT expected to get it to sell soon or for a premium. Bidding wars are created based on supply, demand, and desire. The last thing you want is your price history to look like the picture below.

Ask candidates to provide you with a breakdown of expenses.
Always ask real estate agents you’re interviewing to provide an estimated net sheet showing how much cash they anticipate you’ll walk away with. A net sheet should show your estimated sales price, real estate commissions, closing costs, and your “take home” number when it’s all said and done. If they can’t provide a net sheet, or theirs doesn’t include prorated taxes and closing costs, run! One thing that is important to note is that a net sheet will NOT take into account any repair items that come up during inspections unless you’re selling your house for cash. Often, sellers don’t anticipate all the costs/fees of selling a home and end up slightly disappointed come title time. Before selling your house, you should explore all your options, including selling for cash with no real estate commission or closing costs.
It’s okay to ask them if they own or rent their home.
Asking your agent if they rent or own their home is not inappropriate. Working with someone who’s personally bought and sold their own properties adds a lot of understanding to the process you’re embarking on. Selling your home can be an emotional process; having someone who’s been through it guide you is very validating. You probably wouldn’t hire a personal trainer who isn’t actively training.

Ask them how they’ll market your house to get it sold.
The average agent lists a house on the MLS (multiple listing service) and doesn’t plan on doing anything else to get it sold. Oftentimes, you’ll hear agents say things like “houses sell themselves.” While that may be true in a seller’s market when rates are 2%, it’s not the case in a buyer’s market, as we’re starting to experience now. A skilled agent will have a marketing plan that goes above and beyond “list and pray.” Any agent worth their salt should send out just listed postcards, email the other agents who’ve sold houses in your zipcode to drum up interest and share your home on their social media. Great agents will also likely utilize Facebook or Google ads to reach a wider audience. The more eyeballs you can get on your property, the faster it will sell at a premium. Ask your agent candidates what their marketing strategy is, and make them be specific! It should not be open houses. Open houses are great for finding buyer leads but not selling houses.
Selecting Your Agent
Prioritize character and work ethic when hiring an agent.
As part of vetting real estate agents, you will be asking them some tough questions that they very likely might not have the answer to on the spot. An agent who tells you they don’t know the answer to a question but will find the answer and report back is much more valuable than one who attempts to lie their way through a gap in their professional understanding. Assume that how an agent treats you will be substantially kinder than how they treat other agents or buyers. Are they reachable, polite, well-spoken, professional, and approachable? Just like there are bad actors in both the retail and investment side of real estate. Many real estate agents carry themselves with arrogance and pride that can turn off buyers and their agents. Pro tip: It’s not a bad idea to secret shop your preferred agent candidate on one of their other listings and see how you’re treated. Do they answer the phone? Do they return your call promptly? Do they make you feel valued or like an inconvenience?

Audit their follow-up skills after the interview.
An agent is going to treat you the same way that they treat potential buyers who are interested in your property. When you tell an agent at a listing appointment that you want to think about their proposal and will follow up in a few days, sit back and see how they act. Does the agent follow up with you in a few days? Do they send you a thank you letter for the opportunity to earn your business? Do they promptly follow up with answers to your questions? Does the agent provide you with all the requested information in one go, or do you have to chase them? Do they ask for the sale? If an agent can’t ask you to sign listing paperwork, are you confident they’ll ask buyers to make an offer? There are many moving pieces in a real estate transaction, and you need someone reachable, detail-oriented, and driven to ensure nothing falls through the cracks.
Dig into how comfortable they are navigating challenges in construction.
While location is the number one determining factor of a home’s sale price, its condition is a very close second. Hiring an agent who is well-versed in construction and understands how renovation quality impacts sales price is crucial. At Soldfast, we’ve been in the construction business for over 40 years, we’re BBB accredited, and our licensed agents would be honored to help you understand all of the options you have with your home. We’ll walk you through what we can pay in cash, what it’s worth “as-is” on the market, and what it would take to remodel it to sell it for top dollar. Ask your agent if they’ve ever remodeled a home, acted as a general contractor, or built a house from the ground up!

You might be concluding that this is a big decision you shouldn’t make lightly, and if that’s the case, you’re correct! Prospective agent candidates might feel like they’ve been put through the proverbial wringer but should jump through your vetting hoops with a smile. The job they’re interviewing for is the right to help you navigate one of your life’s most significant and most intimate transactions. If you take this article’s advice to heart, you can hire the perfect real estate agent to sell your home efficiently.
Whose Skills Match Your Needs?
Are they well connected to the trades?
When it comes time to hire an agent, you’re not just hiring someone to sell your house; you’re hiring someone to help you solve any problems your home might have. What do you think buyers will complain about or their inspectors will find? It’s vital to ask agents you’re considering hiring what repairs they’re comfortable assisting with. Do they have contractors for common repairs like roofing, HVAC, foundation, or other significant challenges? Do they have a handyman that can knock out simple things like paint on a budget? Pro tip: Your agent should have a fantastic photographer (and pay for them). Does your agent have someone who can handle staging? Does your agent have someone who can handle cleaning and lawn care? You should ask your agent if they’re comfortable lining up bids and helping you navigate any repairs/updates that need to be completed. There are many moving pieces when it comes time to sell a house, and hiring a well-versed and connected agent in construction streamlines the process. There is also a substantial markup between 1% and 300% in construction services. Knowing who does exceptional work at a great price will save you a fortune! We routinely run into sellers who’ve gotten borderline criminal quotes for simple repairs. With contractors, it’s always wise to get three or more bids to ensure you’re not being taken advantage of.

Are they accustomed to dealing with homes at your price point?
The real estate agent you hire must be experienced in selling properties at the price point and condition that match your property. Selling a multi-million dollar equestrian property is very different than selling a boarded-up rental property with squatters. When you’re reviewing your agent’s past and active listings, it’s a good idea to see how your property and its price point fit the transactions that they’re completing. Dealing with properties that need repairs or updates is a bit of an art form, as well as navigating inspections, repairs, and financing contingencies. Selling a cookie-cutter home in great shape is significantly more straightforward than selling something more niche. If your property has acreage, needs substantial repair, or is going to be a luxury listing, who you choose to hire to list your house will be critical.
Are they experienced in your asset class?
When hiring a real estate salesperson, you want to make sure you hire someone experienced in selling the type of property you own. The average real estate agent is unfamiliar with selling rental properties, commercial space, mobile home parks, or self-storage facilities. Suppose you’re selling real estate investment properties. In that case, you would be wise to hire an investment-friendly real estate agent who understands your project’s nuances, your goals, and the tax implications you’ll face in selling. You will have a significantly smoother experience selling rental properties if your agent owns their own, has property management experience, or has sold them before.

Hiring Your Listing Agent
Reviewing their listing paperwork carefully before signing.
When interviewing real estate agents, you should request a copy of their listing agreement. You will want to pay special attention to their commission, the duration of the contract, and any exclusivity provisions. Traditionally, an agent is due compensation when they find you a ready, willing, and able buyer. If you’re not a real estate attorney, that clause means that you COULD be on the hook for compensating them if they find you a buyer and you get cold feet! A typical contract period is around 6 months, and anything longer should generate a pause. Do they think they need an entire year to sell your house? If you know a party that might be interested, such as a neighbor or family member, it’s a good idea to ask to have them listed as an exception. If you find the buyer, you shouldn’t be forced to compensate a real estate agent.
It’s possible to get a great deal by negotiating fees.
If you’ve been watching the news, you’ve probably seen that the National Association of Realtors (NAR) and major real estate brokerages have paid hundreds of millions of dollars in lawsuit settlements over the past few years. Regarding real estate, EVERYTHING is negotiable, including what you pay an agent, what you offer to compensate a buyer’s agent (if anything), and what’s included in commissions. Conventionally, agent compensation is phrased as a percentage of the sale price of your home. Some agents charge a premium of 7% or more (for both buyer’s and seller’s commissions), and brokerages charge a flat fee to get your home listed on the MLS. The average listing commission that we are seeing is between 2% and 3%, with 2.25% to 2.5% being the average. While offering a matching commission to a buyer’s real estate agent is customary, the NAR lawsuit has made it clear you don’t have to offer one at all. If you aren’t providing compensation for their agent, they will have a buyer’s agency agreement dictating how their client will compensate them. If you have a stunning home, consider going with a flat fee brokerage or negotiating commission down. If you have a particularly cheap home, you might consider offering a higher percentage to attract attention, after all 2% of $50,000 isn’t quite as exciting as 2% of $350,000.

Verify that an agent’s license is in good standing before hiring them.
Real estate agents are licensed at the state level and are held accountable by a local real estate commission. It’s prudent to call your local real estate commission and ask if there have been any actions or enforcements regarding the agent you’re considering hiring. It’s rare for an agent to get into trouble with the real estate commission, so even a slap on the wrist would be very concerning. To find your local real estate commission, Google “your city” followed by “real estate commission” and call them! Provide the agent’s name and license number and ask if any disciplinary actions have occurred.
Nice Amenities to look for
Some real estate agents have connections to moving companies.
If you’ve ever moved, you likely remember that you don’t have fond memories of the process of packing your home, lifting all of your furniture, and heading somewhere new. An experienced real estate agent will have connections and even potential discounted rates for moving companies, estate sale houses, dumpsters, and recycling companies. Imagine selling your home, someone selling what you don’t want, donating what doesn’t sell, and recycling anything you don’t want to drag to your new house. While this will likely command a premium, it might be worth it. Local moves tend to be substantially more affordable than you would assume. At SoldFast, our team would gladly go the extra mile for you!

Staging a home helps it sell faster and for a premium.
Staged homes tend to sell faster and for a premium. Data from the National Association of Realtors shows that 81% of buyers found it easier to visualize a house as their home when it was staged. A qualified real estate agent should have access to stagers and knowledge of virtual staging alternatives. While staging a house may cost between $500 and a few thousand bucks, it often results in a 1-5% increase in sales price, generating a substantial return on investment. If you’re on a tight budget, you could consider partially staging a room by focusing on the living room, kitchen, and bathrooms. Another budget-friendly option is to use something like Boxbrownie.com for virtual staging. Staging is becoming critical to market a property adequately, especially if it’s vacant.

Can your agent speak Spanish?
An agent who speaks both English and Spanish can open you up to an entirely different pool of buyers and may be a requirement, depending on your market.
Can your agent pay cash for your house if you need to sell fast?
Working with an agent who can pay cash for your property if it needs substantial repairs or doesn’t sell can be a huge asset. Mainly if your property is in severe disrepair or you’re on a tight timeline. Check out our article on finding legitimate cash buyers and avoiding we-buy-houses scammers for more information.
Our team here at SoldFast is honored for the opportunity to assist you with any of your real estate needs, whether they be selling a house for top dollar on the MLS or getting an off-market cash offer. At SoldFast, we’re famous for our “No Haggle Home Offers,” where our first offer is our best offer. We believe in hassle-free transactions and transparency. Fill out the form below for an honest assessment of your property and your options to sell it.
As a consumer, you have federally protected rights regarding real estate agents.
Real estate agents are required to act in a fiduciary capacity, which means they’re legally required to act with your best interest in mind, even above their own. Real Estate agents are also required to abide by federal fair housing laws, which protect consumers against discrimination. If you feel that you’ve been discriminated against, you may file a complaint with the US Department of Housing and Urban Development.

What is a Realtor?
The National Association has made Realtors synonymous with real estate agents, similar to what Kleenex did for tissues or Xerox did for copier machines. Not all real estate agents are Realtors, and not all Realtors are great real estate agents. The NAR is one of the largest lobbying bodies in the United States, and it has an annual budget greater than $50,000,000. Respectfully, while being a Realtor requires additional fees and training, the above factors we’ve covered are significantly more important when selecting an agent than whether they’re an NAR member.
The difference between agents, salespeople, brokers, and managing brokers.
There are a lot of different titles for real estate agents, and it can get confusing, so let’s clarify it. In real estate, “salesperson” and “agent” are used interchangeably to describe someone licensed to sell real estate and work under close supervision of someone else. Real estate “brokers” and “managing brokers” are a step above agents and salespeople, with a few exceptions. Some states use the term “broker” to describe all agents and managing brokers, indicating an agent authorized to have their own office with agents working underneath them. If someone tells you they’re a real estate broker, ask if they’re a managing broker. Managing brokers must undergo additional training and sometimes work independently without agents they’re responsible for.

We wish you the best of luck in hiring a real estate agent!
If you choose not to have one of our SoldFast agents list your house, we are still happy to be a resource for you. Feel free to reach out to our team to get a no-haggle home offer and a licensed agent’s opinion of what your house is worth on the market today. Statistically, you’re only going to buy and sell a few properties over the course of your lifetime, and we wish you nothing but the best.