With property values so high even a small difference in the quality of your agent can mean several thousands of dollars to you and your family.

Does an agent really make a significant difference in a real estate transaction? How do I choose an agent?   The woman with whom I play bridge is a Realtor – maybe I’ll call her.  Or, I could use my colleague’s wife – I think she’s one, too.  What difference does it make anyway?  Isn’t one real estate agent as good as another?

Many people ask these questions when they begin the process of agent selection.  It really is necessary to understand what you should be looking for when hiring someone who is going to help you buy or sell one of the largest assets of your lifetime. You may find the criteria we use at our company, Pinnacle Residential Properties, when hiring an agent to be helpful.

Ethics and Integrity – Reputation for ethics.  You want to be certain, to the best of your ability, that a real estate agent has the integrity to always be working in your best interest. During the interviewing process, do you believe that this person is being truthful regarding the value of your home or inflating its value just to get you to ‘sign-up’?  Is pressure being applied to have you choose them on the spot or are they willing to allow you time to make a considered decision?

Professionalism – Many agents view real estate as a second job or hobby.  Studies show that the number one reason agents are not successful is directly related to the amount of time they invest in their profession. Don’t choose the part-timer or someone who practices real estate as social recreation.

Market Knowledge – Properties are bought and sold daily. To be at the top of the profession takes a disciplined effort to stay informed about the changing supply. As an example, in our community there are bi-weekly open houses for agents to see the new housing inventory. Of the hundreds of agents in our town, there are a relatively small number who consistently attend these open houses. Not surprisingly, these are the top agents. They have the up-to-the minute knowledge of the inventory and market sense to establish an effective program to buy or sell.

Business Acumen and Sound Judgment – Real Estate transactions require an agent with skills in many areas. The ability to establish home values, prepare contracts, deal with town zoning laws and building codes, judge property condition, advise clients on repairs and home preparations are just some of the skills required.

Most importantly, strong negotiating ability is essential.  This skill will make the difference between a sale and an apology.  It will also establish how difficult or smooth the entire transaction.

It’s not just about selling skills. It’s also about the problem solving and analytical capacity to sort through a relatively complex process – and simplify it for you. Agents without these skills are far more susceptible to mistakes and misrepresentations which can result in a sale unraveling or, far worse, a costly legal problem.

Marketing Tools – Today, technology is sophisticated and it is essential.  Make certain that every available tool will be used on your behalf. Request examples of advertising materials, brochures, web sites, and virtual tours. Ask about the sites that will display your property.

Get References – Try to talk to two or three others who used this agent.  You want to hear consistently positive reports.

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