Choosing the right agent

Not all agents are alike. Some will work hard to ensure you get the best price for your property and make the sales process as smooth as possible for both you and the potential buyers. Others will just go through the motions: Advertise. Open house. Auction.

It all comes down to choosing the right one. So like everything else in the property game, some homework is crucial.

Shortlist some local agents

You don’t have to meet all the agents working in your area to find the best one. Ask around, talk your neighbours or local store-owners, and see if they can recommend anyone. Flick through your local rag and shortlist the agents selling similar properties to yours—and getting good prices. Then call them up and arrange separate times for them to visit and value your property.

Hammer them with questions

After a tour of your home ask the agent:

• What do you expect the property to sell for? Why? What comparable sales and statistics led you to that price?
• What will be the best method of sale for this place? Why?
• How will you market this property? Signs, direct mail, internet, newspapers, window displays?
• What will the marketing cost?
• What open house dates and times do you suggest? Why are those days and times better than others?
• How much commission do you charge?
• What paperwork is involved?
• How will you get the best price for this property?
• What feature or features will be most attractive to buyers?
• Do you recommend any improvements that will increase the chances of a sale?
• Do you have any presentation tips that could attract a better price?
• How have you negotiated buyers into paying a better price in the past?
• What is your sales record? How many sales have you managed? How many of those properties sold and at what price? How many were in this area?

Also while you’re chatting, see if you actually get on—the selling process takes a couple of months and you’ll be in close contact for most of that time.

Check out the agent's track record

When whittling down your shortlist, do a little more digging. Look closely at how the agents promote the other properties on their books. Ask around about the reputation of the agencies they work for.

Agents that are proud of the service they’ve provided should be happy to put you in contact with previous clients. If you can, ask those clients about:

• The difference between the initial valuation and the final selling price.
• The agent’s local knowledge.
• How well the agent communicated to them and the buyers.

Watch out for the price/commission balance

Don’t choose an agent simply because they give you the highest valuation or lowest commission. You could be setting yourself up for disappointment.

Some agents will promise an unrealistic price, just to get your business, then later, when it comes to the crunch, say the market has dropped and convince you to take a lower price. If they’ve asked for a high commission at the same time as giving you a high valuation, chances are they’ve calculated the lower “more realistic” price from the beginning.

You should also be wary of agents offering very low commission rates. Low commission offers them less incentive. They might not work as hard to get the extra dollars for your home.

Continue to information about signing with an agent.