There is a critical factor that should weigh heavily on your choice of a listing agent when you sell your home, and I bet it would never even cross your mind (unless you read this of course :)).
I have written numerous articles about what to do when you need to sell your home, and many focused on how to locate a real estate listing agent for the job of selling your home.
We have addressed the importance of internet marketing when you sell your home, and focusing on hiring a company instead of just settling for an agent. But there is one final point, one critical issue that will ensure you hire the best listing agent for the job of selling your home.
In order to keep this article brief, please do not think that I am addressing 100% of the listing agent selection process.
Instead, imagine that you have followed the advice in all 51 articles about selling a home and you have narrowed your choice down to three listing agents, wouldn't it be great if there was one singular question you could ask to help you choose the right one?
Negotiation Skills Are A Premium For Your Listing Agent
Assuming you have chosen premiere marketing agents (companies) for your interviews, the final piece of the puzzle is negotiation skills. It is common to see the value of a skilled negotiator (listing agent) save her/his client upwards of 8% when you consider sales price, closing costs, and third party fees in a real estate transaction.
Each of these elements is a negotiation, and not all real estate agents possess the same skills when it comes to representing your best interests and bottom line. So what is the one question you could possibly pose to a prospective listing agent that would make her/him stand apart from the others?
The Final Question To Ask A Real Estate Listing Agent
This is the one question you should ask every single candidate interviewing for the job of selling your home:
Will you cut your commission?
The answer you are looking for, the one which will let you know whom to hire, might not be what you are expecting ...
There is no right or wrong answer, but the tone and confidence in which the answer is delivered should give you a very strong opinion about which listing agent would best defend YOUR EQUITY when it comes time to negotiate a real estate transaction.
The best negotiators are paid to bring you top dollar for your home, and they are worth every penny. Think about it.
If you ask an agent to cut their commission, and they do so, is it likely this agent will hold steady when a buyer asks you to cut your price?
When you are under pressure and have received a good offer, and you ask your agent for advice on what to do, do you really want somebody who couldn't negotiate a 1% difference in fee with you?
Remember, a top negotiator might be worth nearly 10% to your bottom line, so don't be too quick to save 1% on one that cannot even negotiate on their own behalf, let alone for you!
If you want to see how we can save you money with better trained listing agent negotiators, just drop me a note and we can schedule a time to show you how we'll help you.
Joe Manausa, MBA is a 27 year veteran of real estate brokerage in Tallahassee, Florida and has owned and managed his own company since 1992. He is a daily blogger with content that focuses on real estate analytics and providing his clients with a tactical advantage in today's challenging market.