When selecting a realtor, look for at least several years of experience in your local market, preferably in your neighborhood and preferably with divorce-related experience. Here are some interviewing tips:
The Listing Presentation
Invite several realtors to your home for a “listing presentation.” Each realtor explains why he or she is best for the job, giving you the ability to observe the person in action.
Divorce Tip: If possible, have your spouse attend the listing presentation. Spouses excluded from the process may view a realtor or other professional as taking sides, thus destroying the very trust that encourages cooperation.
Qualities to consider -- During the listing presentation, the realtor should be:
Enthusiastic
- Eager and able to generate excitement.
Professional
- Presentable and instills confidence.
- Associated with a “known” firm.
- Well prepared.
- Realistic as to price and timing based on the evidence presented.
- Experienced in divorce situations and sensitive to your unique needs.
Market Savvy
- Prepares a comparative market analysis (“CMA”) and suggests an asking price.
- Justifies the price with recent sales comparables (“comps”) in the area.
- Knows current market conditions, for example, what’s selling and what’s not, and the average time a house is on the market.
A Strategic Planner
- Presents a preliminary marketing plan and shares some ideas of how to best prepare the house for sale.
- Follows up with a more detailed plan, including the type and frequency of advertising and marketing.
- Agrees to immediately list the house with MLS and conduct open houses.
An Expert at Preparing a House for Sale
- Makes good, common sense recommendations.
- Gives advice that’s neither too aggressive nor too passive.
Ethical
- Explains the laws of agency; the legal duties of sellers’ and buyers’ agents.
- Doesn't pressure you to sign a listing agreement on the spot (See Divorce and Real Estate Listing Agreements)
Personable
- Creates a comfort level for you and your spouse.
Statistical Research – Ask for a printout of all the realtor’s sales over the past 12 months, including the listing price, the selling price, and the length of time on the market. The difference between the listing price and sale price should be under 10% and houses should sell within 90 to 120 days in most markets.
Interview Checklist
Ethics and Professionalism
- Is the broker or salesperson a member of your local board of realtors?
[Note: Realtors subscribe to a strict code of ethics. Some have a CRS (certified residential specialist) designation, suggesting a higher level of education.]
Local Market Experience
- Number of years in the market? (ideally at least 3 years full time)
- Is he or she a full-time professional? (an absolute requirement)
- Number of listings and sales in the last year? (ideally at least 25 total sales)
- Does he or she live or work in your neighborhood? (helpful, not required)
- Did he or she recently list or sell any homes in the immediate neighborhood? (ideally at least one)
Reputation
- Ask for a couple of references (maybe someone who sold incident to divorce) and ask that former client whether they would hire the agent again.
- Make independent inquiry, perhaps “Google” the agent or visit an “open house” sponsored by the agent.
Divorce Experience
- Ask about the agent's experience with divorcing couples and how he or she was uniquely helpful.
Brokerage Fees
- What is the rate and why is he or she worth it?
- Does the agent work with buyers’ brokers and what percent of the commission will he or she share to encourage buzz within the brokerage community?
