Good real estate markets bring out a plethora of agents, the way April showers bring May flowers. What's a professional to do? Here is a great way to get the racer's edge on listing presentations, especially when the competition is: the next door neighbor, or the wife's best friend, or some other family acquaintance who just happens to have a real estate license.

By making these questions a part of your listing presentation, you could level the playing field. While highlighting your strengths, preparation, and commitment, you can - at the same time - suggest that sellers present these questions to any agent they consider hiring. Then sit back and see if their "friend in the business" can measure up!

QUESTIONS A SELLER SHOULD ASK AN AGENT:

• Are you a full time professional, or do you have another job besides selling real estate? In your answer, this is the place to brag: list your designations, your awards, your experience, etc.

• Do you have a specific marketing plan for my house, and will you commit to it in writing? Make this as detailed as you dare. Include featuring the home on the Internet, as well as aggressively marketing the property in your local area.

• Who determines how much money will be spent on advertising my home, and what is that figure? If you control the advertising of your own listings, this is the place to score points, since many agents have no say over which properties the office highlights.

• What financial resources or connections do you have for assisting marginal or unusual buyers ? As before, pull out all the stops here. List as many different types of mortgage programs as you can. Wow the seller with your financial acumen.

• Do you have letters of recommendation from past clients, and may I call them? You can never have too many of these. Make them as current as possible, just in case the seller decides to call them all!

By using this short list of qualifying questions, you put your point across to the seller: retain a professional agent to market your home, and to get you successfully to settlement. And you do it without once saying anything derogatory about another agent. Hopefully, the answers you give will not only raise your credibility factor with sellers, but also provide them with the excuse and reason they may need to "just say no" to the other guy.

Elaine Shreiber & Judi Wolfson write weekly columns on common issues most sellers or buyers will face. They have a combined 40+ years experience in the real estate business and have authored several books. Judi Wolfson is an active Realtor & Buyers' Agent, she can be reached at bestagent@realtor.com for any real estate information questions. She also gives seminars nationwide, teaching other realtors "the secrets of her success".

Published: August 20, 1998

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