There is more to hiring a Real Estate agent than meets the eye -- brush up on your Interview Fundamentals

Many Real Estate consumers are inexperienced in the art of interviewing and hiring, and they make the mistake of assuming that one Agent is no different from the rest, and sign a representation agreement with the first Agent they meet. Others take an honest stab at interviewing Agents with the "List of 20 questions to ask your Agent" Report that is rampantly distributed on the internet - but in my opinion, those 20 questions don't truly get to the heart of the matter of how to find the right Agent for you.

To really hire right, start by reminding yourself that you are hiring someone to represent you in what might likely be the single largest financial transaction of your life! Then approach your Agent selection process systematically and with a clear definition of what is important to you. Here are some tips to help you select and hire an Agent / Consultant who is right for you:

Tip #1: Don't underestimate the importance of rapport.
If your Realtor® does their job properly, you can expect to be working closely with them! So it is quite important that you like them, and that they like you! In addition, through the course of your needs analysis and transaction, you'll need to disclose a significant amount of personal and financial information to your Agent, so you'll want to feel comfortable with and trust them. Don't just hire the Agent (any number of people can possess a professional skillset), hire the professional and the person!

Tip#2: Do the "call-back" test.
Real Estate Agents are often out of the office. But that doesn't give them an excuse to be unreachable! One of the most common complaints about Agents is that they are difficult to reach and don't promptly return their calls. So as you are contacting agents to set up interviews (often called "Buyer Consultations" or "Listing Presentations"), pay close attention to how quickly and professionally they get back to you. You should also ask them during your initial consultation what their communications policy is -- make them commit to a level of service that you can hold them too. It is disappointingly true that some agents "fall off the face of the earth" after they have an exclusive representation agreement with you and/or after you go under contract on a house.

Tip #3: Ask them to explain their service philosopy.
All Agents are NOT created equal. Yes we all took the same test, and were issued the same license, but we all came to the profession with different experiences and backgrounds, and after we got our license, we pursued our own niche and style and continuing education. Some Agents are warm and fuzzy and well-meaning, but they are weak in key areas that can cost you. Some of us work very hard and take exceptional pride in delivering real estate information and professional service with realism and precision. Some Agents believe in the tried and true, old school methods of home marketing via newspaper ads and open houses and taxi-driver buyer service. And some of us see the future of Real Estate changing before our eyes and are changing with it by providing more efficient technology-based methods. Some Agents love to go the extra mile to inform and educate their clients, and some expect the client to just take their word for everything (aka do as I tell you because it makes my job easier). And some Agents fall into the trap of promising you whatever they have to to get your business (sorry, but there are bad eggs and incompetent practitioners in every profession!) You should have a good idea of what kind of service you are looking for before you start meeting with potential agents. Put them through the paces of explaining their service philosophy and methods to you - it is the only way you have a hope that your expectations will be met.

Tip #4: Don't be swayed by "Top Producer" status.
You should never base your hiring decision purely on the Agent's transaction volume. High transaction volume is referred to in the Real Estate industry as being a "Top Producer", and some agents market their Top Producer status as if it is the be all to end all benchmark of Agent superiority. But hiring a Top Producer can also translate into you not getting as much time and attention from the Agent (you might be handed off to a less experienced associate agent or transaction assistant), and top production can also be an indicator that the agent devotes a significant portion of their time and effort to attracting new clients (to keep up those numbers), rather than optimally servicing the clients that they are currently representing.

Tip #5: Beware the Agent who promises you "Top Dollar" or your "Dream Home" -- or who sounds 'scripted'.
Both of these terms are so overused that they have become a 'cliche' hallmark of the real estate sales pitch. The LAST thing you want is an Agent who believes that his/her job is to "sell" you; to get you to sign before they provide you anything of value! Especially beware if the Agent launches into a sales pitch and has not asked you any in depth questions about your financial situation and/or your Real Estate needs and goals. The days of the Real Estate Salesperson and Agents being the "gatekeepers" of real estate knowledge is over -- and it's a GOOD thing. Now consumers are rightfully able to demand a more consultative level of service. One other warning sign to watch for is an Agent who repeats certain words, almost robotically, or who is quick to answer your questions or concerns without seeming to give thought to what you asked -- their answers may not even directly address what you asked! Agents who have these traits are resorting to "scripts" that they have been trained to use to "close you" (convert you to a client) and overcome your "objections" (industry speak for what you would call legitimate concerns!) This is a definite "trust your gut" situation -- if you aren't sensing true attentiveness and sincerity, then it probably isn't there!

Tip #6: Understand that your Representation Agreement is actually with the Principal Broker of the firm where your Agent hangs their license.
The Real Estate world is governed by a section of Utah Legal Code that defines the relationships between clients and Real Estate Professionals. The various type of Agency, and the distribution of Real Estate Commissions is more complex than most people assume. Be sure to read my articles on Exclusive Brokerage Agreements, Types of Agency, and Real Estate Commission Myths, because understanding who an Agent is, what his/her obligations to you are, and how he/she gets paid will make your life a lot easier! You should also inquire about your Agent's Brokerage firm's transaction numbers, and other brokerage statistics and resources. This information will give you a nice feel for the level of support and professionalism that the Principal Broker provides to your Agent (and therefore, to you!). This can become important if a "hiccup" or larger problem arises in your contract with a buyer/seller. The support, resources, and experiences of an Agent's Principal Broker can be the difference between a costly deal gone south, and overcoming an unsavory situation.

Tip #7: Don't rush (or be rushed), do your due diligence when interviewing, and trust your gut.
Keep interviewing agents until you find one that just feels right. If you feel uncomfortably pressured into signing with a particular agent, they are probably not the right one for you. By holding out for the agent who is the right fit for your personality and your needs, you're doing yourself a huge favor!