Selling a home with a real estate agent remains the most common approach, with approximately 90% of sellers using an agent. Agents handle pricing, marketing, showings, negotiations, and closing coordination in exchange for a commission.
53 steps across 12 sections
1. What to Look For
- Local market expertise: Knowledge of comparable sales, neighborhood trends, and buyer demographics
- Track record: Number of homes sold in the past 12 months, average days on market, sale-to-list price ratio
- Marketing plan: Professional photography, virtual tours, social media strategy, open house schedule
- Communication style: Frequency of updates, preferred contact method, responsiveness
- References: Ask for 3-5 recent client references and check online reviews
2. Interview Process
- Interview at least 3 agents before selecting one
- Ask about their comparative market analysis (CMA) for your home
- Request a detailed marketing plan in writing
- Understand their team structure (solo agent vs. team)
- Discuss pricing strategy and expected timeline
3. Types
- Exclusive Right to Sell: Most common; agent earns commission regardless of who finds the buyer
- Exclusive Agency: Agent earns commission only if they find the buyer; no commission if you find your own buyer
- Open Listing: Non-exclusive; any agent who brings a buyer earns the commission
4. The 2024 NAR Settlement Changes
- Before: Sellers typically paid both listing and buyer agent commissions (5-6% total)
- After: Buyers are now responsible for negotiating and paying their own agent fees unless they reach an agreement with the seller to cover some or all of the cost
- Sellers can still offer to pay the buyer's agent commission as a negotiation strategy
5. Cost Example (on $400,000 home)
- Full commission (both agents): $20,000-$24,000
- Listing agent only: $10,000-$12,000
- Low-commission brokerage: $6,000-$8,000 (1.5-2%)
6. Commission Negotiation Tips
- Higher-value homes may command lower percentage rates
- Repeat clients or referral sources may get discounts
- Off-market or easy-to-sell properties justify lower commission
- Some agents offer tiered commission (lower rate if sold within X days)
7. What Agents Provide
- MLS listing: Syndicated to Zillow, Realtor.com, Redfin, and hundreds of sites
- Professional photography: HDR photos, drone aerial shots, virtual tours
- Staging consultation: Advice on decluttering, furniture arrangement, and cosmetic improvements
- Open houses: Public and broker-only open houses
- Digital marketing: Social media ads, email campaigns, targeted online advertising
- Print marketing: Brochures, flyers, direct mail to neighborhood
- Network marketing: Agent-to-agent referrals, office previews, MLS remarks
8. Seller Responsibilities During Marketing
- Keep home show-ready at all times
- Be flexible with showing schedules
- Maintain landscaping and curb appeal
- Address agent feedback on pricing or condition
9. Offer Review
- Agent presents all offers and explains terms
- Evaluate price, contingencies, financing type, earnest money, and closing timeline
- Cash offers and conventional loans typically stronger than FHA/VA (fewer appraisal issues)
- Agent advises on counter-offer strategy
10. Multiple Offer Situations
- Agent may recommend "highest and best" deadline
- Escalation clauses, appraisal gap coverage, and waived contingencies strengthen offers
- Agent negotiates on your behalf while maintaining fiduciary duty
11. Negotiation Points
- Sale price and earnest money
- Inspection contingency scope and timeline
- Appraisal contingency
- Closing date and possession date
- Seller concessions (closing cost credits)
- Included/excluded personal property
- Repair requests after inspection
12. Agent's Role at Closing
- Coordinate with buyer's agent, lender, title company, and attorneys
- Track all contingency deadlines
- Ensure all disclosures and paperwork are completed
- Attend final walkthrough and closing meeting
- Resolve last-minute issues (repair disputes, document errors)