Selling your home is one of the most significant financial transactions you’ll ever make. The real estate agent you choose can make or break your home-selling experience. But what exactly should you expect from your realtor? How do you know if they’re delivering the service you deserve?
I’ve been through the home-selling process multiple times and learned that clear expectations are crucial. Whether you’re a first-time seller or you’ve been through this before, knowing what professional service looks like helps you make informed decisions.
Lookout for Your Best Interests
Your realtor should be your advocate throughout the selling process. This means prioritizing your goals and needs over everything else, including their commission.
Last spring, I considered selling my investment property during a hot market. My realtor advised me to wait a few months based on upcoming development plans in the neighborhood that would likely increase my property value. That advice cost her a quick commission but saved me thousands. That’s the kind of loyalty you should expect.
A good realtor demonstrates this commitment by:
Be honest about your home’s strengths and weaknesses. They won’t tell you what you want to hear to get your listing.
Providing candid feedback about pricing, even when it might not be what you hoped for.
Recommending only necessary repairs and improvements that will impact your sale price, not padding contractor bills for kickbacks.
Protecting your privacy and confidential information throughout the transaction.
We respect your timeline and don’t push you to accept offers that don’t meet your needs just to close quickly.
Strong Negotiating Skills
Negotiation is where exceptional realtors truly earn their commission. Your agent should be a skilled negotiator who can advocate for your interests while maintaining professional relationships with buyers’ agents.
Effective negotiation isn’t just about getting the highest price—it involves navigating inspection issues, appraisal challenges, closing timelines, and sometimes emotional buyers and sellers.
Your realtor should:
Have strategies ready for different scenarios, from multiple offer situations to challenging buyer requests.
Know when to stand firm and when flexibility might benefit your bottom line.
Communicate offers clearly, explaining the pros and cons of each term.
Handle delicate negotiations professionally without creating unnecessary friction that could derail your sale.
Use market data and comparable sales to support counter-offers and pricing decisions.
A Thorough Comparative Market Analysis
One of your realtor’s most valuable services is helping you set the right listing price. This begins with a comprehensive comparative market analysis (CMA).
A proper CMA goes far beyond just looking at nearby home sales. Your realtor should:
Analyze recent sales of comparable properties, considering size, condition, location, and features.
Evaluate current market listings (your competition) and expired listings (potentially overpriced properties).
Consider market trends, seasonality, and neighborhood-specific factors.
Account for your home’s unique features and how they impact your market value.
Present different pricing strategies and the potential outcomes of each approach.
The pricing recommendation should be data-driven, not based on what you want to hear or what would generate the highest commission. An accurate list price is crucial—if the price is too high, your home will stagnate on the market, and if it is too low, you will leave money on the table.
Clear and Consistent Communication
Poor communication is the number one complaint clients have about realtors. You should expect your realtor to maintain regular contact throughout the selling process.
During your initial meeting, establish the following:
Your preferred communication method (text, email, phone calls) How frequently you’d like updates What specific information is most important to you What times of day work best for communication
A responsive realtor acknowledges messages promptly, even if they need time to get answers. They proactively update you about showings, feedback, and market changes without you having to chase them down.
When I sold my home in the rapidly changing market of 2021, my agent set up weekly video calls to review recent comparable sales, discuss new feedback, and adjust our strategy accordingly. This consistent communication helped me feel confident even as market conditions shifted.
Good communication also means explaining complex real estate terms and processes in understandable language. Your realtor should never make you feel uncomfortable about asking questions.
Expert Advice on Home Preparation
Preparing your home for sale can dramatically impact your final sale price and time on the market. Your realtor should provide specific guidance on:
Necessary repairs vs. optional improvements Cost-effective staging strategies Decluttering and depersonalizing recommendations Curb appeal enhancements
This advice should be tailored to your specific property, neighborhood, and likely buyers—not generic checklists. A good realtor understands the return on investment for different improvements and will not recommend costly updates that will not pay off.
They should also be able to connect you with trusted contractors, stagers, photographers, and other professionals if needed. The best agents have built relationships with quality service providers who deliver value.
Execute an Effective Marketing Strategy
Gone are the days when putting a sign in the yard and listing on MLS was enough. Today’s buyers begin their search online, and your realtor should have a comprehensive marketing plan to make your property shine.
A strong marketing strategy includes:
Professional photography that showcases your home’s best features Compelling property descriptions that highlight key selling points Strategic online listing placement beyond just MLS Social media promotion to reach potential buyers Virtual tours and floor plans for out-of-town buyers Proper timing of listing launch to maximize impact Targeted marketing to get the most likely buyer demographic
Your realtor should explain their marketing approach in detail and provide examples of how they’ve successfully marketed similar properties.
What is the 80/20 Rule for Realtors?
In the real estate industry, the 80/20 rule suggests that about 80% of all real estate transactions are completed by just 20% of agents. This means a small percentage of realtors handle the majority of business.
For you as a seller, this highlights the importance of choosing an agent who falls within that productive 20%. These agents typically:
Work full-time in real estate (not as a side hustle) Close multiple transactions each year Have established systems and processes Invest in continuing education and market knowledge Maintain an active network of clients and professionals
When interviewing potential listing agents, ask about their transaction volume and experience selling homes similar to yours. An agent who regularly sells in your price range and neighborhood will have valuable insights and connections.
How Do You Prepare for Your First Meeting with a Realtor?
Your initial meeting sets the tone for your entire relationship. Come prepared with:
A list of your priorities and deal-breakers Timeline expectations for your move Financial information about your mortgage balance and any liens Documentation of significant improvements you’ve made Questions about their experience, marketing plan, and commission structure Photos or a list of any items that won’t convey with the sale
Being prepared shows you’re serious and helps your realtor tailor their services to your needs. This meeting is also your opportunity to assess whether this agent fits your personality and communication style.
Should I Expect a Gift from My Realtor?
While closing gifts are common in the industry, they shouldn’t factor into your choice of agent. More important than a bottle of champagne at closing is the quality of service throughout the transaction.
Some realtors provide thoughtful closing gifts as a gesture of appreciation for your business. Others may offer practical housewarming gifts for your new home or donate to charity in your name.
The best “gift” your realtor can give you is their full professional attention, resulting in a smooth transaction and optimal outcome. Focus on their service, not potential perks.
What Percentage Do Most Realtors Take?
Commission rates are negotiable and vary by market. Still, traditionally, the total commission ranges from 5% to 6% of the sale price, which is typically split between the listing agent and the buyer’s agent.
It’s essential to understand what services are included in this commission. A full-service agent typically provides:
Professional photography and marketing materials Listing on MLS and other platforms Coordination of showings and open houses Transaction management and paperwork Negotiation with buyers and their agents Guidance through inspection and appraisal processes Coordination with title companies, attorneys, and other professionals
Some discount brokerages offer lower commission rates but may provide fewer services or personal attention. When evaluating commission structures, consider the value proposition rather than the percentage.
Conclusion
Your relationship with your realtor is a partnership. The right agent brings expertise, market knowledge, and professional connections that can significantly impact your selling experience and outcome.
Setting clear expectations allows you to evaluate whether your realtor delivers the service you deserve. Don’t hesitate to speak up if your expectations aren’t being met—a professional agent will appreciate the feedback and adjust accordingly.
Selling your home is a significant life event with substantial financial implications. You deserve a realtor who treats it with the care and attention it warrants. Your home-selling journey can be less stressful and more successful with the right expectations and agent.
ALSO READ :
FAQs
Market time varies widely depending on location, price point, property condition, and current market conditions. Your realtor should provide a realistic timeframe based on recent comparable sales in your area.
Your options include extending the agreement, adjusting the price, making improvements, temporarily taking the home off the market, or finding a new agent. A good realtor will discuss why the house hasn’t sold and recommend strategic adjustments.
At minimum, you should receive updates after each showing and weekly market updates. Establish your communication preferences at the beginning of your relationship.
In many markets, listing agents don’t attend all showings, as buyers often prefer to view homes with just their agent. However, your realtor should follow proper showing protocols and gather feedback afterward.
Have an open conversation about the data supporting their recommendation. If you disagree, you might compromise with a slightly higher price and a planned reduction if you don’t receive offers within a specific timeframe.
