When to Hire an Agent Depends on Your Experience

When to hire a real estate agent may depend on whether you’ve done this selling thing before.

If you’re a first-time seller or haven’t sold a home in many years, you’ll want to engage early on with a knowledgeable local agent who understands the market. You’ll want expert help to get your price right from the get-go. You’ll want input on what appeals to buyers in your area so you make the best investment in any improvements. You’ll want a solid sounding board to answer the many questions that will come up, and help you set your expectations about timing.

If you’re an old hand at selling homes, you may see your agent as more of a partner who helps execute the agenda you set. You may already know your market and have a listing price in mind. You may understand what the next few months have in store. But even the most seasoned sellers could use a professional on their team.

Either way, it’s good to do some homework before contacting an agent.

Know what you owe

Gather your mortgage information to determine your payoff balance. Run it through an amortization calculator so you know how much you’ll need to pay off your loan. Knowing that upfront will help you in making decisions about what price you’re willing to accept. But it will also help your agent make decisions about marketing. Do you owe more than the house is worth? Selling an underwater home means a 'short sale' in which buyers will need your bank’s approval to write off part of the mortgage. Marketing such a sale requires specific strategies. Even if you are in the black on your mortgage, it’s nice to not have any surprises.

Likewise, if there are any liens on your property, you need to know that upfront and clear them up if possible. Check your county website for information on that, especially if you’ve had any disputes with contractors since owning the home.

Set the record straight

While you’re checking your county website for liens, also make sure the records for your home are correct. Did they get your square footage wrong? Is the county missing a half bathroom in its description? If so, check with the county about what you need to do to correct the official records.

Check your comps

Zillow’s Owner Dashboard makes it easy to check comps (comparable sales) in your area. Remember, the Zestimate is a good starting point for determining your home’s value, but you and your agent will want to drill deeper to set a listing price.

Why check comps before calling an agent? Isn’t that what you hire a professional for? Sure. But you want to be a good partner to your agent. Chances are they will ask you for input on what you think the listing price should be. You don’t want to guess. You want to show that you’re engaged, informed and realistic. They may have other ideas about pricing but checking the comps ahead of time will help you know what to question.

Take stock

Walk through your home and make a list of upgrades. Granite countertops? New furnace or air conditioning? New carpet or hardwoods? New roof? Make a list of all the “extras” that may entice buyers. It will help give your agent a head start and ensure that nothing is forgotten.

Besides the positives, take note of any problems. Address any needed repairs. Never put the trim back up in the spare bedroom after you painted it? Now’s the time. If there is something you can’t fix or just aren’t sure it’s worth fixing before selling, make a note of that so you can discuss it with your agent.

A word about upgrades. You may have a budget for improvements to help your home sell. Hold off on it until you talk to an agent. They’ve been showing houses in your area and they know what buyers are looking for. Don’t spend money to put in new carpets when all buyers care about are hardwoods. Your agent will be a great resource for figuring out where to get the most bang for your short-term improvement dollars.

Clean up

Just as agents will be vying for your listing, you want to put your best foot forward as well. Let them know you are a client who will work with them to sell your home. That means having an immaculate house for them to tour. This reassures them that you know what you’re doing and they can trust you to tidy up before any showings.

Chances are they will ask you to declutter your house, removing excess personal items, knick-knacks or even oversized furniture. Get a head start before you start interviewing agents. Again, the idea is to present yourself as a savvy, engaged home seller who will reward their extra efforts and not sabotage their marketing.

Pre-market

Mention to neighbors, friends and acquaintances that you are getting ready to sell. It’s a long shot, but you could find a buyer yourself and save some commission.

All of these steps are things you can do after you’ve contacted an agent, but if you have the time and plan ahead, it will make your sale go that much smoother. You may even be able to negotiate a lower listing fee because you’ve done so much of the advance work already.