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Reader Question: My husband and I will be selling our third home soon. In all of our past buying and selling transactions, we have experienced some degree of angst somewhere in the process. After three purchases and two sales, we want everything to go smoothly from start to finish this time. We are looking for a real estate agent who ensures the entire process goes well. Is it unrealistic for us to hold this expectation?

RELATED: Answers to seek with real estate agents

RELATED: Six essential qualities in a real estate agent

Monty’s Answer: The realm of service businesses extends to every facet of our lives, from medicine to public utilities and everything in between. We depend on others for help with most everything we do. We humans, have a common fault: we all make mistakes. In the real estate transaction, there are many different people involved whom the consumer does not interact with, but whose tasks or decisions can influence outcomes, many of which can throw a wrench into the process. Perfect real estate transactions happen, but many associated conditions can create some angst along the way. Here are a few insights regarding the practice of real estate that might help you attain a smooth transaction.

1. Look for three qualities

The key attributes for success with every person in any service business, including real estate, are honesty, knowledge and efficiency. Lacking one of the three characteristics increases the odds that something will go wrong. A good real estate agent anticipates problems and structures checks and balances into their practice to catch errors or omissions before any damage occurs. They put the client’s interest ahead of his or her own.

2. Post-licensing education 

In what real estate education, such as an appraisal course, have your candidates invested? The licensed physician spends years, not hours, in learning about the body, disease, treatments and much more. They also spend considerable sums of money for that education. In Wisconsin, which I suspect is similar to other states, a license for a cosmetologist requires either 1,550 classroom hours or a 4,000-hour apprenticeship. A real estate salesperson that handles your largest single financial transactions must have 72 hours of education to receive a state license; if they make a mistake it can cost thousands — but your hair grows back.

3. Be cautious of the production myth

Many people believe that real estate production is the key factor to look for when you are seeking your real estate agent. This myth has been perpetuated by the real estate industry for decades, in part because from the broker and agent point of view, production is everything. Dear Monty considers this opinion as flawed. While there are agents capable of balancing high output and quality customer service, they are the exception. Many top producers will do almost anything to “make a deal.”

From a technical point of view, high production requires compressing time. Ignoring phone calls (especially calls from what they see as “high-maintenance” customers), missing home inspections, not reviewing contractual fine print, not explaining the pros and cons of each decision the client is required to make achieves that compression. These are just a few examples of many agent time-savers that demonstrate poor customer service. So while high production is good for the broker and the agent, in many cases, it is not right for the client.

4. Employ a proven selection process

Most experts will agree that picking a good real estate agent is the main ingredient in a successful operation. Even the best agents see bumps in the road because many things that happen in creating a real estate transaction are outside the control of both you and your agent. The challenge in picking a good agent is identifying, interviewing and engaging one.

Selecting an agent is a challenge because many home sellers only interview one agent. There are many reasons we only talk with one agent. They are a friend, relative or co-worker. They are familiar to us through shared activities, or an acquaintance told us they were a good agent. None of these reasons ensure this person is honest, knowledgeable, or efficient in their work.

The best way to pick your agent is to follow proven techniques in identifying, vetting and researching three, not one, pre-screened candidates. Each one will have a different opinion on your home’s range of value. Which one presents the strongest case their range of value is most accurate? With only one opinion, if it is low you lose equity and if it is high your home languishes on the market.

Richard Montgomery offers real estate advice to readers. He is a real estate industry veteran who has championed industry reform for more than a quarter century. You can ask him questions at DearMonty.com.

Article courtesy of Green Bay Press Gazette

Posted by Jane Doe on
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I agree with you, The key attributes for success with every person in any service business are honesty, knowledge and efficiency. For find a perfect real estate agent you need to consider these three things,too. I appreciate your work..!!

Posted by Angus Reed on Wednesday, June 28th, 2017 at 2:41am

Thank you for the great blog. You mentioned in the blog that when choosing a real estate broker look for an agent that has sold many homes and has plenty of experience. If they have sold homes in the past or gotten people into homes, you know that they can get you into the home you want. Definitely a question you would want to ask when you visit with the contractor in person.

Posted by Rachel Lannister on Monday, July 10th, 2017 at 4:43pm

My husband and I are wanting to sell our house, and we need to hire a real estate an agent to help us out. I like how you pointed out that when it comes to choosing the right one that there are three qualities that we need to look for; honesty, knowledge, and efficiency. Personally, I believe that it will be nice to have someone that will be able to make this process as smooth as it can be.

Posted by Harper Campbell on Tuesday, July 25th, 2017 at 3:25pm

I want to make sure that I get the right real estate agent to help me with selling my home. It makes sense that I would want to get a good real estate agent for that! I'll make sure that I find one who has good education.

Posted by Braden Bills on Wednesday, August 23rd, 2017 at 9:57am

I've been wanting to have some help from a real estate agent to help us sell our current home. I'm glad that you talked about the production myth, and how people think that production is the biggest factor to consider when looking for an agent. I'm going to have to take production into consideration, and hopefully be able to find a good real estate agent who is well rounded in other areas as well!

Posted by Max Jones on Wednesday, August 23rd, 2017 at 10:28am

That's a good idea to look for efficiency, knowledge, and honest in a real estate agent. I'm going to be having a baby soon, so my husband and I want to move closer to our families. We don't want to figure everything out ourselves though, so your tips will really help us find the right real estate services.

Posted by Amanda Drew on Wednesday, September 6th, 2017 at 6:22pm

I'm in the market for my second home and also in the market for a different real estate agent. That's a great point to look for post certificate education that shows a lot of effort and mastery. I'll make sure to look for more education in my next agent.

Posted by Kate on Tuesday, September 12th, 2017 at 8:44am

I want to make sure that I get the right real estate agent to help me sell my home. It makes sense that I would want to look for one who can anticipate issues! That way I don't have to worry about any big problems coming up.

Posted by Braden Bills on Wednesday, September 13th, 2017 at 11:30am

I really like the three qualities you chose. Honesty, knowledge, and efficiency. I think these are often lacking and too many people are focused on price etc. I think referrals are often a good place to start to hopefully find someone you trust. Great tips, thanks for the info!

Posted by Jay Jorgenson on Monday, September 18th, 2017 at 8:01pm

Thanks for the great information to find a house with a real estate agent. That is a great idea to look for qualities that will help know the agent is going to be best. I've written down honesty, knowledge and efficiency to hopefully try and spot them out, as I search for my real estate agent. I really appreciate all of your advice and tips.

Posted by Sandra Hexner on Friday, September 22nd, 2017 at 2:03pm

I like what you say about interviewing at least 3 different real estate agents. It so important to find one that understands your needs and is able to accommodate them. My wife and I have been looking at some luxury homes in the area and are thinking about hiring an agent. If we do, I'll be sure to find a couple I can interview first.

Posted by Trayson Evans on Thursday, September 28th, 2017 at 8:32pm

I like that you mentioned to find out if they have gotten any more education after getting their license. This will show how dedicated they are to staying up to date and helping clients. I just moved to a new area, and while I'm renting right now, I'm looking for a home to buy and It's important to me that I find the right realtor to help with that process.

Posted by cameron bennett on Friday, October 6th, 2017 at 2:24pm

Those qualities you mentioned a good real estate agent has was enlightening. I've been considering hiring an agent for a while but wasn't sure what to look out for. I'll need to make sure to make sure they put the clients interest ahead of his or her own.

Posted by Becca Holton on Monday, October 9th, 2017 at 4:13pm

Interesting Blog!! Thank for your tips to find a genuine real estate agent..

Posted by John Lewis on Saturday, October 14th, 2017 at 6:59am

Thanks for your blog!! Finding a genuine buyer is an interesting task as the right person can fetch you to correct path.

Posted by John on Saturday, October 14th, 2017 at 7:05am

I really like all Qualities especially the three qualities you chose. Honesty, knowledge, and efficiency. There are many people are focused on price. I think referrals are often a good place to start to hopefully find someone you trust. Great tips, thanks for the info!

Posted by Real Estate Find on Sunday, October 15th, 2017 at 11:50pm

I agree that getting a good real estate agent that is honest, knowledgeable and efficient will lead to a successful operation but looking for the real one with those qualities is quite a struggle so I suggest taking some time looking at their credentials and previous sales will be a great help on finding one. The idea about interviewing your realtor is one of the easiest ways to spot one. My mom once hired a nonexperienced agent and It was a bad experience altogether. Also, I would recommend finding an agent who's local for they will know the local market's movement and trends and could give you the best advice to your real estate needs. Cheers!

Posted by Theodore Winston on Monday, October 16th, 2017 at 4:15pm

I loved what you said that the key attributes in any business are honesty, knowledge, and efficiency. I admire those who put the interest of their client first because this is where a good relationship starts to build. If I were to buy a property, I'd make sure to remember your tips about choosing the right agent. Thanks for sharing your tips about finding the perfect real estate agent.

Posted by Sharon Wilson Smith on Tuesday, October 24th, 2017 at 7:24pm

Thanks for sharing your article about real estate agent. I liked what you said that a good agent anticipates problems and do something before any damage can occur. My sister wants to buy a new property so I want to make sure that she's reminded of what she needs to check when buying a property. I'll make sure to share your tips to her about real estate agents.

Posted by Sharon Wilson Smith on Thursday, October 26th, 2017 at 12:32am

I agree with you that it's important for a real estate to be honest, knowledgeable and efficient. They have to be the ones who can detect problems and be smart enough to know how to deal with them. I plan to buy a new home after the holidays, and I want a reliable agent to help me with the process. Thanks for the tips. I'll remember them as soon as I begin looking for a new house.

Posted by Allen Stillinger on Friday, October 27th, 2017 at 7:29pm

My wife and I are considering on hiring a realtor to help us sell our home soon at the best price possible. It's great that you suggested employing a proven selection process as each candidate will have a different opinion on our home's range of value. This is extremely important if we want success in selling our home.

Posted by Dan on Wednesday, November 1st, 2017 at 11:20pm

Thank you for the tips on finding the perfect real estate agent. I like your three qualities tip of honesty, knowledge, and efficiency. I will have to remember that when i am looking for a real estate agent to help me find a new home.

Posted by jaque christo on Thursday, November 2nd, 2017 at 11:53am

I absolutely agree with what you said about how honesty, knowledge, and efficiency can become the key attributes for success. My husband and I decided to buy a new house. We're looking to find a real estate agent who has these attributes so we can make sure that we're dealing with the right person. This is an important investment for us so it's important to find someone who can guide us all throughout the process. I will make sure to consider your tips when finding a real estate agent.

Posted by Samantha Pamela Wilson on Monday, November 6th, 2017 at 10:03pm

I like how you suggested looking for a real estate agent who puts his or her clients' interest ahead of their own. They are the people that we will rely on, in case we need to find a new home, so it's only fair that they should be decent and reliable. I plan to buy a new house soon because I moved to a new job. Your tips are really helpful. I'll make sure to remember them.

Posted by Allen Stillinger on Wednesday, November 8th, 2017 at 12:35am

I like how you mentioned that a good real estate agent is the type who puts his or her client's best interest first, and they try to catch the problems before damages occur. My family wants to move to a new home soon because of personal reasons, and I was helping out by doing a research. My parents weren't planning to hire a real estate agent, but I think that they really should. I'll make sure to present this article to them and hope to change their minds. Thanks a lot!

Posted by Raeger Wynchester on Monday, November 13th, 2017 at 7:19pm

I liked your tip to choose between three pre-screened candidates when looking for a Realtor since they are mostly the make it or break it decision for having a successful operation. I'd be sure to keep that in mind and also use the BBB to look for potential real estate agent's work history. That would be perfect since my fiance and I are looking into moving pretty soon. Thanks for some advice on how to find the perfect real estate agent for us!

Posted by Elsa Anderson on Tuesday, November 14th, 2017 at 7:42pm

I like that you talked about looking for at least three different agents so you know they are giving you accurate prices. I have been looking for someone to help my girlfriend and I buy a home. I can see how it would be nice to look at a variety of agents. That way I won't feel like I am confined to only one option.

Posted by Scott on Tuesday, November 28th, 2017 at 4:46pm

I totally agree with what you said about looking for a real estate agent that has invested in post-licensing education. It is recommended that you choose someone who is passionate about his profession and has invested to learn more about the ins and out of his job. You may also want to hire someone that has been in the business for many years and has established himself as one of the most trusted in the industry. You certainly would like to hire someone who is reputable. If I were to hire the services of a real estate agent, I would make sure to keep this in mind. Thanks.

Posted by Bobby Saint on Thursday, December 28th, 2017 at 2:53am

I'm glad that you mentioned choosing an agent that has completed 72 hours of education. I have been looking for a new home because I'm getting married soon. I can see how it would be nice to have a licensed agent because that way, I would know they have the knowledge required for the job.

Posted by Scott Adams on Tuesday, January 2nd, 2018 at 4:57pm

We are really hoping to buy a home this summer. Hiring an agent to help us is a must because we've never bought a home before. I'll be sure to find someone who is honest, efficient, and knowledgeable, like you said!

Posted by Ridley on Thursday, April 19th, 2018 at 5:40pm

What a great article to read. I love finding articles with such useful information. I like the part about looking for the three qualities. Those are some good qualities to look for in a lot more than just real estate agents.

Posted by andreas stecker on Tuesday, June 5th, 2018 at 4:54pm

I really like that your article emphasizes the importance of continued education for real estate agents. After all, by continuing their education, real estate agents will be up to date on the most recent techniques and equipment that is used for selling houses. This is important as it will help your sale or purchase run much more smoothly.

Posted by Duncan Lance on Monday, August 6th, 2018 at 8:09pm

My husband and I have been looking into buying a luxury home, and have heard that hiring a real estate agent is the best way to do go about it. I like that you say we need to look for the attributes of honesty, knowledge, and efficiency when trying to find the right real estate agent. We will keep your advice in mind when looking at real estate agents who can help us go over luxury home listings.

Posted by Sarah Smith on Wednesday, August 8th, 2018 at 7:30pm

That's a great idea to check for post-licensing education. If the realtor keeps learning after being licensed, then you can be sure they are up to date on industry knowledge. I hope we can get a realtor that is knowledgeable and professional so that we can sell our home soon.

Posted by Malia Davis on Friday, August 24th, 2018 at 1:07pm

I do like that you recommend asking questions about the agent's education. After all, you will want a well-trained, well-educated agent helping with your sale or purchase. That way you can better rely on them to make the process as easy as possible.

Posted by Duncan Lance on Wednesday, December 19th, 2018 at 5:16pm

I really like that you encourage readers to look for real estate agents who possess post-licensing education. After all, there are many courses that real estate agents have the option to take after they get their initial license in order to further their knowledge. One of these could be an appraisal course as the article points out, so it helps to look for real estate agents who have taken it.

Posted by Arthur Morrison on Monday, January 14th, 2019 at 5:37pm

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