the market for $350,000, but an agent will know it had upgrades and sold at $285,000 after 65 days on the market and after twice falling out of escrow. A real estate agent will also have market condition data, which will affect your selling process. Many factors determine how you will proceed. Data such as the average per square foot cost of comparable homes, median and average sales prices, average days on market, and ratios of list-to-sold prices will have a huge bearing on what you ultimately decide to do. Attempting to sell your home without an agent requires a major effort, the commitment of substantial resources, and countless hours understanding and organizing all the work. A professional agent’s career depends on their ethics and ability to build relationships with their clients and the community they serve. Agents who are looking to make easy money rarely go to the effort of establishing a solid marketing plan or work at strategic pricing. There are many ways of finding a good broker. Personal recommendations from friends and colleagues are often helpful. If someone outside the real estate business with nothing to gain is bringing up a broker, you can be pretty sure you are on to a winner. The best brokers—the top 10%—do 80% of all the business. Do not get stuck with a lemon. You want someone with enthusiasm and drive, someone who will give you the attention you need and steer you through the whole messy process with courtesy and professionalism. Take the time to interview real estate agents in your area. Here are some traits to look for when hiring an agent. Are they: • Current? Is the agent up-to-date with the latest housing trends so he/she can serve you effectively? 52
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