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Your Insider Investing for Real Estate Agents book has been very helpful. While I am not the one at the company who hires speakers, I have recommended your book and website to many of my colleagues. Cynthia Lee, Weichert Realtors


Ten Questions You Must Ask A REALTOR® Before You List or Lose Thousands of Dollars June 21st, 2017 | Posted in General Real Estate, Other Interests, Real Estate

Sellers are become a little savvier in researching agents so let’s give those studious sellers some homework guidelines.

Keep in mind this is written to your potential/actual seller for him/her to present and review with prospective agents. HINT: Always ask questions that will present you in only the best possible light. So if some of these questions aren’t pertinent to you and your business, replace them with questions that are!

Like an earlier blog from this week, you could also make this a daily series of posts on social media or simply include as it’s designed here for the seller section of your website.


Most of us sell only a small number of homes in our lifetimes. With limited experience in real estate, how are we capable of maximizing the profits from our home sale?

Many home sellers make the critical mistake of thinking all REALTORS® are the same and list with the first agent who comes along. Does it make good business sense to put the responsibility of selling your home with someone who has no plan or qualifications?

This special report will educate you with valuable information that will help you make the best decision concerning:


Start by doing some simple research. Ask around. Get to know who has the most signs, ads, and marketing material in your neighborhood. Who is the most active agent? Where do the search engines direct you?

Compile a list of agent names and use the following questions to help you determine which agent is right for you.

1. Could you E-mail me some information about yourself?
You can often get a good idea of how professional agents are by their digital, self-promotion materials. If their own materials are not professional, think of how they will market your home.

What is more important, though, is to track how quickly each agent responds to your request and follows up. A half-day for a top agent is correct. If their response to your listing request is slow, imagine how slow their response time will seem to potential homebuyers. Even worse, can you imagine how slow it will seem after you have signed the contract!

2. How many homes did you list and sell in the last 6 months?
Look for an agent who has a good record of selling homes, not just listing them, since selling your home is your ultimate goal. Also, try to compare yearly stats: if the agent’s number is steadily improving, it usually means his or her systems are, too.

3. What is your average length of time from list to sold?
Don’t automatically assume that less time on the market is better. That could reflect selling homes quickly at low-ball prices. Compare the asking price to the selling price. An agent who sells quickly and close to the asking price is effective at helping clients determine and get the right price.

Please supply proof of your average listing price vs. your average price of sale. Many agents will overprice listings just to win the contract and then the house sits on the market for months because of its sloppy pricing.

4. How long have you been in business and what professional organizations do you belong to?
The length of time a real estate agent has been licensed is not a sure fire sign they have been an active seller. They may have been in business for ten years but only part time, whereas an agent who has been in the business for two years may be a top producer. Take into account the total number of homes sold each year and membership in professional organizations and advanced training “degrees” in real estate.

The minimum should be a licensed professional who is a member of the real estate board and multiple listing services as well as the state and National Association of REALTORS®. Community groups and associations are also pluses for networking and commitment. Look for people trained by Walter Sanford and Sanford Systems!

5. Do you have an assistant or support staff?
By employing an assistant to handle the details, the agent can spend more time serving your needs. However, make sure you understand how much time the agent will spend on the sale of your home.

It may be fine for the assistant to spend more time than the agent, doing most of the legwork, as long as the agent is available at the most critical times in the transaction — finding the buyer, negotiating top dollar volume, and solving emergencies.

6. How often will you hold open houses and will they be public or by appointment only?
Simply putting a sign on your lawn and holding open houses every Sunday will not sell your home. Too frequently open houses make the property a target for low ball bidders. Look for an agent with a specific innovative plan that goes beyond the traditional open house. Like a fifteen-minute open house tour held in conjunction with other demographically “like-kind” properties.

7. What listing price do you recommend and what is that price based on?
Pricing is the most critical step to selling your home. Take great care in choosing an agent with the known edge to price your home effectively. Keep in mind that the selling price should attract prospective buyers to your home, get you top dollar in the current market and reflect the condition of your home.

Be realistic and avoid “Yes agents” who will say “yes” to any request or price while your home languishes on the market. Low ball agents will try to talk you into a price simply to sell as fast as possible.

8. What does the listing agreement entail? What are the beginning and expiration dates? What fee amounts will I pay?
Have your agent go over every detail in the listing agreement until you understand it completely. Make sure the beginning and ending dates are on the agreement (standard length is nine months for an extensive marketing plan).

Know exactly what fees you will pay, and remember, less is not always better. If the agent stands to make very little commission, you can bet it will be reflected in the amount of time and effort that is spent marketing your home. If the agent reduces his commission to get the listing it may mean he intends to spend very little money promoting the property.

9. What disclosure laws apply to me?
Make sure your agent helps you with locating professional inspectors for various home inspections required in your area. Create a home marketing file including a property transfer disclosure statement, a pest control report, applicable CC&Rs, applicable study zones report, structural engineering report, property profile from the title company, plans for alterations or additions, and special equipment report for pools, spas, sprinklers and alarm systems. Your agent should be able to handle this for you.

10. What separates you from the competition and will you give me some feedback? How effectively will you advertise? Do they have twenty-four hour advertising capability? Will all the leads be followed up by your agent’s team or will they go to other agents who may have other listings they would prefer to show?
Agents who are innovative and offer new methods of attracting home buyers will measurably outperform agents who rely on methods of the past. Discuss search engine strategy, interactive websites, interactive voice recognition systems, and talking houses!
To market requires progressive strategies that add value and service for both buyers and sellers! If their internet site is not custom or interactive, you have to wonder why! 65% of all buyers see your home on a website first!

We sincerely hope these tips and ideas are of value to you. If there is any way we can be of service, please contact our office. We would consider it a privilege to be of service to you! If you would like a FREE market evaluation and customized marketing business plan for your home, simply call or E-mail our office.


Of course, the reason for all of these promotions is to have the lead disclose a little information about himself or herself in order to get the valuable, timely, and money-making information. When they click to get this exciting information a little box should come up, just once per visit. Here is a sample of what information it should contain:

Your report is one-minute away!
E-mail Address:____________________________________________________
Are you thinking of  selling?  buying?  investing?
When?  soon?  not for a while?  not for a long time?
Get report. (hyperlink)


Lead generation is what builds your business and keeps your pipeline full, no matter what the market says! Grow Your Leads: Just Add Wa(l)ter is a hefty book full of detailed and complete prospecting systems, and it includes the data CD (digital copy). This is also a great manual for an assistant.

Call 800.792.5837 and ask for the $50 blog special on Grow Your Leads: Just Add Wa(l)ter. Check out the content details here:

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