There are something like 350 real estate agents based out of the five main offices in West Hartford Center. The number grows rapidly as the rest of the towns in Greater Hartford are also considered. Most people know at least one agent, and some know many.
With so many agents out there, how do you choose an agent to use for your purchase or sale? We believe that the three main criteria should be activity level, capability, and service level.
Of the three, activity level is the easiest to research. You want an agent that is actively working with buyers and sellers so that they have a good feel for the current state of the market. Most brokerages show an agent’s recent transactions on their website. Individual agents sometimes also show their deals on their personal websites. Even if the information is not readily apparent, you can (and should) ask the agent how many homes they have sold in the past year. There’s no magic minimum number, but we would recommend working with agents that average at least a deal a month over the course of a year. About 12 deals per years is the minimum needed for an agent to support themselves as a real estate professional.
Real estate transactions involve large amounts of money, and are difficult to reverse. You want to do the right deal the first time and need to be sure that your agent is representing and protecting your interests throughout the process. On the buy side you want to work with someone who can help you figure out what kind of home you really want, help you find a home that meets your needs, and then work through the inspection process to make sure it’s in good condition. On the sell side you want to work with an agent that will be able to accurately price your home and market it effectively. Buyers and sellers both need an agent that will help them negotiate a favorable price based on condition, location, market activity, and all sorts of other factors.
Determining how capable an agent is can be a bit more difficult. There are no independent third parties that consistently review and rank agents, so most people ask for recommendations from their friends, family, and coworkers. Ideally you also want to learn more about how they approach the business, understand their attitudes, and see examples of their work. Agents should be able to quantify their performance somehow, whether it is looking at the ratio of sales price to list price for their deals or simply knowing the percentage of their clients that are willing to recommend them. Agents with websites might post client testimonials and would hopefully allow you to call a few of their past clients. Agents with blogs have much more information about them available. You can go through their posts to see what they think is important, how they approach different issues, and get a sense of their personality.
The final important criteria in selecting an agent is the service level they provide. Your agent is going to be your go-to person throughout the transaction, so you want to make sure that you are comfortable with them and feel confident that you can reach them when needed. This criteria is the least well defined and most subjective. The only good way to assess the service level of an agent is to talk with many of their past clients. Once again, agents should be able to provide the names of recent clients you can call.
Recommendations from past clients are one of the few ways to learn about an agent. Unfortunately, even they are not foolproof. Most people go through the home purchase/sale process infrequently. They work with one agent and have little basis for making comparisons between the capabilities and service levels of different agents. In addition, they have a strong incentive to say that the person they used was excellent, unless they were really, really terrible. Who wants to admit that they made a bad decision? It’s like asking parents which school is the best in town – they nearly always respond with the one their child attends.
At the end of the day, you have to make the decision to trust one agent or another. After you’ve done some asking around, and have researched as best you can to narrow down your choices, don’t be afraid to ask the remaining candidates to interview with you. They should be willing to spend some time talking about their approach and getting to know you better.
The good news is that there are many excellent agents in Greater Hartford, so you should feel confident that you can find one after doing a little research. Just remember, you want a full-time agent that is actively working with buyers and sellers, one that understands the local markets and is comfortable analyzing them, and finally one that is responsive and you feel comfortable working with.
Give us a call if you’re not sure where to start. True, we are agents and think we meet all these criteria, but we also know that we might not be the best fit for everyone. We’ve suggested people use other agents in the past and will not hesitate to do so again when it is the right thing to do.