Would you qualify an agent on the other side of your transaction?

Recently while talking with a seller for a listing that had been canceled near one I had recently sold, I was rather taken back at a comment when I mentioned that I sell homes that I list.

Well, at that price you definitely will.

I have heard this quite a bit lately. The secret to selling a house lies solely in the price. If you price a property well, buyers will come and the house will sell. However, from my experience that simply isn't true.

Many times I have looked through listings and suddenly came across something - how could it be so cheap? Sure, sometimes properties are hyped and when you go to see them realize that they are in fact overpriced but there have been times even after viewing the property I am surprised at the price. Yet often these properties still do not sell.

There are two things that sellers (and other agents) often miss that are critical to a sale.

First, the agent needs to attract buyers. Often when I see a steal of a house it has awful pictures and the description is not helpful. Besides good pictures and marketing though, a good agent will hype up a property. If the property is truly a steal, the agent will let as many other agents and people know about it. In my experience just this hype will often bring in a buyer.

Secondly, the agent needs to know how to close the deal. Especially in this market that can be frustrating. Buyers these days are very nervous and may back out of a deal for no reason. After a number of learning experiences, I have learned to qualify the agents putting offers on my homes just as I qualify the buyers. Does this agent seem like he/she can close the deal? Is he/she on top of things and did she fill out everything correctly?

In order for a deal to close, there needs to be a good agent on both sides of the deal. Therefore, just because you price a property well below market value doesn't mean it will sell if the agent doesn't actively drive buyers to it. Even if buyers do see it and the property receives offers, many agents will be unable to close them. If you don't have a good agent on the other side then you might as well kiss your transaction goodbye.

So, do you qualify an agent on the other side of your transaction?