Choosing an agent to sell your property requires a different approach than the one you used to find someone to help you buy. Nevertheless, it's ideal if the same person can help you with both jobs, because developing a business relationship with an excellent agent can help you in many ways.

First, your listing agent must be a full-time real-estate agent. If buyers and other agents have questions about the property, they want the answers now, not when the listing agent can manage to get away from his full-time job. Successful listing agents are not part-timers.

Does the agent have a professional appearance and manner? The agent you choose is a reflection of your property. An unprofessional appearance and attitude is a buyer turnoff. How long has the agent been involved with real-estate sales? It's a valid question, but don't get too hung up on it. Hard-working new agents can be as effective as established agents, especially if they are part of an aggressive office.

Does the agent belong to all area multiple listing services? The more places your listing shows up, the better coverage it gets. Your agent's first choice will be to sell the property himself, but promoting it to every agent within reach must be done from the very first day. Think of it like this. A single agent might be working with twenty qualified buyers at any given time, but your property won't be suitable to all — if any — of those buyers. Listing the property in a multiple listing service brings in every member agent, drastically increasing the buyer pool.

There are many other questions you should ask an agent during an interview, including the following:

• How many of your recent listings have sold during their contract period? How many listings expired without a sale?

• Do you have special real-estate training that goes above and beyond what's required to be licensed?

• What type of advertising do you have in mind for the property?

• Will you hold an open house for other agents or for the public?

• Will you prepare marketing materials to leave in the house for agents and buyers to pick up?

• Will you send flyers or postcards to agents within the MLS? Can you show me examples of previous marketing materials?

• Which components of my property do you feel are the best features to promote?

• How often will you call me with showing reports and feedback?

Ask as many questions as possible that cannot be answered with a “yes” or “no” response. That type of open-ended question forces the agent to talk about her plans for your property, and many of the responses will no doubt trigger more questions from you.

Always ask an agent for referrals from satisfied sellers. If the agent cannot provide them, something is wrong. Ask your friends if they can recommend a good selling agent. If they've had any type of real-estate sales experience, they won't just mention the good agents — they'll give you feedback for agents they do not recommend.

The Marketing Plan

The agent must be able to show you a reasonable marketing plan. Does the agent or firm have a good Internet presence? Will the agent do a virtual tour of your property to allow online buyers the opportunity to take an online walk-through? How does the agency stack up against other agencies that are advertising on a local level? You should have a good feel for the answers to all of those questions based on the agent search you did when you bought the property.

After you choose an agent, monitor the plan carefully to make sure that promises turn into actions. If the plan isn't implemented, ask the agent to make corrections. If no corrections are made, ask to be released from the contract. Remember that the broker in charge is your agent too, and he should be notified if the listing agent does not follow through on promises.

Open Houses

Most open houses held for buyers do not sell the house being shown. A better type of open house is one held for real-estate agents — the people who are in control of showing your property to buyers. At the very least, your agent should have a showing for all other agents within his office, but holding a second open house for all agents within the MLS is also highly recommended. They won't all attend, but everyone who does will tend to remember your property when a suitable buyer comes around.

Ask as many questions as you need to determine which agent is best for your needs, but keep in mind that final agent selection will require some gut instinct on your part. Personalities come into play, so you'll no doubt choose an agent based in part on the knowledge that you can get along with that agent during the listing period. There are plenty of good agents out there. Don't choose someone who you cannot stand dealing with, because there's surely someone who can offer good services and a good working relationship.