How to Find a Great Real Estate Agent

What Makes a Real Estate Agent Great?
With so many Realtors to choose from today, how does one know which one to hire and represent them in buying or selling a home or property?  It's an age old question and one that isn't easily answered; thus, this will be a 3 part series, so be sure to read the other articles following.

A simple question, but one that is very complicated, as such a determination is qualitative and based upon the definer's knowledge, experience and viewpoints.  I've heard it said, and often remind my Real Estate clients, "Agents get the clients they attract, and clients get the agents they deserve." and such has never been truer.  Like attracts like, Karma does come into affect, and what goes around comes around. 

To help you, we need to begin with a definition and then move forward into a list of traits, skills, and other identifiers, as without them you won't know how to find a great Real Estate Agent.

The word 'great' defined, from Dictionary.com

great [greyt]

–adjective - wonderful; first-rate; very good

–noun - a person who has achieved importance or distinction in a field

Real Estate is a relationship business, it is a service industry, providing a service to clients.  So how does one define a Real Estate Agent as great?

With service businesses we consider the level of customer service, the quality & price of their products, and the value of their services.  However, since a Real Estate Agent is a person, we have to consider some other attributes, like personal traits, knowledge, experience, reputation, communication skills, persistence, organization, and relationships.

Always encouraging others to ask questions and with the belief, "A path begins with a question, so what questions are you asking?"  Thus, "what makes a Real Estate Agent great?" is the question, but then the path continues to the next question, "A great Real Estate Agent to whom?"  Are we talking about their clients, their peers, their Broker, or whom?  In order to determine if someone is great there have to be benchmarks, something tangible to compare with.  This is why answering this question is a bit complicated.

When one dissects the variety of converging disciplines needed to really excel at the job of being a Real Estate Agent, arguably one would have to be highly versed in many skill sets to be considered technically great.  Ultimately, what makes a Real Estate Agent great is based upon the fulfilled needs of their clients AND their reputation with other Real Estate Agent, Mortgage Lenders, Title Insurance companies, and other related real estate professionals AND their personal traits.  It is agreeably difficult to define this question and provide a clear answer, so lets take a look at aspects that should be required or at least that should be expected in order to be defined as a great Real Estate Agent.

A Great Real Estate Agent ...

• possess communication skills needed to leverage it where it matters today - online where tomorrows client resides.
• is one who returns calls and E-mails quickly.
• customizes their approach and focus to meet the individual needs of their client's needs.
• doesn't lose contact with past clients and leads.
• possesses Emotional Intelligence.  Can they listen to their clients and really understand their needs?  Can they do the same with other agents and encourage win-win negotiations that encourage the best outcome for all parties (especially the one they're representing, of course!)?  Can they understand multiple parties’ motivations and goals, assess the situation and then adequately communicate with all parties to come to an appropriate resolution?
• keeps organized, along with assisting their clients to stay organized throughout the home selling/buying experience.
• possesses Analytical Intelligence. Can they adequately analyze and interpret available data? Arguably that it is absolutely vital to be able to understand your market data. Whether on the buying or selling side, a Real Estate Agent cannot be a "great Real Estate Agent" without understanding the market and helping the consumer do the same. It is a big part of the Real Estate Agent's job to be interpreters of the data to assist clients in making wise, informed decisions about what is most often their largest investment?
• maintains at all times the highest level of Integrity, Honesty, and Professionalism.
• possesses Marketing Intelligence. On the selling side, do they "really" know how to market a home, and are they willing to make the investment to properly represent the properties in their portfolio to meet/exceed their clients' goals? On the buying side, do they understand branding to the extent that they are reaching their ideal client whose needs they are best capable of servicing?
• is always update on their education, training, and accreditation's, and even goes beyond what is expected or required in order to become well informed in many areas as they relate to the real estate industry, their community, and their clients' needs.
• knows the client. They know what motivates their clients, they understand the needs of their clients, they listen to their clients, clearly understand the client's need for the frequency and quality of communication required for their client to maintain peace of mind.
• knows their craft.  They are knowledgeable about real estate laws, paperwork, and know how to effectively negotiate a deal.
• is one who is consistently on the move, learning, adapting, growing, evolving, honing the things they excel in to the point of mastering them and embracing the things they are weak in and seeking out support and solutions to strengthen them.
• is one who regards the brand they work under and believes that the client comes first at all costs and performs in accordance with that philosophy.
• is always prepared.  Prepared to resolve client issues, prepared for client interviews, prepared for any issues that might affect the client's viewpoint in a negative manner.  Also prepared and proactive to overcome possible objections or issues before they arise.
• enlists the professional services of others in order to provide the best service possible for their clients - photographers, home stagers, writers, marketing consultants, etc.

You may agree with the above statements or argue their validity in the determination and use of the term "great" as it applies to the basis of the original question.  In either case, these are some of the key statements that most agree upon and the keys to conducting an interview of Real Estate Agents prior to selecting one to work with you during your next real estate transaction.

Read more in the next articles in this series:

Great Real Estate Agent: "Ease of Use"

Interviewing Real Estate Agents