What can a real estate agent do to sell my house that I can't do for myself?

Actually facts and experience show the difficulties of trying to sell your own house usually far outweigh the benefits. Here's what your agent does that a homeseller can't do or finds hard to do:

• Places your property in the Multiple Listing Service (MLS), which exposes your house to all the buyers working with cooperating member brokers. This effectively puts every agent in town to work helping to get your house sold.
• Provides solid up-to-date market information with recent sales and current listings that helps you price your house realistically. Such pricing is crucial to the possibility of a quick sale at the best price obtainable.
• Shows your house whether you're in or not.
• Provides pre-qualified buyers who know what they want and how much they can afford. Screening prospects saves you the hassle of "sightseers" or unwelcome visitors.
• Shows your house to the best advantage . Buyers often shy away from asking homeowners questions, homeowners are sometimes defensive about defects in their houses. An agent can answer necessary questions objectively and guide the buyer to a purchase.
• Helps you negotiate the sale. Without an experienced mediator, many situations bog down.
• Leads you and the buyer through the maze of rates, points, fees and financing. Without expert knowledge of alternative financial options, sales are lost.
• Protects your interests from contract to closing.

What does a listing agent do between signing of a listing agreement and sale?

• Enters a description of your house and your terms in the Multiple Listing Service (MLS) of houses on the market in your area.
• Shows your house to prospective buyers.
• Advertises the house.
• May hold an open house.

Your agent keeps tabs on changes in the real estate market and tells you what's new in mortgages, what sales have recently been made, and what pricing fluctuations are in view. You'll know what responses have come back from prospects.

How and where do agents find buyers?

Agents are constantly in contact with the largest number of potential buyers. Typically, 60% come through referrals from past customers, corporate contacts, friends and the Multiple Listing Service; about 20% come from "For Sale" yard signs and company reputation; and 20% come from promotions and advertising.

Why and how does my agent "pre-qualify" buyers?

Your agent is trained to politely ask buyers the right questions about their finances. It's a far easier task for an agent than for a homeowner.

Factors that determine a buyer's ability to pay include:

• The buyer's employment, job title, length and stability of employment.
• Income and general financial position.
• Debts.
• Cash for down payment and closing costs.
• Maximum affordable monthly payments.
• The existence -- or not -- of another house to sell.

The time period during which the buyer must reach settlement, and the buyer's urgency to buy.

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