Selling a home tests your skill at handling the unexpected. You don’t know when or where a problem or opportunity will crop up and what your options will be. The process is easier if you find a real estate agent who tells you what you need to know when you need to know it and clearly outlines options. To get there, you’ll want to size up real estate agent communication skills by asking the right questions from the start.
Questions to Find a Compatible Real Estate Agent
Before you begin interviewing agents, figure out your preferences and priorities. How much explanation and detail do you prefer? Are you OK with some jargon? How many contacts would be enough — or too many?
When you interview agents, ask these questions:
- How and how often will you update me about developments and problems? Do you use email, text, phone, or video messaging like BombBomb? If their approach differs from yours, find out if they’re open to your preference.
- How quickly do you usually respond? Listen for realistic answers. For example, an agent who promises to respond within an hour is unlikely to do that, despite good intentions.
- Who can I call if you’re unavailable? Do you have a backup system or person? You may need another contact in a pinch.
- How and when will you inform me about showings and feedback? Make sure the approach and timing meet your needs for updates and input.
- What’s your process for handling problems? A thoughtful answer that focuses on problem resolution hints at more effectiveness than generic answers. Also, be wary of an agent who seems uncomfortable with the topic.
Check for Real Estate Communication-Related Skills
You can also use the interview to gauge these three related skills:
- Listening. Signs of a good listener are taking notes and asking follow-up questions. Red flags include talking over you, seeming distracted, using jargon, and overlooking opportunities to provide helpful answers to your questions.
- Receptiveness. Do they consider your input, or do you get a sense they’ll automatically dismiss it? Ask for an example of when they acted on seller input.
- Motivation. Do they seem genuinely invested in selling your home and taking care of you, or are they more transactional, focused solely on the short-term goal of selling your house?
Tips to Support Effective Communication
You can keep communication on the right track by following this advice from sellers and real estate professionals.
Trust Your Instincts
Cindy McFadden and her husband are homeowners who live in eastern Tennessee and have bought and sold a dozen homes together. “The right agent for you is someone you instinctively click with — in how you share information, ask questions, and make decisions together,” says McFadden. If something feels off initially, communication will likely be an uphill battle.
Lay It All Out
Establishing clarity early sets you up for success. “Poor communication is a root cause of a tough selling process 100% of the time,” says Jeff Lichtenstein, CEO and broker at Echo Fine Properties in Palm Beach County, Fla. Stating your expectations is key. “A client who is an engineer might want detailed written updates. A busy executive says, ‘Call me when we get an offer.’”
Keep that transparency going during the sales process. Be open about your timeline and financial expectations and update the agent about any changes. If you don’t share those details, your agent may guide you toward decisions that don’t fit your situation.
Raise Emotional Issues
Selling a home can be emotional. But when you share the emotional aspects of the impending sale with your agent, they can help by communicating how to push through the tough moments. “When emotional situations arise, we help clients reflect on the difference between their house and their home. People want to buy your house and make it their home,” says Dan Timm, lead broker at The Forward Group at Baird & Warner in Libertyville, Ill.
Most home sales include a surprise or two, but effective real estate communication makes coping with them easier. Before you settle on a real estate agent, check for communication compatibility, and your agent will help you keep the pressure in check.
Carolyn Nichols is a freelance writer focused on answering homeowners questions, making home ownership feel more manageable. She draws on years of experience uncovering and addressing the issues homeowners need to understand to make smart decisions.
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