By Elizabeth Putnam, Real Estate Broker | Mosaic Community Lifestyle Realty | Asheville & Western North Carolina
Hint: It's about much more than finding out what your house is worth.
You've decided to interview a few real estate agents. Great!
Now what?
A listing consultation is an opportunity for you and a prospective agent to get to know one another, review your property, discuss the current market, and explore what selling your home might look like.
I generally recommend setting aside one to two hours for a thorough consultation.
There's quite a bit to discuss, and I don't believe this is a conversation that should feel rushed.
First, Let's Talk About Agency
In North Carolina, real estate agents are required to review a disclosure called Working With Real Estate Agents with prospective sellers at first substantial contact.
I know. Paperwork before we've even gotten started!
But this is an important conversation.
The disclosure explains the different types of agency relationships and whom an agent represents.
Here's something every seller should understand: Until you have entered into a written listing agreement, you should not assume that an agent represents you or that information you share is confidential.
That means you should be cautious about revealing information such as financial pressures, your bottom-line selling price, or circumstances that might affect your negotiating position.
And signing the agency disclosure itself does not mean you have hired the agent.
It simply acknowledges that the disclosure has been provided.
Understanding the Listing Agreement
During a consultation, the agent should explain the proposed listing agreement and give you an opportunity to ask questions.
Important items include:
- The proposed listing price
- The length of the listing agreement
- When marketing will begin
- The listing brokerage's compensation
- Any compensation you may choose to authorize toward a buyer's agent
- The marketing arrangements and services
- Other important responsibilities and contractual provisions
Real estate compensation is negotiable. There is no legally required or standard commission rate.
That doesn't mean every agent is required to work for the fee you propose, but it does mean compensation should be openly discussed and agreed upon.
Sellers may also choose whether to offer compensation toward a buyer's agent. Your listing agent can explain the potential benefits and considerations, but the decision about what you are willing to offer is yours.
The goal is for everyone to understand and agree to the terms before signing.
Let's Tour the House!
This is one of my favorite parts of a listing consultation.
I want to see the house, hear its story, and understand what makes it special.
As we tour, I encourage sellers to tell me about improvements they've made since purchasing the property.
Have you replaced the HVAC? Installed a new roof? Renovated the kitchen? Added a bathroom or finished part of the basement?
These details are important.
But here's an interesting distinction: Not every improvement adds the same amount of market value.
Replacing an aging water heater or HVAC system may be important for buyer confidence, but buyers generally expect a home to have functioning basic systems. Kitchen renovations, bathroom improvements, and properly completed additions may have a greater influence on market value.
Even then, a $50,000 renovation doesn't necessarily translate into a $50,000 increase in your home's selling price.
Permits, Square Footage, and Property Records
If you've completed significant renovations or added finished living space, I'll want to know whether the appropriate permits were obtained.
This is especially important if the improvements changed the home's square footage, bedroom count, bathroom count, or structural components.
It's also a good idea to review your county property record.
Does the recorded information accurately reflect your property?
Are the bedroom and bathroom counts correct? Is the square footage reasonably consistent with the home's actual layout?
Keep in mind that tax records, permit records, and MLS square footage are not necessarily the same thing. An agent may need to verify measurements, finished-area qualifications, and supporting documentation separately.
Identifying discrepancies before listing can help us determine what additional documentation or investigation might be necessary.
Preparing Your Home for Market
As we walk through the property, I'll also be thinking about presentation.
Would fresh paint make a difference? Could the landscaping use a little attention? Is there a room that would photograph better with less furniture?
Sometimes the recommendations are simple.
Other times, there may be repairs or improvements worth considering.
My goal is not to hand you an overwhelming renovation wish list. It's to help identify the changes most likely to make a meaningful difference.
Understanding the Current Market
Once I've toured the property, we'll talk about market conditions.
This is where the numbers come into play.
I review relevant comparable sales, current listings, properties under contract when useful, and broader market trends.
Sold properties help establish what buyers have recently been willing to pay.
Active listings tell us what we're competing against right now.
And market activity gives us insight into demand.
A useful market analysis should be data-driven, not simply based on an agent's opinion.
I may have an initial pricing range in mind during our consultation, but sometimes a home requires additional research before I'm comfortable recommending a listing price.
That's especially true for unique homes, properties with substantial renovations, or homes with limited comparable sales.
I'd much rather take the time to get the analysis right than rush to give you a number.
Let's Talk About Marketing
Before we finish, we'll review how the property would be marketed.
This is a great opportunity to ask an agent to show you examples of their current listings.
How are the photographs? Is the property description informative? Are floor plans available? Is there video?
You'll also want to ask about staging, open houses, broker events, print materials, digital marketing, and communication throughout the listing.
The services included in a listing agreement can vary significantly from one agent to another.
Make sure you understand what you're getting.
The Goal of a Great Listing Consultation
By the end of the conversation, you should have a much better understanding of your home's market position, what preparation may be needed, how the agent works, and what the next steps could look like.
You should also have a sense of whether you're comfortable working together. And remember, you don't need to make a hiring decision on the spot.
Take your time, consider the information, and choose the person who feels like the right fit.
This is the beginning of a working relationship, and a good one makes the rest of the process a whole lot easier.
- Selling Guide
