Question: How do you feel about your negotiating abilities? What are some examples of how your negotiating has helped your buyers? Work with a real estate professional who likes to negotiate and is good at it. After all, your agent is your spokesperson, the individual fighting your cause.

Question: How do you present a low offer to a seller of an overpriced property? This is difficult to answer without more specifics, so prepare a realistic scenario including an asking price, the percentage the asking price is over market value, location of property, etc. The answers you get will not only tell you about the agent’s negotiation know-how, but how realistic he or she is about market  variables.

Question: Do you prefer the four or eight-page contract? Why? The agent you use should understand the differences and be able to clearly explain them to you.

Question: What contract concerns do you have when representing buyers?  Which specific contract clauses favor the seller? How would you handle them when representing me? Which clauses are pro-buyer? In what ways might the seller counter those?

Most buyers are not interested in becoming experts on real estate contracts. That is not the purpose of these questions. The point is to observe how the agent handles the questions and whether you believe he or she has a good grasp of the subject.

Question: What kinds of inspections do you recommend for buyers? Which inspectors do you use and why? What are the various kinds of problems that can come up relating to inspections? What about work done without permit or not to code? What happens when inspections uncover serious, expensive problems not previously disclosed by the seller? (This question spans both an agent’s negotiating skills as well as his or her technical expertise.)

Question: What are some of the local, state and federal safety and disclosure requirements related to residential real estate transactions? How could these effect my offer or my decision to buy?

Question: What red flags do you look for when doing your agent’s inspection for the Transfer Disclosure Statement? An example would be standing water under the house or water stains and a moldy/mildew smell. This could indicate a drainage problem, particularly if there has not been a hard rain for a while.

Question: Which areas do you specialize in? This question can be important, but judging the answer can be tricky. If the agent claims to cover too wide a territory, be concerned. The longer an agent has been in business, however, the greater the chance he or she has done repeat business in a number of areas. It is not necessary for an agent to have seen every house in every neighborhood. Only people who are not doing much business have the time and inclination to see everything that comes on the market.

Question: Which areas do you personally prefer and why? If you are interested in locations that the agent knows and likes, that is a good match.

Question: Do you have a “farm?” A farm is a geographical area an agent concentrates on to get listings. The size can vary from several hundred to thousands of homes. A Realtor  who diligently works a farm can provide invaluable information gathered over years of community involvement. This is often the area the agent prefers (see the question above).

Making the choice
At this stage, you may have met a number of agents at open houses and, possibly,  through referrals. Review in your mind who had the combination of effective communication skills, technical competence and market knowledge. It goes without saying that you should work with someone who also has a proven record of success.

Regarding real estate companies – an agent’s abilities are more important than the specific company. This is why past clients usually follow agents to their new company rather than working with someone else at the old company. As the saying goes, “People work with people, not companies.” Be circumspect about agents who stress their company more than themselves.

Common wisdom is to interview three agents. This is not a bad idea if the first two did not make a strong impression. If, on the other hand, you are incredibly impressed with the first or second one, I say go with that individual. Unless you have signed a buyer-broker agreement, which is not common in this area, you are not obligated forever. If the relationship does not work out to your satisfaction, you can tell the agent why and find another.

A word about loyalty

In this time of decaying ethics, especially in business, more than ever you need someone you can trust. In exchange for his or her loyalty, however, you must be willing to give yours. Most successful agents ask their buyers to agree to work with them exclusively. If you have found an agent you consider worthy of your trust, this request is reasonable. The agent, after all, is risking a considerable amount of time and effort with no guarantee he or she will ever receive a commission check.

Understand that buying a house is more about your relationship with the agent than about the exact house you select. Deciding on the right agent for you makes all the difference in the world. Take the time to choose wisely.

Related Articles: How to Interview Agents, Part 1, Part 3, Part 4; Use Local Agent; Clarifying Reality; Another New Contract, Part 1 and Part 2; Not Just Termites, Part 1 and Part 2; Are Permits Important?; Check Drainage; What Is A Bedroom?; Understanding The Market