You finally found a house you love and are ready to make an offer. Your agent told you bids are being heard next week, but he confused the date. It was last week and you lost your chance. Wouldn’t you be devastated?

Sadly, this situation happened recently. It was caused by a failure to communicate. A simple call to the listing agent would have saved the buyer heartache. That call was never made.

The seller found out when the buyer showed up outside the property and said, “I will be making an offer next Wednesday.” The seller responded, “I’m sorry, we advertised contracts would be heard last Wednesday, and I accepted an offer.” The shocked buyer just stood there in disbelief.

Although the date the seller was going to review bids had been spelled out in the Multiple Listing Service (MLS) and was conspicuously posted in the house, neither the salesperson nor the buyer had paid close attention.

While not applicable in this case, presentation dates commonly change. This is why rule number one for a selling (buyer’s) agent is to always speak directly to the listing agent well in advance of presentation.

Some agents do not specify in the MLS how offers will be handled. Will there be personal presentations or “drop-offs” of contracts? Has the seller decided to look at offers “as they come,” or is there a date set for offers? Would the seller consider a “pre-emptive” bid even if a date has been established?

Effective agents make the calls to find out this and other information. For example, what does “As Is” mean? Which reports are available for the buyer to review before offering? Why is the seller selling and where is he moving?

Although the above may seem obvious, more agents than you might imagine simply show up with an offer or fax it without ever taking the time to obtain the relevant facts.

Top buyers’ Realtors stay in touch with the listing agent right until the time of presentation. Calling the listing agent is even more important if the offer was written a number of days before the bid date.

Without telephoning beforehand, the selling agent is arriving without knowing how many offers he is competing against, if any. As a buyer, wouldn’t you want the opportunity to base your offer on the degree of competition?

The listing agent’s ability to communicate is also critical. His job is not just to market the home; it is to represent the seller in dealings with agents, buyers and others. This requires considerable experience and expertise.

Negotiating counteroffers and inspection problems is another area where your agent’s communication abilities could save or cost you thousands. Some real estate people are incredibly adept at this; others are not.

The average buyer or seller may not know the questions to ask about the process. What are the implications of a contract without a loan contingency? There are different considerations for buyers and sellers.

Why is the amount of the buyer’s deposit important and how is this related to the Liquidated Damages Clause? What happens if the buyer defaults on the contract?

How does one particular home compare to others on the market in terms of style, size, condition, location, floor plan and many other items? A listing agent must explain these issues to his seller to set a framework for pricing. A selling agent needs to help the buyer understand how these factors effect value. Does your real estate representative do a good job of imparting this knowledge to you?

Is the home likely to receive multiple offers? If it does, what are the best and worst-case scenarios? Which problems can be expected during the escrow? How can they be minimized or, preferably, eliminated?

A true pro will be able to put these concerns into perspective from both the buyer’s and seller’s standpoint. It is not just what he says, but how he says it that allows the buyer or seller to understand the answers. This is what differentiates excellent communicators from others.

In addition to oral skills, communicating well necessitates the ability to write coherently. A listing agent who has the capacity to write will have creative marketing materials. Elite agents always accompany their purchase contract with a cover letter, briefly introducing the buyers and explaining the advantages of their offer.

When disagreements arise during, or after, the escrow, an agent’s writing proficiency can be a tremendous asset to his buyer or seller. The Realtor who can succinctly summarize the issues is providing an invaluable service. The less accomplished individual may allow a problem to fester rather than put the offending party on written notice about the consequences of not acting in good faith. This failure can be costly to his client.

During the escrow is too late to find out your agent gets a low grade as a communicator. To tell what to expect before committing to a particular agent, request recent references and contact them. Ask how often this person kept in touch and how clear were his explanations.

Remember, because someone is personable at an open house or on the phone does not mean he will meet your needs. Ask past clients how much the agent cared about representing their best interests. How did he navigate roadblocks when they occurred? Is he reliable and trustworthy?

In a business world where personal communication is disappearing, decide how important this is to you. You do not have to settle for the real estate equivalent of the endless computerized voicemail loop where you never speak with a live person.

Residential real estate is a hands-on, people business. Your personal relationship with an agent can make the difference between a successful or less-than-successful transaction. Insist on someone who cares enough to communicate consistently, and you stand a much better chance of a happy ending.

Related Articles: How To Interview Agents, Part 1, Part 2, and Part 3; and Confirm Competing Offers