Today I want to take a tangent and discuss real estate — specifically real estate agents. I have a good family friend that is looking to buy their first home, and their experience hasn’t been easy. That’s not to say that buying real estate is ever easy, but dealing with a real estate agent should be easy. That’s what they’re there for!
Beyond my friend’s transaction, I started thinking about my experiences in real estate, as well as discussions I’ve had with friends and family. Without a doubt, real estate has drastically changed over the last 20 years — even over the last five years since the mortgage debacle. And all of my conversations seemed to point to one conclusion — what do real estate agents really do anymore?
Before you jump to conclusions – I’m not advocating you skip an agent. They still bring some value to both buyers and sellers. What I am going to talk about is what they are supposed to do, what they do looks like in practice, and what value their services should cost.
Let’s break it down.
What Real Estate Agents are Supposed to Do
The first thing we should look at is what real estate agents are supposed to do.
According to the National Association of Realtors, a buyer agent should:
- Provide you with information detailing current market conditions
- Help you with financial information, such as how much house you can afford
- Guide you through the home purchase process, including getting financing and what information you’ll need to provide
According to the National Association of Realtors, a buyer agent also can:
- Help you understand: real estate values, taxes, utility costs, municipal services and facilities, and local zoning ordinances
- Research homes for you using tools like MLS (Multiple Listing Service)
- Show you homes best-suited to your needs
- Facilitate the negotiation of a home purchase
If you’re selling a home, here’s what a real estate agent is supposed to do for you:
- Provide up-to-date information on the market to determine a reasonable asking price
- Show you the terms and conditions of competing properties
- Develop a marketing plan that could include repair suggestions, open houses, advertising, etc.
- Provide security for your home when it is being shown to strangers
- Negotiate the best price for your home
- Monitor the sale process, renegotiate as needed, and resolve issues prior to closing
Now that we have a good baseline, let’s take a look at what they really do.
The Internet Has Eliminated Most Private Information
It used to be that real estate agents had a secret weapon of information: the MLS. With this private/paid tool, real estate agents could list properties, see transaction histories, and get market analysis. If you, as a buyer or seller, wanted that information, you had to pay for it — in terms of hiring a real estate agent to represent you to get the goods.
However, today, there are 50+ real estate websites that publicly display that same information. You want market comparisons? Check out the recently sold section of Zillow.com. Is that comp really a comp? There are pictures for you to check out as well!
Beyond using these mainstream websites to do your own research, let’s look at how the buying process looks in reality. If you want to buy a home, you’ll typically contact an agent who will ask you for all the criteria you’re looking for in a home. That agent will then take that information, and set up an automatic screening for you in the MLS. Then, each day, you’ll get an email digest of all the homes that have come on the market that match your criteria.
While this is a handy tool, the same information can be found publicly. In fact, I look at this more as a way out of having a real estate agent showing homes. In fact, I rarely hear about real estate agents actually taking clients to homes anymore — it only happens on House Hunters. Instead, what typically happens is that the clients do their own research, and then simply tell their real estate agent which houses they’d like to see.
Want tax information? It’s online. Want local parks and school ratings? It’s online. Want to know about crime in your area? It’s online. What to know how the neighbors are? Sign up for Neighborhood.com and get a glimpse yourself.
But I’m getting ahead of myself . . . .
Do You Even Need a Real Estate Agent to View a Home Anymore?
Beyond the MLS, many properties are now coming to market with their own websites that have hundreds of pictures of the house. Some even go as far as putting together virtual tours of properties so that you can get a real sense of things.
However, viewing properties online will never replace checking out a property in person, but there are open houses, or you could simply go to the house and peek in the windows!
The only time you actually need to call a real estate agent is if you want to get inside the house without breaking in! And by that point, you’ve probably already short-listed the property.
So You’ve Found the Home — They Help You Negotiate, Right?
In my own past, I’ve put in offers for roughly a dozen different pieces of real estate, and never have I really felt that a real estate agent negotiated for me.
The conversations typically go like this:
Me: I’m thinking about putting in an offer.
Agent: How much do you want to offer?
Me: What do you think I should offer?
Agent: Well, the seller has it listed for this, and the comps look like it could go for this.
Me: Well, what do you think?
Agent: Well, offer what you’re comfortable with.
Me: Thanks for being so helpful.
Do you see my point here? I’ve watched enough Million Dollar Listing shows on Bravo to understand it doesn’t usually work that way. I’ve never had a agent tell me they think they can get me “this great deal,” or that “we should go in at this price.” I’ve found that real estate agents have simply become messengers — just doing what they’re told by their clients.
But They Help With Financing, Right?
Nope. Every real estate agent has a mortgage broker that they work with. 90% of real estate agents have no clue what they’re talking about when it comes to mortgages and financing options. They’ll simply refer you to the mortgage broker that they know.
I don’t know what the agreements they have look like – but I have a hunch there is something. For example, on a deal I recently looked at, the sellers agent made me get prequalified with their mortgage broker to even consider presenting our offer to their client. It felt extremely dirty – and the sleezy mortgage broker just put us on his list and hounded us for months until we finally got out number removed.
If you don’t know how much house you can afford, you need to head over to websites like Bankrate.com, and use their free calculators. If you’re still not sure, contact your favorite bank and see what they say you can afford. Don’t just take your real estate agent’s word for it.
Plus, there’s online mortgage lenders now that will help you without ever setting foot into an office somewhere!
Real Estate Agents Do Monitor the Transaction
Some of it they do. Actually, there is a new trend in the real estate transaction game: real estate transaction coordinators. For the last two properties I’ve worked on, once the offer is signed by both parties (the buyer and seller), the real estate agents disappear and you start dealing with a transaction coordinator.
The great thing is that the transaction coordinator is typically the smartest person that you’ll deal with in the transaction — they’re organized and efficient, and know exactly what’s going on with all details of the transaction and what needs to be done.
Chances are, if you call your real estate agent to check the status of the transaction, you won’t get a call back until the agent checks with the transaction coordinator.
Shoot, the transaction coordinator basically tells the real estate agent when they have to do something at this point — open the house up for an inspector or appraiser, or get the buyer or seller to sign a paper. The real estate agent typically has no clue about the details.
Talking to my parents, they were telling me it used to be the agent who did all the paperwork and ensured that everything was complete from start to finish — not a third-party.
So Let’s Look at Our List
Buyer agents:
Provide you with information detailing current market conditions— Zillow.com and Realtor.comHelp you with financial information, such as how much house you can afford— Bankrate.comGuide you through the home purchase process, including getting financing and what information you’ll need to provide— transaction coordinator
Buyer agents can:
Help you understand: real estate values, taxes, utility costs, municipal services and facilities, and local zoning ordinances— Zillow.comResearch homes for you using tools like MLS (Multiple Listing Service)— Realtor.com- Show you homes best-suited to your needs
- Facilitate the negotiation of a home purchase
Seller agents:
Provide up-to-date information on the market to determine a reasonable asking price— Zillow.com and Realtor.comShow you the terms and conditions of competing properties— Realtor.com- Develop a marketing plan that could include repair suggestions, open houses, advertising, etc.
Provide security for your home when it is being shown to strangers— This just doesn’t happen oftenNegotiate the best price for your home— See my story aboveMonitor the sale process, renegotiate as needed, and resolve issues prior to closing— transaction coordinator
So What Do Real Estate Agents Really Do Anymore?
Well, if you look at our list, it appears that buyer agents simply show you houses and give you the appropriate documents for the purchase. As we discussed, they also only show you houses that you tell them to — there is no real work on the real estate agent’s part to do this.
As for getting the appropriate documents — some people still do sell their homes themselves. In fact, it’s a trend that is growing in popularity. Since most documents for a home sale are standardized, you could buy or sell a house without using a real estate agent.
As for selling a home, a real estate agent typically is a marketing guy. That’s it. When selecting a seller agent, make sure that you’re looking for the best marketing person you can find — who cares if they know what your house is worth, you’ll have to do that part yourself.
This Is Always Controversial To Real Estate Agents
A few times a year, this post comes up in circles of real estate agents and it always strikes a cord. Some agents are happy about this post (in the minority), because they understand the modern day client, the way things are progressing with technology, and realize they need to step up their game to provide value to the transaction.
Sadly, I get more upset agents that read this and think I’m a terrible (or stupid) person for writing it, or I clearly dealt with “bad” agents. Maybe I did – in the big scheme of the United States, I’ve dealt with and worked with maybe a dozen different agents in my life (buyer, seller, other party’s agent, etc).
What I think it really comes down to is justification of value. Let’s take the sale of my home – $1,000,000. Did the agent really earn $50,000 for the work they did (or really, $25,000 because of the split with the buyers agent)? Did they do more work for me that when I sold my $200,000 condo and only earned $10,000?
I’m not purporting that people sell their homes themselves OR not use a buyers agent. I think as someone using an agent for both sides of the transaction, you need to assess the value you receive, and ensure that the compensation reflects that. I fully realize that the agent has fees involved, especially the selling agent. There’s photos, drones (today), time, not to mention the overhead of licenses, insurance, splitting fees with their broker, etc. All that means is that agents need to bring value more than ever.
If they want to earn their commission, they have to do more than add their clients to the MLS, send them automatic updates, and go to a showing. Or if they’re selling a property, they need to be marketing, and not just data entry into the MLS system.
What do you think? Are real estate agents worth a 6% commission? I’ve never passed 5%, but even that’s pushing it to me . . . . End rant.
Pauline says
Sadly I have never met a good realtor. The last one wanted over 10% commission to sell my house (read put it on internet and wait for people to come). They are all sweet telling you your house can sell for 1 zillion just to get the business, then do nothing for 3 months and tell you the same property is actually worth $1,000 so they can get a super quick easy sale. I ended up putting the ads myself and sold in 3 months for a better price.
Robert says
Really awesome to hear that you sold your home yourself. How did you find the process to be?
Emily @ evolvingPF says
My mom actually just became a real estate agent this year! I agree with many of your thoughts. (Also, I was surprised to find at how many things she is legally barred from saying/doing. A lot of them would be helpful to the buyer/seller!) However, I think that even if you could do everything that a real estate agent does – and probably few people can, skillfully – they still have a place to serve people who can’t or don’t want to do it all on their own. What you’ve described takes a LOT of work. I have observed that my mom is mostly working with people who are moving in from anther area or have super busy jobs.
Mark kasper says
So when the recession hit and for years even when things improving why were no top performers selling anything? They are geniuses only when the economy is good. No value. I don’t know anyone talked into a home by a realtor. Seriously. You think people are buying the home because the realtor was the deciding factor? Hilarious!
Michael says
Mark,
Purchasing a home is often the most significant financial commitment that an individual(s) makes in there lifetime. With that said, you are absolutely right, they are not being “sold” by the Realtor. The Clients have made a decision to buy a home and seek out expertise and guidance from a Professional (Realtor) that is involved in the process of buying and selling homes daily. I can assure you that a majority of buyers are better off to have a Realtor working for them. I say this with hesitation, but it is similar to trying to represent yourself in a court room without a Lawyer. As with any profession there is a diverse spectrum when it comes to quality.
In theory, it is an easy job. When you actually get the license yourself and then begin the process of building a career, you quickly face a very evident reality. Getting a license is the easy part. Becoming successful takes much more work than most would expect.
Just my thoughts.
Money Beagle says
I have used the same realtor for all three of my real estate transactions (buying a condo in 1999, selling that condo in 2007 along with buying our current house at the same time). He was a referral from a family friend and I think he did a great job.
He did actually work a better price for us. We made an offer on our house, and the seller came back with a counter offer that was their ‘final offer’. I was prepared to accept it but my realtor said ‘I know the agent, so let’s try once more. Go in $5k cheaper.’ I did so and they accepted.
The commission on my condo was about $6k, and as he later pointed out, his push basically brought that down to practically nothing. Since he got 3% of the commission on the house we bought as well, he effectively cost himself $150 by advising us on the lower offer.
In that case, I think he was very useful and was worth his cost.
Michelle L Shelton says
Love this as this is how it is supposed to be! Kuddos to your realtor
Jacob says
But doesn’t that illustrate the problem perfectly? “How [they’re] supposed to be”, in your interests, is against their own interests. Therein lies the problem.
Sheila Mechem says
I agree we have an agent who A YEAR LATER was supposed to be helping us sell our home. She couldn’t even keep up with her listings not to mention she put it on 1 website the MLS. Upon our contract ending, I informed her that we would be using someone else. Low and behold I then started receiving reports from realtor.com. Here’s some advice: ask them on what sites do they list their properties then CHECK IT two days later if it’s not there make sure u put a revision in the contract that if your home is not in all of those sites, they are fired!! I may have learned the hard way but know I know
Eric says
Those are third party sites and real estate agents do not list on third party sites as they have NO access. Third party sites PULL the information from MLS. Do your research as to how thinks work before making an ignorant comment.
BT says
That is a feel-good story but what about the seller’s agent? What did he do for his $6K? He caved and cost his clients $5K. It sounds like both agents just wanted to get the deal done so they could get their commission. Agents claim to be able to save buyers money and get the top dollar for sales. However, you can’t have it both ways.
Chuck says
“It sounds like both agents just wanted to get the deal done so they could get their commission. ”
You do realize there’s nothing wrong with wanting to be paid for working, right? Everybody says “commission” like it’s a four letter word, yet what nobody ever wants to poitn out is that it’s the only way Realtors get paid. All those times we show you property or coordinate appointments, or market listings, or chase lenders for you because you’re not getting your phone calls returned, or chasing the HOA because your question about fencing or whether you can purchase a 5 pound dog – we don’t get ANYTHING unless you actually buy a house. We have families, mortgages, car payments, just like everybody else, and all of that costs money. So honestly – why do you begrudge us getting paid? What is your problem with us getting a commission?
Furthermore – it’s not “caving” if it’s a contract that everybody’s agreeing to. This idea that everybody has to be adversarial in a transaction is honestly very ignorant and makes the entire process miserable for everybody. Do yourself a favor and tell any future Realtor who draws the short straw to work with you what your intentions are up front so they can never return your calls or emails, because at the end of the day all you’ll do is frustrate everybody with your self-centered attitude and hurt your agent’s reputation for even associating with them.
H.L. says
I agree with Chuck’s comments. It’s surprising how much people want to paint all agents with a broad brush and devalue what we do. I’ve only been an agent for a little over 6 years but it’s the most difficult and selfless job I’ve ever done. I’m committed to working hard for my clients and handling their transactions from start to finish, paying close attention to every detail. There is so much work that takes place to get someone from the point where they decide to buy or sell a house, all the way to the closing table with a happy outcome. Every industry has its bad apples but there is such an effort to undermine and demonize us at every turn. Because I do a fabulous job for my clients, they are more than happy to give me great testimonials, referrals, and repeat business. But getting people who don’t know you to trust you, and to understand how much you can help them is harder and harder because of bad press like this article. It’s a shame.
Merlee Kay says
All the agents jump in to say “not all agents are like that.” So predictictable, like the cops.
Well most are like that. They will work so hard to get the listing, and then once they have it, that’s the end. The sign goes up and they wait. And in a week or two, they’ll start hinting at dropping your price.
Smh!
Mark Kasper says
Being an agent is the most difficult job and selfless at the same time. What? I’m sorry. I’m sure there are better agents than others and it probably comes down to listings and not actual selling. Recession no one was selling houses by where I live. No one. Not even the top million plus performers who get trophies in previous years. But now market is good and realtors are geniuses again! Hilarious!
Sheila Mechem says
He’s absolutely right. Some agents just list a property and wait for others to sell it. THIS IS A FACT I don’t understand why you are so defensive unless you do it too I’ve hired an agent to sell my home. A year later I am finding this out. I TRUSTED HER only to find she ONLY LISTS PROPERTIES and waits for other agents to sell it for her. She has NEVER brought one of her clients here and we are in the most sought after neighborhoods. In addition we found out she works as a nurse full time and does this “on the side”. She blew 2 sales bynit getting back to agents immediately and waited a week to respond to them. So here I was answering the same 3 questions repeatedly for a week because she couldn’t keep listings straight and the buyers went elsewhere. So if your trying to say agents do not do this you are sadly mistaken
Chris says
I’m curious if you “want” your agent to bring a buyer if you have your home listed with her. Do you “want” her to represent you both, or do you want her to represent you are your best interests? Is this really a fair demand since her fiduciary responsibility is to you?
Tiffany Jennings says
Thank you Chuck. If we only had the foresight of each client to know which ones to avoid!
James Dericks says
What most sellers don’t realize is an agent can not sell your house for more than the market will give. Buyers shop around, and the buying agent makes them aware of all of the opportunities. So what makes you think your house will go for more?
A comparative market analysis, determines what the market value of your house is. The MARKET value. not the assessed, appraised, historical, emotional, sentimental, the how much money you put into it, or any other value.
Chris says
He actually got less than 3%. Unless he owned his own company, he shared his commission with his broker, paid several fees for services he provided such as his MLS (sometimes there are as many as 3 in any given market,) paid for the service to access the property, paid for gas and sometimes even lunch, paid for license fees and required classroom time, and a lot more. Most Realtors make about 1.75% of the sales price after fees are paid. So in your case, he made about $1500. How many hours did he spend working with you, would you say? If he spent 3 days showing you homes, and spent 6 hours per day doing so, plus the back work of another 6 hours, that’s 24 hours. $1500/24 = approximately $62/hour. That’s still good money, but he might not close another sale that month especially if it is in the winter. If he bought a closing gift for you, that means he was down into the $50/hour range. He would need to close a minimum of 2 of these a month to be just under the median income of $40,000/year.
So if anyone is upset about Realtors making so much money, consider that the ones you don’t like are the ones busting their butts out there working sometimes 100 hours a week. Sure there are some bad eggs, but that title goes to every profession.
Pat says
Good point. I would like my realtor to keep track of their “hours worked” and I will gladly pay them 20/hr. Instead we end up paying an insane amount. On a 230k house I would pay around 7k just to the seller’s agent. Even IF he put in 50 hours of true work on my home he will be making 140/hr. What kind of doctor was he again? What a joke.
jOHN FARABAUGH says
As this industry makes it easier to be an agent and you get more and more part timers, you will find the fewer and fewer good agents. But there is a reason 20 percent of the Agents basically sell 80 percent of the homes.
A good or maybe great agent has an extension amount on knowledge of not only the market condition, but also a good knowledge home construction, home maintenance, zoning, easements, legal recourse, inspections, types of mortgages, lender requirements per type, taxes, tax appeals, pricing strategies that work, strategies that don’t work, home preparation tips that truly work in your prices range, home prep tips that are worth doing, understanding how to negotiating against other realtors, understanding how to negotiate based on the type of buyer or seller, and many ..many more tools.
Also, these top agents have lots of contacts (or resources) at their fingertips to call for advice when needed. (e.g. …attorneys, surveyors, electrician, contractors, plumbers, insurance agents, and many other specialists) For instance, i had a seller that was going on market in 3 days…she call 3 places to replace bad carpet in the 2 bedrooms. They all told her they were 2+ weeks out. I made a call to my local flooring contact and …It was installed in 24 hours. Whether i need to make a call for advice on getting out of a flood zone, or handling a road maintenance agreement…i usually get those answers fast.
A good agent will use all his knowledge and resources to see ahead and prevent obstacles from arising. He know what could happen before most even know it something happened. Deals fall apart everyday. A typical newer agent will easily have 1 out of 3 deals far apart, whereas the best of us …maybe have 1 in 20.
So when you make a statement like “what do agents really do’?..Maybe you realize that every profession only carries a small percentage of people that do a great job and are worth every cent…The rest of them are just for the easy..simple deals that a monkey could do. Unfortunately they are far and few between anymore, and a poor uninformed agent can cost you the house you wanted or tens of thousands of dollars screwing your deal up or your marketing up. You make the choice of what you want. For those sellers that had a bad experience, many of them wanted to be cheap with their choice then complained what they got. Also, all top performers are not always great agents..some just though enough sh** of the wall and hoping enough will stick. Those are the ones that take on 30 and 40 listings and do not have the time to market properly in detail.
I can go on and on….but hopefully everyone can get the point.
‘NOT ALL AGENTS ARE CREATED EQUAL’
Angeli says
Dear John,
Great input and I got your point. Your comment is targeted at clients, but I, as a newer agent, am sad to read some comment like this. Being new at this, I am genuinely excited about the industry and many things that you need to learn and know, as well as many fees you have to pay to be in this role. I am trying my best to stay on top of all these things that I need to know but and the same time have little experience. Your comment basically implies that the client should never consider using a new very much determined agent But rather hire a person like yourself with contacts etc. Meanwhile I would have gone out of my way to get the best results for them, and for their transaction to be as smooth and as painless as possible, if given a chance. But public statetments and comments like yours make it nearly impossible for a newer agents to get business from public who potentially researches articles like the above. On the contrary, I would say the longer you are in the business, the more money you will demand from your clients for your valuable “service”, which doesn’t necessarily mean you service is indeed more valuable than that of the newer agent’s.
Andy Hough says
I think there are going to be some major changes in how the real estate agent system works in the next few years. There will probably be a lot more agencies with a business model like Redfin. I do think real estate agents provide some value, but I don’t think they deliver 6% value in most cases.
jacob | iHeartBudgets says
Our agent helped us become familiar with a process that we weren’t familiar with before. He also did help us negotiate a bit. But you’re right, it’s hard to say why commissions can’t come down a bit, because there is SO much information out there that you used to have to go to an agent to get. It’s a tough biz, and we’ll probably see a decline in commissions/agents in the next 10 years. If not, then people are just lazy 🙂
krantcents says
My wife and I use a long time friend who has 40 years experience in real estate. She knows us as well as we do. The information she provides is beyond the standard stuff. Is she worth 5-6%? Yes, but she also rebates part of her commission back to us so the net rate is lower.
Jason Hull says
Robert–I totally agree with your conclusion: if you’re selling one and don’t want to do the marketing yourself, find the best dang marketer you can who also happens to have a real estate license. There is one area where my Realtor has been gold. She gets the early scoop on the “fell into my lap” investment properties. She’s the magnet for the people who inherited the house from the mother, live 43 states over, and just don’t want to mess with it. Her response is always “I know this guy who can close in 7 days for cash. Are you interested?”
Game over.
For the one of her, I’ve seen 100 clots. I’ve also seen the attempts to break the cabal by fixed price real estate service providers. It’s the exact same problem that hourly financial planners face versus asset managers: people refuse to pay up front, even if they pay 10x on the back end.
So, I agree. 99 out of 100 Realtors waste time. The other one needs to be provided with lots of deals and love because she’ll make you money.
K Hobbs says
1st of all , Real estate agents, do NOT get kick backs from the mortgage officer!!! I have no idea where you got that priceless info and also, I know for a fact that most of the transactions I have been involved in this year closed because of my diligence and hard work and watching timelines and making sure things were done. And try to do a foreclosure by yourself, not too much fun. I do negotiate and go through hell sometimes to get what my client wants. I recently paid for a client to stay in the home past closing, just to keep peace.
Having a good agent is well worth the commission. Yes, you can go on many websites and look at property. Who do you think puts 95% of the listings online that your looking at genius. Professional real estate agents, and we pay $525.00+ for the privilege, as well as measure, take tons of pictures and do tons of dang paperwork that the lawyers at the state real estate com require. Also, I and most all agents pay a LOT of money to at least 3 different Realtor organizations, as well as the licensing dues and insurance dues and continuing education dues yearly. The MLS is not a magical thing, agents put that information on there. We pay a lot of money for advertising our listings, as well as the internet. I myself pay ZIllow more than you would think. Yes, i’m a real estate agent since 1999, and I know for a fact that there is more to it than most people think. You should try it sometime, for at least 2 years, and then see what you think. Just like running a restaurant, there is a lot more to it than just cooking.
Robert Farrington says
Thanks for sharing your side – I will definitely host your comments as long as they’re respectful.
I do have a question though – how much different is the work for a $60k condo or a $600k house? Does it justify a 10x commission?
Billy jones says
I was about to write this article myself, but I did a last resort search and am relieved that you have saved me the time. Thank you. I think most of the articles out are very outdated as , like you said, websites such as zillow , redfin , etc provide pretty much everything any investor or prospective home buyer needs. Orbitz, Kayak was to the travel agent like Zillow, Redfin will be to the RE agent. Fate is sealed. To answer your question tho I bet selling a 60k condo is actually probably more of a hassle than a 600k house! Have to deal with HOA stuff, other tenants in the complex that may hamper the sale etc…It is embarassing that it has taken this many years to unravel a completely ass backwards system. Its crazy that agents are just not salaried employees who receive some performance incentives like any other sales oriented position.
Dina says
I’m in my late 20s and my husband is 30 we just looked at a new constructed home after visiting the model home. We decided we were interested although we didn’t have an agent when we went to look I figured I’d reach out to an agent that I met at a different open house. I called the agent to get some information and get to know her before deciding if I wanted to work with her. She said because we already put an offer in she doesn’t know if they’ll allow her to work with us, which was fine because I didn’t ask for her service I simply called to get an idea of who she was and what she does. After my husband and I got off the phone to discuss somethings she had called back shortly after and said she reached out to the sellers agent already and they were ok with her working with us. At this point it was awkward to turn her away and the good news is that the builders would pay for our agents fees. This really left a sour taste in my mouth because she called without our consent and has been harassing me the whole night after that. She kept texting me when I told her I was at dinner and wouldn’t stop. I’m glad I’m not paying for her fees she hasn’t told us anything that we already don’t know. I’m really annoyed…but I understand it’s a business and next time when I call an agent I will tell them nothing until I am sure they are who I want to work with and if they have more to offer me.
Matt Slechta says
Robert,
The fact that you ask that question, and I’m not trying to be rude here, proves your ignorance about the process. The market, supply of buyers, for a 60k home is literally hundreds of times larger than the market for a 600k home. I can sell sub-200k condos in a weekend and get multiple offers just by pricing it competitively and placing it on the MLS. Then my seller gets to pick the offer they like the best, usually the highest one that is all cash, close in a week.
A 600k home doesn’t have even close to that many buyers looking at it. I literally have to go find the buyers (do some real marketing) to find someone willing to shell out over half a million for a home. And if the stats are even close to accurate of a realtor selling your house from 10-15% more than you’d do it yourself, that 10-15% means a lot more on that 600k than it does the 60k.
Robert Farrington says
I think that clearly depends on the location – major cities (like my location) will see multiple offers on most properties on listing weekend, up to about $1.2 million range. You won’t find a property less than $200k, even for a dirt trailer park stall.
Jeff R says
I agree. Robert you have no idea what you’re talking about to suggest marketing and selling a $60k home is the same as a $600k home. It’s completely different. Probably costs at least a few thousand to market a $600k home after you talk about pictures, many times drone photography is needed, most high end properties have very strict HOA’s. In Texas where I live many are acreage properties so then you get into large tract surveys, mineral rights, septic tanks, etc. I’ve spent all day on these types of properties navigating HOA rules and city ordinances on easements and restrictions. The amount of buyers that can afford those properties is much slimmer than the $60k Home that includes investors willing to throw cash at it. Investors don’t buy many $600k+ homes.
I know many Redfin agents. And they suck. You know why? Because they’re salaried employees and every client is the same. They don’t care. It’s like a waiter who doesn’t work for tips. There’s zero interest in providing a good service.
Zillow May be trying to make it easier to sell. But for higher end properties without a good agent many of the homes will sit there.
I’ve had many friends get into Real Estate…thinking “oh it’s easy. You just show homes.” A year later they get out because they realize how difficult it truly is. We work 80-100 hours a week sometimes. And good agents deal with so many behind the scenes issues that the client never even knows about. Trust me…I’ve had clients come running back after trying to sell their home themselves and being screwed because they got worked over by an investor or didn’t know how to handle any negotiations or repairs etc. it’s not as easy as it looks. Try it for a few months. I guarantee you if you do you will have a whole new respect for what we do
Mark kasper says
Let’s take one line at a time. You say it takes few thousand to market a $600k home after talking about pictures, drone photography versus a less expensive one . So pictures cost more on a $600k home? Drone photography is so expensive? Hilarious! Seriously. You just highlight a bunch of nonsense. Sound like a democrat and liberal. No proof, evidence, facts. Just bash everyone else who disagrees with you. But provide zero evidence. Make zero sense. Love the Internet. We now have these ridiculous comments for all to see. How about someone provide you with all the drone photos of their home. They give you the key, the photos, and you schmucks just have it listed on your realtors website, maybe a publication, and do a few open houses and your geniuses! Guess no regular joe could provide photos to be posted, and open the door for a two hour open house where people sign in and just need to be told to remove their shoes!
Mark kasper says
What? Makes no sense Jeff R. Do $60k homes even exist let’s say in Seattle, Washington D.C, Chicago, Atlanta, Anywhere in California? $600k in these places barely exist. You make zero sense! Say it costs more to market a $600k home. How exactly? The ad in that realtor magazine is the same size for the $60k home if they even exist as a $600k home. Go to Seattle and see how a $600k listing does! My grandmother could sell a home in Seattle, California, Chicago for $600k with zero experience.
Chuck Wilson says
how much different is the work for a $60k condo or a $600k house? Does it justify a 10x commission?
NONE – NO
Chris says
Actually, if you hire a good realtor, it does. A $60k condo does not require the level of advertising and marketing as a $600k home. A $600k home also requires a lot more time and effort because it is a larger investment that often falls under the jumbo-loan process.
On the flip side, if you hire an agent that is just going to stick a sign in the yard, then no… but a good agent should be giving you a checklist of everything that the do… and invite you to check the box when he or she does it.
Mark kasper says
Zero sense. A more expensive home requires more expensive ads and marketing! What? So that magazine even though the ad size is the same it costs more for a more expensive home? Please explain the more expensive marketing on the $600k home versus the $60k condo? This should be good!
SGordo says
Some Agents do receive kickbacks…..that’s why it became illegal. (@ K Hobbs)Still happens…don’t be naïve. Talk to any mortgage lender that has worked in the industry over 12 years. Amazing that you even think your statement was believable. And I guarantee, as hard as you think you worked on those previous transactions….The Escrow/Title and Lender (including Processing and closing) did over 95% of the work and got paid a fraction of your commission. So you paid a per diem because your Seller couldn’t find a place to live past closing? You should receive a medal- thanks for making sure we all know you’re a “stand up” Real Estate Professional. If you had negotiated the transaction correctly….that wouldn’t have been necessary.
The fact is, a weekend crash course that instructs you how to pass the test and $1000 can get you a license to start “THAT” new career.The majority, not all….but the majority have no clue what they’re doing. They saw the same thing ALL Agents did….big commissions, little education required. Plain and simple. Those that value perfecting their craft will always succeed in any Real Estate Market. But where there’s professionals with integrity and drive, there’s also Part-time Uber drivers and bartenders that call themselves Real Estate Agents.
Soledad Parker says
I had an agent who did indeed get a $500 bonus in 2017 for selling a foreclosure to me. She had done essentially nada & did nada during the whole process, knew absolutely nothing when I asked for answers, even gave me the code to access the home, and never showed up for closing! I have nothing but contempt for realtors. They know what kind of job this is, what it entails, and then they cry about commissions and this and that, well hell go find a different career, if you aren’t earning your way with this one.
Nancy says
As buyers who are in the process of purchasing our 12th home, we have been in the real estate game for 23 years and actually have found realtors today DO do something very important – they keep potential buyers locked out of the homes they’re interested in until the listing agent decides they’re in the mood to show it. This insane procedure of being forced to be at the mercy of mercurial divas who work bankers hours does NOTHING for the home buyers OR sellers; it only works for people who cash the tens of thousands of dollars commissions checks for no work at all. It is a ridiculous monopoly and I wish Help-U-Sell had broken them once-upon-a-time.
Bill says
As someone already pointed out, since Dodd-Frank, kickbacks from mortgage companies are illegal.
Also, keep in mind, a single agent isn’t pocketing 6%. In a typical transaction, that 6% is getting split 4 ways between both the buyer’s and seller’s agents and the agents brokerages (1.5% each). As the model continues to change and evolve, costs will be removed and the commission drop. It’s inevitable.
ArealREagent says
Mr. Farmington,
I think you should shadow an experienced agent before you go spouting off on a profession that you very apparently know next to nothing about.
Robert Farrington says
As a client, I can only share my experience in multiple transactions, and those of people around me.
Mark kasper says
When did recession hit. 07/08? And for years. 7 years no real estate agents were listing or selling anything. Even those top performers from years prior. So which agents can we shadow that did jack for over 6 years when times were tough but when economy is good and even my grandmother could sell homes when things are good we’re supposed to shadow these genius realtors!
Mike says
Mark, question – since during the period you described literally millions of people lost their hoes, and their jobs or had their income reduced significantly, the number of people that were actually able to obtain a loan shrank to minuscule levels. Savvy investors that had the $ watched the market slide and were willing to wait longer to buy at a better price.
What do you sell? Any product I know of will have the price plummet if the available items increase by 10X and the number of buyers shrinks by factor of 10. In that situation the good agents survived by doing what they do. Serving their clients, working out short sales etc. The less competent agents failed.
Is it easier to sell a Honda Accord or a Bugatti. According to you it should be the same. After all they are both just cars. Everyone can afford either one right???? Thats me being a little snarky back after reading some of your disparaging remarks.
Are all realtors equal – NO! Is a good one worth the commission – in my opinion yes. Just because you live in an area that doesn’t have $200,000 homes does not mean there are not market areas where that is a normal price.
Example – I worked with a young couple buying there first home, We vowed multiple homes. They fell in love with a $150,000 home that just barely fit into their budget. Our inspection process determined that the home had polybutelyne piping. We negotiated a complete replacement of the existing plumbing while maintaining the price at $150K. Is that worth anything to you.
What would you do if encountered a home the had been built using EIFS during the construction? Can you pick out an Atlas Chalet roof shingled homes just by observing the roof from the street? If you can’t then you are buying trouble.
Ben says
I’m a second generation Realtor. I grew up watching my top-producer mother work all hours, weekends and holidays. Ironically, I swore I never wanted to be a Realtor, yet here I am. There is a ton of value that a good Realtor can bring, and often they save clients more than their commission amount (typically 3% to the listing agent and 3% to buyer’s agent in my market, which is split again with the brokerage before agent’s expenses are taken out).
But… the fundamental problem in the industry is that the barrier to entry is too low. The ‘average’ Realtor only sells a few home a year and has been in the business for less than three years. As long as brokerages continue to hire anyone with a pulse and a license Realtors will continue to get a bad reputation. With so many transactions being done by agents with little more knowledge than their clients, it’s no wonder so many people are underwhelmed by their Realtor.
Many of our clients are older and downsizing from large homes with lots of deferred maintenance to catch up on, or updates to be made. Contractors in this area (I suppose most areas) can charge thousands for jobs that I can get done (with preferred/trusted vendors) for hundreds. A new agent in my office paid $5,000 to have the insulation in her own crawlspace replaced. I just got the invoice from my favorite handyman to do one of my client’s homes for $780. If the owner decides to replace the roof, I could save her another $3-5,000 over the typical contractor quote in this area. That’s just one of the ways we deliver more value than owner-posted listing on Zillow.
If I ever meet with you to list your home, I’ll gladly give you the full list of value added services we offer… and we could even meet outside of banking hours.
Robert Farrington says
Sounds like you understand customer service and helping clients more than most. Interesting about the barrier to entry. I’m curious about what you’d like to see changed?
Serena says
I have a few thoughts.
First, I HAVE to comment on the fact that you’re getting your research data from reality tv… REALLY?
So, lets just dive in, shall we….
Yes, we get the same information as you, because our MLS syndicates to those sites. Although, not everyone allows the syndication, but lets breeze by that shall we? Do you know that those site are not able to get the rest of the info? When a house goes off the market, when a house goes under contract and falls out, when a house cancels…. nope. But ok, lets just say that you don’t care, you can find a house, see if it’s still active and go through that… sure, that’s easy. I tell people all the time, I do not find homes. Searching is much more complex, especially since 99% of buyers don’t buy the home they originally described… but ok
You want comps? Sure, cause the data from the most inaccurate site is an excellent way to determine value. Nevermind that some of those stats are refi’s or that some closed 2 years ago… did they not teach you that on HGTV?
Do those sites also teach you that it doesn’t matter what you WANT to buy the home for, or what the seller wants for it. It mostly matters what the appraiser thinks you should buy the home for. Do they walk you through the process of valuing a home based on upgrades vs updates? (did you know those were different and that there are 3 levels of it) Do they tell you how to determine the value based on condition or that some conditions will prevent you from even getting a loan? No?
Lets say you’re comfortable with the value. Do you honestly think that price IS the negotiation? What about the close date, the concessions, the warranties, the HOA, the inspections… oh… the inspections. Do you feel confident enough in your 15 min. tour to determine price appropriately? What happens when something is found in disrepair? Do you know the laws governing either side? Approaching the other side to get your ‘number’ accepted is only one step. It’s not always about the bottom dollar, but it’s only one step. Do you know how to get yourself through a 10-100 page contract without getting sued, losing leverage, or losing your earnest deposit? What happens when your lender decides he can’t get you the loan… are you SURE they checked the right box on the disapproval, that gets your earnest back?
People pay 20 times this every year in car, home, health and life insurance.. but you don’t believe that we have ANY value when it comes to your future return in investment?
Are there lazy, uneducated agents out there that think you’re an easy target for a quick paycheck? Hell yeah there are… but only a uneducated simpleton will actually go through the process of interviewing an agent to represent them in the biggest investment of their life and choose the one that could’n’t even show their value enough to support their own paycheck. Why not interview your agent better? How knowledgeable are they? How would they negotiate for YOU… because it’s different for everyone. How much do they know about financing, inspections, appraisals, escrow, the contract etc.
Sorry, but YOUR failure to find a competent agent, is NOT reflective of those of us out there that take out industry seriously.
Robert Farrington says
I was tempted not to approve your comment because it’s pretty disrespectful, but you bring up a poorly-worded valid argument I found worth responding to. I’m a client or potential client – keep that in mind at all times. I’m a user of your industries services, and this has been my experience through a decade+ of various transactions. I don’t purport to be an expert on the insides of how it works – but I have experience. I also don’t purport to be an expert on how your industry works – once again, I’m just a client. Maybe you should take some of the criticism in my article and view it through one of your client’s eyes.
But do realize that I’ve personally been a part of more real estate transactions than the average person. I’ve seen first hand what can happen when real estate and law mix in a lawsuit. I’ve dealt with shady appraisers, and lenders than don’t get loans done on time. I’ve dealt with home inspectors, problems with the house that need repair, and more. While they are all difficult situations on their own, it’s not something that the agents I’ve worked with have had to deal with much directly.
Due Diligence? While my agent put together the contract, I read every line, ensured every boxed was checked, etc.
Lawsuit? Lawyer
Appraiser? Dealt with the lender, agent just kept in loop, maybe asked for extension if needed
Deal fell through due to lender? Agent sent cancellation form, earnest money back in my pocket next day
Home inspector? I found them every time, agent let me into property
Problem? I arranged my own contractors, agent let me into property
I don’t dismiss that an agent can provide value – especially as a buyer (where they’re basically free). As a seller, though, you need to ensure you get your value for what you pay.
As to my question to your sassy last sentence – how would you vet an agent to see if they are competent? Maybe a reader in the future could find value in your insights.
Alan May says
As an agent, you are right, this article does strike a “chord”. And I’m sure you’ll be ‘blasted’ by some agents.. in fact you already have.
This will be too long, but what the heck… here we go: There is a lot of truth in your article… along with some fiction. We don’t assist with the financing, however, we do point you to qualified loan officers who will walk you through the process and deliver you timely, safe and sound to the closing. And, “no”, we do not receive a kickback of any kind from them… that would be a RESPA violation (having nothing to do with Dodd-Frank). Finding a good loan officer is no small feat these days, and we know who the reputable ones are, based on experience.
The same applies to inspectors. We know who the ones that gloss over issues and the ones who do an excellent job. Finding a reputable inspector is no small feat either.
The recommendation of these two professionals (as well as a good real estate attorney, for those areas that use them) isn’t us just sloughing-off our fiduciary duties to them. It’s actually making sure our clients are well cared for by our stable of professionals.
And “no”, we don’t get kickbacks from any of them, unless you count the occasional holiday chocolates or bottle of wine.
Transaction Coordinators are a relatively new thing, and are not in use nationwide. They are rare, in my area, but when they are used, it is the Realtor who pays them because that Realtor is just so busy, they can’t keep track of all the documents, dates, deadlines involved without one.
Regarding negotiation… yes, there are agents who respond in what I like to call “Psychotherapeutic real estate” (ie: I don’t know… how much would YOU think we should offer?), but there are also those of us who offer heavily-detailed CMA’s recommending the true value of the property, and an opening bid based on how to arrive at that point. This may, indeed, be a situation of: “You just haven’t found the right Realtor”… and you could/should have done a better job of interviewing your buyer’s agent.
MLS information is far more current and accurate than anything a consumer may find online. I can’t tell you how often clients contact me about a property they’ve found on one of the many public websites and ask why I haven’t sent/shown them that one. It turns our that the reasonis it went under contract, or even closed, months ago… and yet it still appears as live on one of the websites.
And yet, from a consumer’s viewpoint, I agree… much of the landscape appears as you’ve described. I don’t think you’re terrible, or stupid. You’re merely representing the experiences you’ve had, and I’m sorry it hasn’t been better. We, as Realtors, have to do better.
Robert Farrington says
Thanks for sharing – especially on the “kickbacks”. It’s so odd though, especially in my last interaction this past fall, that a seller’s agent was so demanding on using a specific mortgage broker to pre-qualify, even though we were already pre-qualified, putting 50% down, and the loan was relatively small. The entire thing seemed very shady – and the mortgage broker ended up being pretty shady too.
Alan May says
It’s easy. Sometimes the buyer will arrive with a pre-approval from an unknown lender. We, as a fiduciary for the seller, might ask (insist) that the buyer gets pre-approved by one of our known and trusted lenders… to prove that they’re truly approved.
The buyer is not obligated to use the lender we insisted do the 2nd pre-approval… we just want our guy to “vet” him.
Capiçe?
Robert Farrington says
Yes, but what does “vet” include…
What if the offer includes no financing or appraisal contingency? What does it matter?
The whole thing was shady…
Alan May says
If the offer includes zero financing (whether it has an appraisal contingency, or not), then there is no pre-approval, and no reason to “vet” it.
And what does “vet” mean? It means that a loan officers that I (the listing agent) know and trust has confirmed that they are approved and have the wherewithal to actually get the loan.
Robert Farrington says
50% financing, but no loan contingency or appraisal contingency on the offer – so no risk to the seller effectively (I guess the deal still couldn’t close, but they’d collect the earnest money, which was $100,000).
Insp says
They definitely receive some sort of kickback from these shady lenders (and they’re ALMOST ALWAYS shady). The agents act as if they’re the only people that could get the loan done and no one else.
Kathy Howe says
Interesting read.
I am a real estate broker of 28 years (3 more years as a salesperson), AND I teach real estate (I own and operate a real estate school) and have for most of those 28 years.
Entry level too low? No. The point of basic licensing is to ensure they meet the minimum standards and then on to the Broker for training. Recent example: one of my prelicense learners has been licensed for 2 months and has 3 properties in escrow and is getting his 3rd listing this week. A rockstar! He cares. Most others are still without training from the brokers…but, they are independent contractors. And then, some are just not suited for the business and drop out.
The good people in real estate are the best. We do much behind the scenes that clients don’t see, but, your article makes the point that we could be involving our clients more. I agree with you.
The difference between being a listing agent and a buyer’s agent. Agreed on some levels. Yes, we still have agents taking pictures of the home with their cell phone. This week I have been trying to get the BEST photographer for our new listing… to include drone shots. Cost: $200-$400. Seller has multiple lots surrounding the home/lot. Making sure that the subdivision laws of our state are met… protecting the seller by going to the county to determine ownership, dates, etc. Sellers do not usually understand subdivision laws. Will need much more info before even putting properties on market. A good listing agent wants to be sure their seller is “bulletproof”. Yes, we are planning 2 special invitation open houses and we will be doing private showings and open houses. We are almost complete with our marketing plan. My agent and I are a team. We don’t have a “coordinator” but we do a great job of making sure our clients are aware of everything we do.
When I receive offers on my listings, I offer each buyer agent the opportunity to be at the presentation of the offer (Through MLS rules). In 12 years I have not had one agent accept my offer…they have just emailed the offer for me to present. Sad.
As a buyer’s agent, those I know schedule the inspections, including any contractors, bids, and work closely with the listing agent to be certain we get everything ready for any further negotiations. Agreed that not all agents are equal.
I do wish that buyers agents were paid by the buyer. Let each side negotiate their value. Yes, many of us rebate commissions on transactions which are easy… we use the commission portion to pay a buyer’s closing costs. Many of us even advertise our commission rates: Example: mine for almost 20 years has been: 5-4-3%. 5% if any two agents are part of the transaction; 4% if I am the only agent in the transaction (in my state we do “limited representation” in lieu of dual agency), and 3% if the seller brings me a buyer to close. Yes, I’ve had 2 people in the last 3 years who have brought me their buyer to close.
I do take your words seriously and know we are going through huge changes. Thanks again for the post.
Austin Wolff says
I have a couple things to add. There are weeks where I’ll show properties to buyers I’ve educated and qualified where I’ll put hundreds of miles on my car, dozens of hours digging through records and property searching tools, and even a few hours writing offers – and at the end of those efforts, I’ll receive $0.
While I sometimes do see a check for $20,000 and think something like “wow, this was a really smooth transaction – not sure if I can justify my own cost on that one” – I also see a check for $700 that, when broken down hourly, comes out to less than $3 per hour.
Right now, as an example, I have 6 transactions under contract that equate to roughly $20k. That’s $3,300 / transaction, and that seems totally fair to me based on the amount of work I’m doing toward each one of the files in an overall, big picture manner.
There are transactions that take 15 hours, and others that take 150 – sometimes the 15 hour transactions are the ones where we see a huge check (huge being drastically different, based on the market), and other times, it’s a 150 hour check — of course, before taxes, advertising costs, Realtor Association costs and licensing / continuing education fees.
Interesting read!
Joe Logsdon says
I think a buyer’s realtor in today’s age is completely useless. As I am buying a $750,000.00 property, is a buyer’s agent worth the $21,000 when I likely find the home through an amazing platform such as Redfin? No. The work of a buyer’s agent should barely pay minimum wage, and I am very excited about the prospects of Amazon and Google entering the space.
Think about this, my offer of $735,000 without a buyer’s agent beats a $750,000 offer with a buyer’s agent by $6,000. Those are some serious numbers. I will say that at a realtor on the sell-side makes much more sense. They have to juggle the offers (assuming a hot market) and organize all of the people to make your listing shine. Let us all boycott the buyer’s agent! It will be tough… many will pitch you their BS. Say no!
S. D. says
Actually, that’s not how it works. The money you think you’re saving is often pocketed by the listing agent if you choose not to have representation. At least, that’s the way it’s done in our listing agreements in D.C. The offer of a cooperating fee (buyer agent commission) is to a cooperating broker IF ANY. Otherwise, the seller’s broker keeps the full commission.
NM says
Actually, you can have your real estate lawyer stipulate in the contract that 3% kicks back to you since you’re not using an agent.
Lucas says
I am a real estate investor (rentals), I have bought properties with and without a real estate agent.
My wife recently became an agent. I now get to see how much work an agent puts in. That 6% which gets split to 3%, which then the broker takes a share of becomes very little… Unless of course the house is worth 1 million, but in our area houses are 60k-200k. Her average pay is probably around $10 per hour currently. I expect it will max out around $25-$35 per hour, as she starts selling more, gets more efficient, etc. Her office is also helpful in that they go through a house to be sold and point out which fixes will bring the most value.
All that being said, at my current job I make more than $35 per hour. So assuming I can work overtime or assuming I have a certain amount of time I set a side for other things in my life (leisure, time with the dog, etc) I often find it advantages to save a few hours of searching through houses myself and just pay an agent. Also trying to find the real price that a house sold for can be time consuming. (Zillow is often way off on sale prices!! Which is surprising since it is public town/city/etc records.)
While I find it appropriate to use an agent time value is different for different people. My time is worth roughly $45 an hour. if my time was worth $11.50 an hour I would most certainly take on all of the real estate duties myself.
How does this help others?
I would recommend people look at this from a time value perspective, nothing a real estate agent does is very hard, but then again most jobs aren’t very hard, except rocket science of course ;).
Here are some everyday examples a person could change their own car oil, brakes, etc. It is easy, yet mechanics are in business still. Why? because it is not worth it for most people.
You could also cook your own breakfast, lunch, and dinner every day and never go out to eat. Yet people still go out to eat.
Why do we seemingly waste money all of the time? Because we have deemed (consciously or unconsciously) some things worth our time and some things not.
When evaluating whether or not to use a real estate agent make sure to analyze the time cost. I am fine with people using one, or not. If you make $100 an hour at your job, I can guess you are not going to be using an agent. Of course if you really really wanted to learn about what a real estate agent does and such, then maybe you will anyways despite the fact that you are losing money by not using an agent!
As a side note I have never done a closing without a lawyer, yet! 😉 NYS does not require a lawyer for closing, however with how cheap they are for closing I find it is not worth my time to handle that myself, the same is true of evictions.
NM says
This article is spot-on. My husband and I were young buyers that just didn’t see the value of using an agent when we purchased, so we didn’t, and saved a bundle.
8 years later as sellers, we came to the same conclusion and again saved a bundle.
My tip – a good real estate attorney is INVALUABLE. They do all the essential things needed to buy or sell, but for about $1,000.
Now we’re about to sell another house and are really strapped for time, so we will use a discount realtor like Redfin.
Chuck Wilson says
I have several problems with real estate agents/brokers. One is that the fee is simply too high. On a $300,000 property they will typically get $18,000.00. $18,000.00! For what? Providing a purchase agreement and collecting signatures? Real estate people make the most of anyone in the transaction and they have absolutely no “skin” in the game.
No one involved in the transaction.. not even the lawyers or even the mortgage companies, make this kind of money, and they do a lot more work.
A point to consider.. if you are buying this house, you are paying this $18,000 real estate commission. Yes I know they will tell you it comes from the seller but in reality that is a crock. The seller would be inclined to reduce his price if there were no commissions. The buyer is really the one paying. This fee rolled into the loan, which means you are financing it for 30 years. Over the life of the loan, that $18.000.00 ends up costing you over $30,000.00…. and your monthly payment?? About $90.00 per month of your monthly payment goes to cover the cost of the real estate commission. These are some big numbers for something for which there is so little value. I don’t know about you, but I would rather have that 18G to buy furniture, or a car, or to simply reduce the cost of the house.
Another issue is the way the transaction is handled, from the seller’s perspective. Again, using this $300,000 house as an example, the seller at closing will receive only 282,000. The real estate broker will receive a check for $18,000.00. Then, the closing attorney will hand the seller a 1099 for 300,000. The seller gets a 1099 for $18,000 that he never received! Yes, I know the seller can adjust his cost basis to allow for the commissions, but why on earth is it done this way? One of the main reasons for a 1099 is so that the irs is informed about where the money went. Here we have a real estate guy who receives $18,000 and no notice (1099). It would be very easy for a less-than-honest broker with to pocket some of the cash and only report part of it.. or, in some situations, report none of it at all.
Bottom line is this. The services provided by real estate people are simply not worth what they charge. Everything they do one can do themselves. The fees should in no way be a percentage of sale. There is no difference in the amount of work for a $50,000 house or a $500,000 house. Real estate commission should be fairly priced and a flat rate.
Realtors are awful says
Totally agree, it’s the worst system run by bored housewives who barely graduated high school
Realtors are awful says
Realtors will be gone within 2 years, it is the most archaic system I have ever seen. People fail at other parts of life then do this, it’s a joke. I am sure there are good ones but out of 100, 3 are decent. I have a masters in economics from an Ivy League, that is hard, comps and a sign and your stuff face everywhere is not revolutionary, is bs and dumb. McDonald’s will have a ton more cashiers when this crashes. Hope you all saved the money you ripped off from educated hard working people.
Kate says
Interesting article. I understand where you are coming from because when we sold our house 1.5 years ago I too didn’t understand why the commission structure was set up to pay agents for what I thought was a little amount of work. Then I became an agent myself 7 months ago. (Prior to being an agent I was a teacher and thus college educated with a degree and credentials, so not a bored housewife like someone mentioned above). One thing that some people don’t realize is how little of the commission an agent sees versus what people think they get. I closed my first transaction as a buyer’s agent in January. I had worked with the clients since October, nearly 3 months due to our competitive market. I was in contact with the clients every single day throughout the process. For the closing, the sellers paid $20,0000 in commission. Most commission rates are 5%, you rarely see 6% where I am at. My share was technically $10,000. Except you have to remember an agent’s broker split if you are with a big company is 35-50%. So my brokerage got $4000 and I got $6000. Then you have to pay 30% taxes being that you are self employed so that brought it down to $4800. Then you take out expenses (gas, fees, $400 for a closing gift, etc.) and I truly made about $4200. For 3 months work. I get no benefits, no insurance, no retirement paid by an employer. So the $20k an agent looks like they are making is an illusion, agents are not making as much as you think with the multiple splits and the expenses.
A good agent is worth their weight in gold. There are many agents out there who are unscrupulous, but there’s also a ton of agents who really care about their clients.
Mark says
But the $20k the customer pay is not an illusion to the customer. Why would customers care about anything other than what they are paying?
Even though you were in contact with your client every day for 3 months, I doubt seriously you spent 8 hours/day with the client.
If you want to make real money then reinvent the market and put all of these realtors out of business. Use travel agents vs online travel planning as an example. I am in the cell phone design and manufacturing business. We reduce the cost of our parts while reducing size and increasing functionality every year. We are constantly attacked by competition and have to fight for spots in phones every year. Realtors just want to drive people around in nice cars, give them bottles of water and collect thousands of dollars.
Mark says
Of course realtors are not going to like this kind of talk and will be defensive. We are going after their income. Well realtors… Welcome to the real world. Whether you know it or not, all jobs and industries are always under attack from competition and customers. Realtors have been very lucky in that they have no competition. By competition I don’t mean other realtors I mean how Walmart is competition to the mall and how amazon is competition to Walmart. There has been no innovation in the real estate industry because of the MLS and realtors protecting what they have. Sites like Zillow, realtor, etc have taken away some of that protection but it still exists with the MLS. Realtors have a dollar situation to government workers in that everyone must go through the MLS to participate. This is why all monopolies are bad.
Realtors should not see this as an attack on their industry but as a bit of advice. Something will come along to change real estate. You can hear customers voicing concern about it now and it’s only increasing. So as a realtor you can either be defensive and stick to your guns or be on the leading edge of the change and get rich doing it.
I hear a lot of realtors say that they do not actually make much as a realtor because they have to split the commission, then split the split with their broker and then subtract expenses. To be honest as a customer I don’t care where your expenses are. In every other business we must figure out where our expenses are and reduce them or we go out of business. I will give you a hint of where expenses can be reduced and that is with the broker. As a customer the broker acts as nothing more than a pyramid scheme and pimp for the agents under them. Brokers are taking half of your income for what? If agents would do a deal for 1.5% each or half what they charge now I think most people would be happy to pay it. If you are an agent get creative and stick it to the brokers, make your customers happy with lower fees and make money doing it.
Mark says
“Realtors have a dollar situation to ” should be ” Realtors have a similar situation to “. Thanks autocorrect.
Banks replacing Realtors says
The fees Realtors charge are not only for the hours worked during the transaction but for the hours of education. They are educated in the activities of buying and selling real estate but also in protecting the public from unscrupulous or predatory buyers and sellers. “Buyer Beware” is a law in most states. I suspect we will see a rise in stores of people that completed a “Do It Yourself transaction” and were victimized.
The big banks are about to take over the whole process.
Within a few years an hourly paid bank employee will be assigned to help with your RE transaction, in conjunction with your loan financing.
Mark says
Training? Hahaha. It’s not like you get a Master’s in Realtor. My experience is that realtors know nothing other than who to call. Just call an inspector and closing attorney yourself and you will be fine.
Mark kasper says
This comment seems a bit shortsited. If they are so educated at buying and selling, and other areas why after the recession can none of them sell anything? Even historical top performers go to nothing and that was for years. But now economy great. Nothing to do with anything realtors did are praised and geniuses in real estate again! Funny!
Julie says
Just ran across this excellent story. I was looking for some information on why the big realtor dot com site has taken down public status on listed homes. (Example. Offer-show). As of today the sales status is not showing. I can only imagine this was put in to place for the realtors so they seem more valuable. Just wait until a couple from out of town runs down a list of homes they want to see… only to find out that they all already have offers!! Happened to me once in the 90’s. We wasted an expensive trip to look for a home only to end up with nothing. I have sold 2 homes fsbo in the past and thought I would try a listing agent this time. As soon as my contract expires I am going flat fee mls. For today I have a sellers agent. She lists and markets my home. I see her work and I see my house on the mls. Is it worth 18k? No for that I should be getting tv commercials every day. At the same time I am at the mercy of buyers agents to walk someone through my home. Since my sellers agent/listing agent does not come to the showings (they say that would be awkward and this is never done on my area) Who I ask is actually SELLING my house? No one. In fact not even all buyers agents want to be honest with you about buying a house. I got a phone call from a friend who had a customer in her flooring store to purchase some tile. The woman just purchased a home in the area. She told her that it took a long time to find the right home and did so after realizing her buyers agent was always taking down the houses she wanted to look at in order to get her to buy a home that was also listed by their agency. So why get a buyers agent? Hire yourself a real estate attorney for a few hundred bucks and then call the sellers agent direct. Negotiate a 3% discount off the house since no buyers agent was involved. In the end it is the title company that does all the work and will not go to close if everything is not completed.
Lisa says
This has been my experience the past year and its horrible!
As a buyer I have do e the leg work, the agent never knows the answer to any questions I have and I wonder why there needs to be this person involved.
Bruce M says
As a small time investor in the CLT market I can say without question real estate agents are worthless…I find my own homes…they simply let me into the property and write a contract ( which they screw up sometimes). With technology today Agents are out dated…the only REAL person who works in a deal is the Closing Lawyer/Attorney . By By 6% leach.
Mandi Lowthian Smith says
I have bought or sold 19 homes; some privately, other times through agents.
Of these agents, there are 2 that I would trust implicitly. They are honest, and know exactly what they are doing. We make bets about what the place will sell for! And I buy their kids gifts.
The rest not only waste my time, but in several cases have actually compromised deals.
A case in point: agent misspells my name on the listing, photographs my home from a cellphone, including neighbour’s property, hosts open houses without my permission, brings no clients of his own, and accesses my home without my permission smoking a cigar (I am asthmatic).
The governing board, in their infinite wisdom, wanted me to fill in a 5-page report. And he is still selling 5 years later.
Other agents say they never view private listings, because they are “irrelevant”.
Another took the listing and offered $40K less than what it was worth the next day.
More recently one had me sign a document assigning 5% of the value of the house I purchased anywhere in Canada.
Nobody knows my house better than I do. Like my fave agents, I am honest, fair, and straight goods. I’m well skilled in fair market value and perceived value. My background in CPG marketing helps too. And my lawyer is bar none the best.
I haven’t eliminated agents altogether. I would still prepared to cut 2.5% if I were in a hurry. But as soon as they start with the “give me the listing” crap they will she shown to the door.
James says
I’ve never ever found real estate agents to be helpful and absolutely baffled why, in high-end markets they still make 3% for opening the door and letting me see the house. I’ve never had an agent show me a house that they found or had some inside line on. Complete waste of money, and often cost me more money in the end because they are trying to buffer their commission.
Patricia says
I’m so frustrated with the experience we’re having so far wit the listing agent and the sale of our home. Technology has transformed the real estate market to become so De-humanized like it does with most things. We get a notification through a txt message to show the house, no contact whatsoever with our listing agent, but instead with some MLS appointment scheduler. So each time our house is shown it is with a complete stranger, that has no idea of the lay out of our house or anything at all that could play an important part in someones opinion looking. In other words, a listing agent does ABSOLUTELY NOTHING to promote your home or sell your home to other agents clients that are coming through. They sit back and wait for a email from the agent with the 5 question feedback note,. It’s a joke! then if it doesn’t sell within the first 3 weeks, they immediately want you to lower the price, so it goes back out as a new listing on the MLS. Personally I think the today Selling listing Agents are not worth any commission because they do absolutely nothing to sell your home!
Gonzo says
Great post. Hits all the key points that I came to in my own analysis of whether I should engage an agent (6%) or go it alone. For a house in the $550K range, that meant a payout of $33,000. It comes out of the final sales price. The listing agent faces two competing impulses — give me an accurate listing price/value, or inflate that number by $33K to cover their commission. The latter strategy pushes it beyond realistic comps, and likely will lead to a future price reduction (game playing) and ultimately a commission coming from the realistic market value. If I’m going to pay that, what do I get? As others have noted, I might get full service — or someone who acts like a glorified clerk, entering data on the MLS, then sitting back and waiting for someone else to sell the house. I chose to sell the house myself, listed it with a fixed-fee online agency, SavvyLane.com, and purchased supplemental marketing tools, all for less than $200 to get it on MLS, Zillow, Realtor.com etc. If I needed to make changes, I made them and paid a small change fee. Instantly saved $16,500. To get on MLS, FSBOs like me have to offer a buyer broker commission. I offered 2%. Bring me a buyer, and you get $11,000. Not bad, for a little time spent showing the house (which you likely have never seen, despite not attending an agent open house that I organized and publicized directly to every agent in our market area), and then writing up an offer sheet, which may have led to a little back and forth, but possibly none of that if it was a respectful offer. So, $11K for maybe 8 hours of work, before it all goes to the escrow-title company? And the dollar amounts just keep rising, with the price of the house, for the same or very similar work. As it happened, I sold my house to a word-of-mouth referral, and because no broker was involved, I was able to reduce the sale price, which cost me nothing, and was a nice inducement to the buyer. Win-win. All without the services of a Realtor, who could likely have brought the value of the agent who listed the house next door in the fall of 2017, saw it sit on the market for months at a price $50K higher than the price it sold for in April of 2018. I’m sure that agent collected her commission, but for what? Other FSBO people with whom I have spoken — and agents themselves — have told me that the local real estate industry has collectively agreed not to show FSBO properties, unless a buyer asks them to. So, smart buyers will start with the MLS web sites (Realtor.com), look for FSBO properties, then do some door knocking, and leave the traditional agents out of the equation. It works, saves thousands, and sticks a thumb in the eye of the cartel.
missy says
Gonzo thanks for the tip.
I use real estate agents to list my property on the MLS and FMLS. Then, I ask that they list my home with a flat fee listing (meaning that there is no commission on the seller’s side). My name and number can be on the listing but most realtors want to receive calls for future business. It is a win-win situation.
Chris H says
I fell a duty to say, if you are basing your knowledge on what Realtors do on a TV show with actors…. in your case “Million Dollar Listings” where they can’t even pronounce “Realtor” correctly, you just might be on the wrong track to give advice about what an entire profession does.
Chris says
I would love to know what the negative posters here do for a living and if anyone thinks that they don’t earn their keep. Realtors are some of the hardest working people out there… in the heat… in the cold, rain, snow and sometimes all of these things. If you don’t want to hire an agent, no one will begrudge you for it. Just educate yourself for what you are in for. Are you willing to open your home to strangers? Do you have a strategy for how to vet the lookers and find out if they are qualified? Do you know how to find accurate information on the web, and sort out what is true and what is not?
My advice is to talk to an agent at some point during your process. Talk to your friends and find someone that they have used and recommend. You don’t have to hire them, but at least you will have options and you might just learn something from them that is valuable if you decide to list your home for sale by owner. A Realtor’s job is to make the process smoother than on your own. Can I cut my own hair? Absolutely. Can I cut it as good as a licensed professional… unlikely, but it’s possible.
Mark kasper says
I’m no negative poster but I am an experienced product manager who spent 4 years in college. Worked 70 hr weeks for years. I’ve worked in tech and have seen top engineers design things that no one in the world could. Got patents. Launched first cellphones in the world and I know realtors who make more than them! Give me a break. When recession hit and years even these top realtors couldn’t sell anything. But only when economy is good they are geniuses again…These engineers even in recession times were designing products, getting patents. I’m sorry but your post makes no sense to me. It’s a scam. Title company, how to list, then what if someone wants to buy. It’s a racket. Regular people are confused and scared about listing and selling a home. Make it easier. Like a title and selling a car and realtors are gone. I had a realtor list my home when economy was good. One ad. An offer came in. And when I agreed we went to the title company and they did everything. Realtor did virtually nothing. Just basic forms, like a used car salesman does…
Lisa says
I see your point. However, a world without Realtors, would make our world a self service world. With no assistance from a human person, only dependant on machines.
I see your point and the point of others, why not meet in the middle? Most Realtors, like myself, are passionate about the field of real estate. I have performed well, prior to Internet and I made decent income. I would do the same performance for less, as the passion alone achieved is alot, however, still, as any business, I expect professionalism from myself, and am privileged to achieve income for doing what I love. It is a lot of work, and a lot of expenses. These days , more expenses, as Board of Realtors seize the opportunity of charging $1000 or more annually to just be a member. The part I found intriguing, as of lately, is the Board of Realtors fees have gone up, with no benefit at all for a Broker. You are just a member of a group. Meanwhile, when affiliated with the Multiple Listing Service, this benefit is a tool in how our process works.
The scary part, is with internet, yea, information is readily available, but only to the extent of accuracy. Places like Zillow, have been found numerous times, to be inaccurate, throwing the sales market analysis off. And With the recent bidding wars that have taken place as well, from a relatively small portion of cash heavy consumers, this too, throws off the “Machine”. Resulting in false readings, no basis for an accurate sales market theme report.
So the idea of no Realtors would be a mess, and it would sadden me greatly to have to let go of something I enjoy so much. And I will not stop doing what I love.
Now,
If we do away with people, ok, vision this, no Car salesmen, no Realtors, no bank tellers , no mortgage brokers, basically, no people, who would be left, as buyers? Who would be able to buy? The cycle of income would halt.. the circle of revolving income and expenditure would cease to run smoothly. And we would, as consumers, would be yelling and thumping on a computer screen when it failed to assist us…
Thoughts?
Maybe somewhere in between, lower fees, and we all work together.
It is my opinion that if you keep the professional in their position, someone that is out there, with an everyday focus on their product, a far better version than, in real estate, just a homeowner who is wanting to sell his house, and looking at only the monetary achievement, Not the professional guidence, knowledge, and focus that the prodessional gives his individual attention to, daily.
Thank you.
I enjoy your blogs.
Braulio says
I’m buying a house right now, I have an agent/couple who describe what you wrote about. I have literally seen zero properties they suggested and I don’t think they have negotiated at all. I’ve been scouring the redfin and trulia every day. I wish I could just do it all myself. I deserve their commission.
A realtor says
You can. Call the listing agent of the house you want to see and go view it. OR find a new agent because the ones you are using are worthless.
Joe G says
I’ve been a commercial realtor of over 30 years. What I write applies to commercial and residential real estate. Without exception, a seller will obtain the highest price in the shortest possible time with the use of a real estate professional.
Good real estate practitioners are worth their “commission”. When you are a motivated seller, its comforting to have a pro working with you. I want to emphasize using a “pro”. As in any profession that has low barriers to entry, as real estate agents do, there are many individual agents who are ill prepared, untrained, inexperienced, etc. You can control that, however. Take the time to interview agents, ask about their experience and review a marketing plan. Oh, and make sure you get along with the individual.
If you’re a buyer, using agent to exclusively help you in seeking a property, you should interview. Anyone can search the MLS and come up with target properties, but its the experienced agent that can preview, inspect, guide and generally discuss trends with you about neighborhoods, schools or even whether or not somebody jumped off the roof of that house your looking at next to the canyon. It’s info you’ll never ever get without speaking with a knowledgeable professional.
But, you still must interview and take the time to explore the agent’s abilities. It makes all the difference. There is no need to settle for less
Mark kasper says
A seller will obtain the highest price with a real estate professional! What? When recession hit in 2007/8 and for years until just a year and a half ago realtors weren’t selling anything. Top performers were eating Ramen noodles for years. Give me a break. Economy picks up, last two years going crazy, nothing to do with with realtors but they are now geniuses and selling again! So if these real estate geniuses couldn’t sell anything for 5 to 6 years it didn’t matter what the property was listed at! Give me a break. They can’t sell during tough times but only during great economic times. And you tell us they are worth their commission!
Justin says
If it’s so easy why don’t you get licensed and sit back while the money flows? Many of you would not make it through year 1 much less year 2. Our industry has an 87% failure rate. Why? Because it’s not easy! 20% of the 13% who make it close 80% of market sales. I am sorry you have had bad experiences but don’t devalue the work that those of us who are busting our asses do on a daily bases.. The problem is, people hire an agent with ZERO research. Your buddy at work used that agent? Let’s use him/her too! Agents that do nothing continue to do nothing because people like you arbitrarily hire them so they keep getting paid to do nothing. Did you ask for a resume? Did you check references? Did you look at reviews and social media? Did you ask for a marketing plan? Did you interview multiple agents and carefully select the best one? This is an important BUSINESS/FINANCIAL decision. Treat it as such! There are a lot of bad agents out there, yes, but you need to take some accountability for your hiring methods if you’ve had 12 bad agents. And by the way, on a $15,000 commission I walk away with $2,800 after co-broke splits, company splits, military rebates, business expenses, and taxes.
Mark says
I said it earlier and I will say it again…As a consumer I don’t care how much of the $15k you take home. To me I still have to pay $15k. When you are the consumer of another item or device, you say the same thing.
Aaron says
I am a real estate agent and I love this article. I agree on most of the points, but I will tell you a little secret…. The commission you pay on listing your home is negotiable. Typically I list homes for 4.5% with 3% going to the buyer agent and 1.5% to the listing side. The listing side has a few more costs, but can be significantly less expensive then the buying side of the transaction when you factor in time. I have had clients in the past that we had viewed around 30 – 50 properties prior to landing on the perfect home.
Mark kasper says
30 to 50 properties before landing their perfect home? Not sure what value you or any realtor provides when so many properties are viewed. Obviously the majority of buyers are not talked into something they don’t want. But rather continue to look at properties until they find something they want! Zero benefit from a realtor. Zero.
CN says
I think this was a great article and very honest. My husband and I have talked about me becoming a realtor as a side job and I’ve mentioned that I think they will soon be obsolete. This article totally proved that and we just sold our house by owner in less than 10 days (my pictures were much better than you see on most the websites as well). The buyers had a realtor and we agreed to pay half of her 3% fee and its worked out beautifully. The house were buying is by owner also and were just making up the paperwork as we go along and making life much simpler on both parties (getting all the necessaries done of course).
Thanks again for the great article!
cn
Merlee Kay says
I 100% agree. We live in an area with high home prices. We hired a realtor that came highly recommended and he’s been such a disappointment. Basically stuck a sign in front of the house, no flyers. He couldn’t even be bothered to hold an Open House even though this is the only listing he currently has (per his website).
At $2mm, our house is below market as we wanted a quick sale. Even before the listing went live, he started to talk about maybe cutting the price after 3 weeks. Good luck with that! Unbelievable!!
Elmer J. Fudd says
Merlee Kay, we may not be in the same market but we are definitely in the same boat. You would think that at the $2mm plus price point those boats should be luxury yachts. But rather, the current RE system creates the environment where buyers and sellers are alone in a sinking, leaking dinghies, out in Open Ocean, surrounded by sharks. The fact that these homes will sell in the millions only makes the stakes that much greater. I had a Listing Realtor on a $2mm plus property that wanted me to further reduce my asking price by $150k after 3 weeks of signing up with her. The wild part was that I had reduced my asking price by over $300k when I signed with her. I guess she figured $450k is all monopoly money when it isn’t yours. I had to remind her more than once who she worked for and to concentrate her efforts on getting an offer and not on wearing me out. When the system serves only the sharks, it’s time to do away with the system.
Mark, your article is spot on not only because it echoes the experiences shared by many but also because it clearly states the motivations of those sharks that attempt to continually hide what is painfully obvious. That truth is that Brokers, Realtors, and Agents add very little unique value to the home buying and selling experience. When those that have the least skin in the game are the same ones that most zealously advocate for the status quo, their motives cannot be denied.
In our current twisted world of real estate, Brokers, Realtors, and Agents act with a sense of entitlement that does not correlate with their level of contributions to the process. Their “I eat first” mentality originates from unearned institutional advantages in what is a rigged game. That the industry’s structure resembles a pyramid scheme coupled with the dwindling importance of the efforts of Brokers, Realtors, and Agents dictate that it’s time for a paradigm shift.
The disbursement of real estate information on the internet serves to level the playing field for buyers and sellers by pulling back the curtain to reveal Oz the Great and Powerful. Sophisticated consumers will first do for themselves and will not pay for the application of free market data that when mated with basic business principles yield answers to specific questions of what should be a common transaction. There is very little pertinent information that is unattainable. And because competent real estate attorneys are readily available, with unbiased expertise at a price that is very often more advantageous for consumers, the cries of “We’ve always done it this way” become the swan song of a dying breed. Those ardently holding onto “Doing business as usual” are the standing in the way of a steamroller named “Progress” that is gaining speed fast and is short on brakes.
The real estate industry, for sake of their own survival, must recognize that the interests of buyers and sellers must be placed ahead of all others. Likewise, many Realty Boards have devolved into structures that exist to serve the principals while the members are not receiving a continuing and growing value stream. If the real estate industry chooses not to address its abuses, its archaic structures, and its system of compromised relationships, legislators, the courts and or the proposition process will bring rapid consumer-focused changes.
On a more personal scale, the vanguard of positive changes uses value as their currency. Sales professionals that lead by adding true value to the process will be rewarded with loyalty and their exceptional efforts will be made known very quickly to future buyers and sellers through technology and personal recommendations.
My contribution to changing this industry for the better is based on an assessment of what has not worked and choosing to opt out of patronizing entrenched failures. I believe that the majority of the responsibilities of the Listing Agent can, for the most part, be successfully executed by a motivated and informed seller. The FSBO process can be improved by applying a hybrid of the open listing contract that shifts the majority of the commissions to the person that brings a buyer. The goal is to find a buyer. The MLS has simplified the process of broadcasting the sale of a specific property. It has been repeated here and on many other sites that the vast majority of the Listing Agent’s efforts begin, end, and are focused on acquiring the listing. That is why the allocation of commissions must remain disproportionally high to benefit the buyer’s agent.
I adopted a marketing plan that applies to especially high dollar properties. It begins by creating a list of buyer profiles, that includes as many specifics as possible. During the vetting process of brokers and agents, ample considerations as to what candidates are most likely to attract and influence those specific buyer profiles are given. The research should yield several worthy contenders. Coverage of geographic, ethnic, language, industry-specific, religious affiliations, and social contacts should be made to encompass as much of the specific buyer profiles pools as possible. Several open listing contracts are offered to ensure that the fires of competition burn bright and hot.
Mark kasper says
I laugh at realtors who are offended and say don’t paint all of them with a broad brush. That they are trained, work hard, crazy hours. I’ve used realtors to sell a few homes. When economy and market was good no problem. But recession in 07/8, years go by. 5 years and no realtors selling anything. Even top performers. So if top performers can’t sell homes for 6 years how can you defend them? Now economy is good. Nothing to do with what realtors did but now they are geniuses again! Hilarious!
William Martin says
The value of having a listing agent is when the seller is out of town. Having said that, everyone is right, realtors have no value. Sadly, we are out of town and totally dependent on a sorry listing agent. Lack of communication is one of my biggest beefs. We interviewed several agents before listing and our current agent assured us that we would receive weekly updates that described who was seeing the property and their feedback. We quickly got to the point where we were begging for information. We started getting the same feedback from every update (to many stairs–3 story townhouse–really?) They stopped with that line after we called them out. We have gone through the several price reductions even after being assured that we were in a booming market and the townhouse was priced lowest than others in the area. The townhouse is clean, empty and in top notch condition. When I suggested that our listing agent do some creative marketing, he fu-fued me and said that he was the expert. I even suggested that he concentrate his marketing to young professionals (the townhouse is located in the downtown area). I got a phone call (he had a hissy fit) saying that I was suggesting age discrimination and that he could lose his license. I am 70 years old. I think that he was insulted that I would suggest how he should do his job! We are 6 weeks away from the end of our 6 months contract with no offers, not even low ball offers. I think that the way to get rid of these poor agents is through word of mouth, publishing experiences and people paying attention to reviews. Be assured, I will be providing a review in 6 weeks.
Joe says
Many agents do not bring value to a transaction but to suggest realtors can’t provide value in today’s market suggests you are probably operating at a price point where the Pro’s are not playing. Sadly that means most first time buyers don’t have a great experience.
In my last transaction my buyer secured a property off market in an A+ location for $511,000 below the inflated ”Zestimate”. Roughly a 45% discount off of retail for a cosmetic fixer. He had $200k in equity by the time he moved in. Another client purchased a home directly from a builder for $94,000 below ask and $49k below the most recent comp with $46,000 in upgrades included through negotiation. Another client sold a $1m+ home that has been on the market for nearly 2 years as a FSBO and with a discount broker. How does a house that has been on market for 20 months suddenly get multiple when a new agent takes over? It’s not dumb luck or an accident.
There are several types of buyers and sellers. The DIY guy that thinks they can do it all online then go directly to the listing agent who then takes a haircut is missing out on a huge percentage of the deals available. They simply don’t understand that a huge percentage of the good deals never show up on the MLS or if they do they are pending within hours. They don’t understand that good agents have dozens of homes in off market inventory that will be hitting the market in the next 4-6-12 months. They don’t understand who guides the high end buyers that will pay full retail… the doctor or executive with housing perks in their contract that moving here with one weekend to pick out a house. Which luxury homes do you think he is going to see?
Are we going to bring those deals to people that think we provide no value and want to cut our income by 25-50%… probably not. Good agents can negotiate and deal make at a level where they don’t have to deal with people who do not value them.
The sad part is that when I talk about good agents I am talking about the top 10%. There is a lot of dead weight in my industry.,
Andy says
I have recently persuaded my 18 year old son to get a real estate license. It took him less than 2 weeks to pass an online class and get his license. We did find an almost defunct brokerage in our are for a managing broker to hold his license and we agreed to pay him 1000 a deal flat.
I am a real estate investor (mostly commercial and residential income)and was tired of seeing brokers doing practically nothing and showing up at the closing to collect the commission. I was doing research, going to the properties and even talking to the seller’s agent. My typical deals are north of 500k up to 2m. In the last year I have purchased properties worth 4m, and my son pocketed 100k just for showing up at the closing as the buyer’s agent. Keeps money in the family and I could negotiate a more hardball deals myself.
Also, when time came to sell our own house, he listed it for us and offered a measly 1.25% buyer’s agent commission. MLS would not let him list for less than 3% buyer’s commission but that’s the turf Realtors are trying to protect. You can list on Zillow easily without being subject to that condition. Guess what, the house sold at the asking price in 2 weeks. Most buyer’s agents did not even bother to negotiate on their client’s behalf. All they wanted was a quick closing and then run.
I am not saying everyone can do it themselves but it is not that hard. For people who want to employ an agent should negotiate a flattening percentage for higher property values. I recommend a 5,2,1 approach when you pay 5% of first 100k, 2% of next 100k and then 1% of anything above that.
P.S.; My son has no desire to do this as a career. He already finds the whole process despicable.
Gunnar Jones says
If you don’t want to work with a real estate agent dont. If you are having a bad experience with any service provider there is no need to stay with them. So severe the relationship. As a buyer if you choose to not work with an agent you will just deal directly with the listing agent. The listing agent represents the seller not you. so please dont think it is a two way street. best of luck.
If you are a seller and dont want to use an agent you dont have to. So dont. Do it yourself. best of luck.
There are a lot of bitter people on this thread. If you’re this angry at real estate agents you’re probably angry about everything. lol. If you dont like them. dont use them. So you can move on and use the comical anger toward all of the other things you people are upset about.
Disclosure im a real estate investor. I have been involved in the industry a long time. there are bad agents. plenty of them. there is a low barrier of entry. There are also good agents. plenty of them. real estate agent are 100% commission and its a tough gig. High failure rate because of how tough it is be make it. I know many agents that do very well financially. Some have MBA’s some dont. But they run their businesses very well. Disrespecting the entire profession is silly.
Be well all.
Mark says
I have put my money where my mouth is and just sold a house with a MLS only listing. I just closed today and everything went great. I did the market analysis myself and listed at $5k below that to move it quickly. I had 3 offers with one of them at $5k above listing price or right where I predicted it should be. I also negotiated that we rent the house
from the buyer until our new house is available.This is not that hard people. What else would a realtor done for me except take $11k of my money?
When looking at the closing cost breakdown, it pissed me off that of the $15k in closing costs, $11k of it went to the buying agent. $11k!! I talked to the buyers and they found the house and came up with the offer. They we’re not happy with their realtor. I told them that if they had come with no realtor then I would have taken $8k off the price for them and I would have kept $3k. They just looked at each other with a disappointed look.
Someone mentioned earlier that a lot of people seem angry and that they must be any people. In truth people get angry when others take $20k+ for a job that is nowhere near worth that. Do you think the couple I just sold to are happy that they paid $8k too much because I had to pay their realtor? That will cause easy going people to become angry.
Mark says
Just to add to my above post… I had a realtor friend tell me to take my first offer that was $15k below my final selling price. My first offer was a cash offer and she said that was worth a lot of money. I told her that whether the buyer gets a loan or has cash, it’s all cash to me and I knew what the house was worth. My first offer also wanted immediate possession so I would have to move twice and gotten short term rental at $2.5k per month for 2 months.
So let’s add it up. If I had used a realtor and taken their advice I would have lost
$15k in a lower cash price
$11k in realtor commission
$5k in short term rental
$4k in additional moving expenses and storage
For a grand total of $35k!!!
But wait… There’s more! I did not use a realtor on my buying end because it was new construction which was worth $14.5k
But wait… There’s even more! I found the builder and worked out all of the details with him so I told the selling agent that I wouldn’t do the deal without a 50% commission reduction. He balked but eventually came back and said he would do it for 2% so there’s another $5k.
Add it all up and it’s $55k!!!
$55k for a deal that would have been more stressful for my family, had more stuff broken from additional
move but at least the Realtors could have gotten a new BMW.
If you think a realtor has your interest at heart then you are mistaken. They want to get the deal done so they get paid.
The downside to my situation is that I have to figure out what to do with the extra $55k.
Gunnar Jones says
That would have been your fault for listening to an incompetent friend. Doesn’t matter the profession. That was a long winded way to pat yourself on the back. Just dont dont use agents ever. since you consult friends that aren’t very good at their job to help its probably for the best. problem solved.
Mark says
However you want to take it is fine but I noticed you didn’t disagree with any of the facts. The facts are that realtors are leaches on real estate deals and they pound it in everyone’s head that they are needed when in fact all they do is take money and provide no service.
As far as my friend goes it is common with realtors to recommend that you take a cash offer that is lower because it is less likely to fall apart due to financing, appraisals, or the buyers just changing their minds. While that is true I also believe that realtors favor a cash deal because they are more likely to get paid.
Just sharing my experiences and yes I am proud of the job I did to save myself $55k. Wouldn’t you be?
David says
Cash is perceived as being higher value and you can close sooner (somewhat). However as a seller you should make sure the buyer is pre-qualified, perhaps even by multiple lenders. You can also counter with less contingencies (e.g. lower # days for due diligence/evaluation) and offer a home inspection report and appraisal (I recommend doing both even though its’ out of your pocket). Both will expedite and reduce risk of a loan/mortgage contingency buyer. Yes they (lender) will still need to do their own appraisal but at least you have a solid reference. Also if your sales prices happens to be over appraisal they can still buy (get a loan) but need to put more down to cover the gap
Dave says
My experience with a dozen real estate transactions has led me to a few different conclusions.
I first think that anyone that has never bought or sold a house should consider using an agent. Realizing that agents really are the go between and they are not authorized to negotiate on your behalf through a standard real estate contract. The thing that comes to mind that I think is valuable is the hand holding. There are a few challenges that come along with real estate transactions that a typical agent will hopefully guide you through and if you are lucky the really nasty (often hidden) challenges will be caught – but they are often overlooked.
As a buyer here is my strategy: Time is always of the essence but critical in a hot seller’s market.
Most buyers are hesitant to make an offer; they want to wait to chat with their spouse, to swing by after work, to go to the open house “next” weekend. If you think it might be what you’re looking make an offer – now, as in this minute.
At this step I never use a buyer’s agent, they slow the communications down. I instead chose to call the listing agent directly to discuss the property and any potential offer and introduce urgency. This removes the me calling my buying agent who is golfing or on vacation otherwise indisposed who will when time permits call the listing agent who will at some time talk with the seller. If the listing agent is not available call the broker directly. In a hot market 3 hours can be the difference between owning a new home or driving by a home someone 2 hours ahead of you now owns. The second piece is if the property is even remotely attractive to me and the price is in line I immediately move to make an offer – and specifically request the listing agent to act as the both the listing and buying agent. In doing so I “offer” the listing agent to submit my offer (basically send me the contract to sign and send to the seller). I offer this at 1%. The way this plays out (most of the time) is I request the remaining 2% to be returned to me at close of escrow to be applied to xyz on the house e.g. roof/deck/yard etc.to (typically needs to be written be applied to repair/enhance something) This is a win win, the listing agent (actually broker) gets 4% instead of 3% and I get 2% off the total transaction. I occasionally have pushback from a listing agent or broker wanting all 6%. This is when I remind them that I’m happy to bring in my buyer’s agent to pick up the full 3%… Even the dullest lightbulb in the room will light up with that conversation. In the end my real goal is to accelerate the time to offer – getting 2% off on a property I really want is even better.
Acting fast to lock a property into contract which is of interest to me is essential and the standard due diligence time clause in standard contracts (often 17 days) provides plenty of time to evaluate the property and if not desirable you (I) can move on. Recognize that you can be looking further at the property while the paperwork is in flight. If it’s really not attractive you can back out even before you get to the signing time. But if you are out of town it gives you time to get back and really determine if the property works. Sure what I just said might not make many agents happy. This means you effectively “lock” the property in contract – even if you aren’t 100% sure it’s the house you want. But in all cases you would have the same opportunity – it’s still the same contract. All I’m suggesting is act as fast as possible – even on houses that “might” not be right.
So who really makes a real estate transaction happen? A Buyer a Seller with everything happening with Escrow/Title and your Financial Broker (respective lender or your cash). All timelines are tied to both and they are incented to make it happen. Your lender will walk you through everything you need for the loan and escrow will coordinate the title and lender timelines. Agents do not participate, although it would serve you well to make sure you are talking with Escrow and your lender along the way to ensure something doesn’t get dropped.
Of course there are plenty of due diligence steps that the buyer needs to do – with our without an agent. This can (should) include talking with the neighbors and checking county records.
On the selling/listing side – things are a bit more complicated. Regardless of if you use an agent or sell by owner; as a seller the most important thing you need is knowledge about your own property. Invest in a home/pest inspection (normally the buyer does this) and pay for your own appraisal. These come into play in the following ways: The pest/home inspection will identify key areas of concern that you can circumvent before you list or exclude from the contract. For example a failing deck – the defaults in contracts would most often have the seller to be required to fix it. However, it’s a standard contract that is a template. It has places to change what the seller is willing to do or not – this could even be SOLD-AS-IS. In the least it will remind you to strap your hot water tank, move dirt away from areas where wood and earth are contacting as well as looking to eradicate pests and perhaps “fixup” the deck in weak areas. The appraisal is also a no brainer as it is a contingency of the lender for the buyer. Yes, the buyer normally does this during their loan application phase. However, this ensures your house is priced where the lender will qualify it as well as show you other comparable properties that might give you insight as to changes you might want to make before you list.
I will say the WORST experiences I’ve ever had are with agents is on the listing side. Take the time to understand the contract – yes it’s dry but the “options” are important particularly if something goes sideways so you know what your liability is. At the end of the day – “most” agents are not familiar with the intimate details of a real estate contract – I second that “most”.. Moreover – you are signing the contract not them. All liability in this area is on you. Remember you are selling – there is no urgency take the time to protect yourself.
I personally see little value in a buyer’s agent with today’s technology and agree with the author. On the listing side, sure there is value. I don’t think the service delivered is worth more than $10k in most cases and in the next few years you will find the likes of the Zillow’s of the world and Rocket Mortgage chipping away at making the purchases more amazon-like. The likes of staging and other marketing aspects are already well documented for those that wish to self-list – although I would suggest “budget” list vs 100% FSBO. Although I haven’t seen it yet the “show my house” as a service much like the uber service for rides may not be that far down the road. That said – for many agents, it’s a thankless 24/7 job with people like me demanding to call their seller with my offer
Look for new services to help home owners prep and sell their homes without the need of expensive traditional agents. Times are changing, the only question is will agents change to meet the times.
Dan says
The concept of asking “what does a real estate agent bring to the table” is a good one. I’m an agent by the way. I personally think many don’t bring enough and are literally just good at getting sales(self promotion), but this article is missing a very big concept. Zillow, Trulia, realtor.com and many others, where do they get all their useful data? The MLS. And who pays for and inputs all that data for the MLS? Agents and their brokerages. Who pays for the physical buildings? Agents and their brokerages. Who pays for the legal forms and their updating (staying current with the laws)? Agents and their brokerages. Who pays for continued education because of new laws? Agents and their brokerages. How about insurance just liked other licensed professionals? There’s more to the list , but maybe you’re getting it? Basically you see a big price tag, but you don’t see the associated cost for the the “infrastructure”. Will there be a more cost effective way? Probably, but don’t think Zillow will be free if they start providing all sales histories on their own at their cost, plus how will they get it accurately without the MLS. What contracts will you use and what will you do with earnest money if any? Does your area (city/country/state) have any unique laws (will Zillow know)?
As an agent I’ve had clients not believe me that their offers would lose to others, which they did. I’ve also had clients willing to pay too much and advised them otherwise and they listened. A better question is why hire one agent over another agent (what’s on their resume). For myself (a landlord, investor, flipper, agent) I’ve experienced personally more than most people, agents included. Knowing how much effort or how much it costs to pay for repairs/updates makes me better at understanding real value.
cole says
The very truth is simple. Some deals are simple and smooth, some not. Some agents are savvy with lots of other world experience, some not. Most are not. Those that are bring a lot of value to their buyer/seller. You never know what might transpire in a deal. I’ve made huge commissions on smooth transactions and thought it a joke, then the opposite. But as an agent I do believe I bring value. Can’t understand the venom over realtors making a decent living. If you don’t like it go for it yourself. If so easy why aren’t you a realtor raking in the big bucks with little work? Things that make you go Hmm.
Mark says
Why am I not a realtor? Because I like to be able to look at myself in the mirror and have pride in what I do.
Andy says
I agree. Realtors are leeches who suck away people’s hard earned money.
James Dericks says
OMG, Then don’t use a realtor!