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3. Their stats reveal the true picture
During the initial consultation, agents will typically highlight their most relevant sales. But don’t just take their word for it. You must do your own research and check out their full stats history on sites like HomeLight’s agent directory.
The main figures you need to look at are:
Average sale-to-list price ratio
The sale-to-list price ratio tells you what percent of the asking price a home actually sells for. If a house is listed at $250,000 and sells at $230,000, the sale-to-list ratio would be 92%.
If a house sells over asking, the sale-to-list ratio will be over 100%. An agent’s average sale-to-list ratio indicates how accurate they are at pricing homes and how much of a seller’s list price they’re likely able to deliver.
Days on market
An agent’s average days on market (DOM) reflects how long it typically takes for their listings to attract an offer. The metric tracks the time between when a house is listed and when it goes under contract with a buyer (the time from contract to close is not included).
Most sellers would prefer a faster sale, so if an agent’s DOM is lower than the average for the area, that’s a good sign of their performance.
Number and type of transactions
The number of transactions that an agent does throughout the year is a telling metric of how good an agent they are. Agents earn what’s called a “transaction side” each time they help a client buy or sell a home. If they are the buyer’s and seller’s agent, they would earn two transaction sides.
An agent’s transaction volume refers to the total dollar amount of homes they sell in a calendar year. While useful in gauging an agent’s overall success, it’s worth taking a closer look at what those numbers really mean.
A high transaction volume does not necessarily indicate a high number of total sales, or sales that would be relevant for your needs. If an agent is selling multi-million-dollar properties, their sales would be very high, but they probably aren’t the right agent to give your two-bedroom, two-bath house the attention it deserves.
4. Their comparative market analysis (CMA) is accurate
Agents won’t just come to their interviews armed with their personal stats. They bring a comparative market analysis (CMA) too, and you need to go over that data with a fine-toothed comb because the CMA is the data your agent will use to set your list price.
A CMA is a compilation of comps or comparable, recently sold homes similar in size and location to your property, analyzed to help the agent determine an appropriate list price. That value is reached by looking at both the hard data (square footage, lot size, number of rooms, etc.) and more nuanced factors (upgrades, appliance age, curb appeal, lot positioning, etc.).
It’s the art of putting a value on those intangibles that requires the expertise of a seasoned agent. And the right agent will explain how they came up with your list price.
“When I help my sellers set the right list price for their home, I look at the value much like a bank appraiser would — because in the end, it’s not about how much a buyer is willing to pay, it’s about how much a bank will lend on the house,” says Daneault.
5. They’ll be active in preparing the home for sale
The right Realtor will have enough experience and knowledge of the area to offer tips and tricks to help the house sell faster and for more money. One thing that Boswell wishes more clients would ask is, “What should I do to make my house more marketable?” and then act on the advice.
Boswell hires professional stagers for each property she lists — whether it’s a $150,000 single-family home or a $900,000 condo — because she believes that everyone deserves that service.
“I pay for an hour consult for the [stager] to actually go to the house, sit with them, and make them a super-comprehensive list. And then after they get the list, the sellers and I can sit and choose the things that will give them the most bang for their buck,” Boswell says.
A good agent won’t just give you a to-do list and walk away. Instead, with the right experience and knowledge, an agent can transform your home’s flaws and awkward areas into assets. They help you maximize your home’s value by advising on what projects provide the biggest return.
