With more than two million licensed real estate agents in the

United States, it is no wonder many home buyers and sellers

become overwhelmed at the prospect of hiring one. Why do

you need a real estate agent in the first place?

"Using a professional real estate agent can save time and money,"

says Toni Sherman, CRS, president of the Council of Residential

Specialists. "Professional agents offer sound advice and are

responsible for the marketing, negotiating and financing of homes

they list. This goes well beyond placing a classified advertisement,

hanging a sign in the yard and holding a couple of open houses."

The Council of Residential Specialists, the largest not-for-profit

affiliate of the NATIONAL ASSOCIATION OF REALTORS®,

offers the following guidelines for selecting a real estate agent:

Qualifications and Education: Ask real estate agents what recent

seminars and courses they have taken. The Council of Residential

Specialists awards the Certified Residential Specialist (CRS)

Designation to experienced agents who complete a vigorous

educational program. Although they constitute only five percent

of all licensed REALTORS®, CRS Designees are involved in nearly

25 percent of all residential real estate transactions nationwide.

Experience and Productivity: When you select a real estate agent,

you enlist the services of the entire firm and are entitled to full use

of the company's resources including its marketing and management

teams, and support staff. You should know who will work on your

behalf, especially if you have limited access to the agent. Feel free to

ask the real estate agent the following questions:

1. How many years have you worked in the industry? How many

transactions were you involved in during the last six months or year?

The number of transactions an agent successfully completes may

be more significant than the number of years the agent has worked.

2. How long, on average, does a home listed with you stay on the

market? How many of your listings expire unsold?

The answers to these questions will determine how effectively the

agent will price and market your home. Remember that the market,

not the agent, determines your home's value.

3. Do you specialize in homes in my price range? Can you provide

extensive information about my neighborhood?

Starter homes and upper bracket mansions require different marketing

strategies. Look for an agent who is familiar with the type of home you

plan to buy or sell. Make sure the agent is knowledgeable about the

community and its schools, businesses and other offerings.

4. May I see your testimonial letters or call on three references?

It is very important to talk to past clients who have bought or sold

a home similar to yours.

Professional Rapport: Before you sign an agreement, ask yourself

if your agent is aware of your real estate needs. During initial meetings,

the real estate agent should listen carefully, ask questions, clarify what

you said, and summarize any dialogues. If you feel comfortable with

the rapport your agent has established with you, chances are the agent

will successfully negotiate with prospective buyers or sellers.

The Marketing Plan (for sellers): Ask for a clearly written proposal

that describes how the agent plans to sell your home. The proposal

should include a comparative market analysis, a profile of the buyer

most likely to purchase your home, marketing strategies, financing

options and closing information.

"Selecting a professional real estate agent based on this criteria may

sound difficult, but it's worth the effort" says Sherman. "A Certified

Residential Specialist has the training and know-how to help make

your home buying or selling experience a success."