Are you thinking of selling your home in Northern VA? Is your home prepared and staged to get the highest price and sell in a timely fashion? Are you dreading having to deal with strangers walking through the house? Are you concerned about getting the paperwork correct?

Hiring an experienced real estate agent can take away most of the challenges of selling. A great agent is always worth more than the commission they charge; just like a great doctor or great accountant.

You want to deal with one of the best agents in Northern VA. To do this, you must be able to distinguish the average agent from the great one. Average will cost you more money and time in the long run.

Here are the top 5 demands to make of your Real Estate Agent when selling your house in Northern VA:

1. Tell the truth about the price

Too many agents, even many “top producers”, just take the listing at any price and then try to ‘work the seller’ for a price correction later. (In the Industry this is called Buying the Listing) Demand that the agent prove to you that they have a belief in the price they are suggesting. Make them show you their plan to sell the house at that price – TWICE! Every house in today’s market must be sold two times – first to a buyer and then to the bank.

The second sale may be more difficult than the first. The residential appraisal process has gotten tougher. A survey showed that 24% of all residential real estate transactions, the property appraised less than the contract price. It has become more difficult to get the banks to agree on the contract price. A red flag should be raised if your agent is not discussing this with you at the time of the listing. If you are concerned your agents recommendation is wrong, get a second opinion or pay $400 for a full appraisal before you hit the market.

2. Understand the timetable with which your family is dealing

You will be moving to a new home in Northern VA. Whether the move revolves around the start of a new school year or the start of a new job, you will be trying to put the move to a plan.

This can be very emotionally draining. Demand from your agent an appreciation for the timetables you are setting. Your agent cannot pick the exact date of your move, but they should exert any influence they can, to make it work.

Every client, every home, and every move is unique, your agent should know and understand your goals and challenges.

3. Remove as many of the challenges as possible

It is imperative that your agent knows how to handle the challenges that will arise, which comes with years of experience. An agent’s ability to negotiate is critical in this market.

Remember: If you have an agent who was weak negotiating with you on the parts of the listing contract that were most important to them and their family (commission, length, etc.), don’t expect them to turn into a super hero when they are negotiating for you and your family with the buyer.

4. Strategic Marketing

Realtors are not created equal and homes do sell faster and higher because the listing agent is better!

Your agent should have a marketing strategy and presentation tailored to your home and goals. Most importantly they must have a very aggressive online marketing strategy since 92% of buyers are searching for homes online. Understanding how online marketing works to target the best demographics as well as how the top home search websites like Zillow, Trulia, and realtor.com work is paramount to a successful listing strategy.

In the competitive market of Northern VA, sellers must have their home on all search sites as soon as it is on the market and most importantly the top three!

5. Get the house SOLD!

There is a reason you are putting yourself and your family through the process of moving.

You are moving on with your life in some way. The reason is important or you wouldn’t be dealing with the headaches and challenges that come along with selling. Do not allow your agent to forget these motivations. Constantly remind them that selling the house is why you hired them. Make sure that they don’t worry about your feelings more than they worry about your family. If they discover something needs to be done to attain your goal (i.e. price correction, repair, removing clutter), insist they have the courage to inform you.

Good agents know how to deliver good news. Great agents know how to deliver tough news. In today’s market, YOU NEED A GREAT AGENT!