Years ago, I read some wonderful advice from a Real Estate coach Danielle Kennedy. Rather than just supplying prospective sellers with a list of my references, she suggested giving them a better representation of the quality and consistency of the professionalism in my business. She suggested offering to let any interested seller speak to the last 3 people that I closed a transaction with. I’ve taken that advice and offered my sellers that ever since.
Any agent that has been in the business for any length of time will have some nice reference letters. But when were those letters written? What if they’re walking away with 50% of their clients loving them and writing great letters, and the other 50% were left feeling less than pleased. There is no other way to know unless you speak to the last 3 clients they’ve working with.
Why the most recent 3?
- It shows you that they are currently running an active real estate practice.
- It give you a sense of consistency in job performance.
- It’s a ‘random sampling’ rather than hand picked agent favorites.
- It’s enough to give you a good, honest consensus and it’s not too overwhelming to gather the information.
It’s not bad if it’s a deal that is pending either. Sometimes, that client is most articulate about the experience they’re currently having – and it’s definitely fresh in their mind.
Ask the past clients:
- Tell me about your experience with this agent.
- How smoothly did the transaction go?
- Did you accomplish your goals?
- Is there anything you would change about your experience?
- Would you rehire the agent again?
Do your homework. An agent can have a huge impact on the sale of your listing. If you find that the agent is reluctant, ask yourself if this is really the right agent for you.
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