What Real Estate Agents Really Do to Sell Your Home: A Behind-the-Scenes Look

Selling a home can be a complex process due to a variety of factors. Real estate agents play a vital role in making it as smooth and successful as possible. From understanding your goals to closing the sale, their expertise helps ensure a seamless experience for homeowners. 

Here’s a behind-the-scenes look at what real estate agents really do to sell your home.

Understanding Your Goals

The journey begins with your real estate agent understanding your goals. Whether you’re looking for a quick sale, aiming for the best possible price, or need assistance navigating a unique situation, your real estate agent will tailor their approach to align with your objectives.

Pricing and Competitive Market Analysis

Real estate agents perform a comprehensive comparative market analysis (CMA) to determine the right price for your property. By researching similar properties (or comparables) in your area and analyzing local market trends, agents develop an accurate and competitive pricing strategy for your home.

“A CMA plays a primary role in determining a property’s listing price,” says Karla Leahy, an advisor with Engel & Völkers Charleston. “We review the market around the property and determine where the property falls within that market.”

Adds advisor Jennifer D. Holmes of Engel & Völkers Dallas Southlake, “While market analysis is a large part of the historical data of the neighborhood, one thing I also discuss with clients is that many of the other homes were not sold by me. My value add to my clients is my knowledge of the market,” says Holmes. “Making sure that I understand trends, buyer sentiments, and stay current with what’s happening with mortgage programs and rates.”

Home Preparation Advice

Staging recommendations: Real estate agents may suggest staging your home — which can include decluttering, rearranging furniture, and minor repairs — to highlight its best features.

To highlight a home’s features, “During showings I focus on its size, opportunities, and location,” says Leahy.

Explains Holmes, “I will often address any elephants in the room such as a dated kitchen by highlighting how well maintained the mechanicals of the home are so the client can focus on putting their own stamp on any design elements they’d like to improve.

“It’s okay to pare down and prep the home for sale and for your move,” she adds, “but having moving boxes present in the home is a no-no in my book. Buyers may feel you are in a hurry and offer a lower amount.” 

For more detailed tips, check out the Engel & Völkers Staging Guide.

Tailored Marketing Strategy for Your Home

Once pricing is established, your real estate agent develops a comprehensive marketing strategy to position your home effectively in the market. This plan may include:

• Multiple Listing Service (MLS): Your property can be listed on the MLS, reaching a broad network of real estate professionals and buyers.

• Online marketing: Your home is showcased on real estate websites and social media platforms. At Engel & Völkers, we understand the importance of making your property stand out in a competitive market. That’s why we offer innovative programs like EDGE, which syndicates your property globally, connecting it with buyers around the world. Locally, your home gains additional visibility through high-impact platforms such as ShopTV and beautifully curated window displays. These strategically designed displays are perfect for capturing the attention of foot traffic and drawing interest from local buyers, ensuring your property gets the attention it deserves.

• Yard signs: Eye-catching signage helps attract local interest.

• Advertising: Depending on your needs, this can include digital ads, print advertisements, emails and postcards to consumers interested in buying a home in your area.

• Professional photography: Real estate agents often arrange for professional photography to present your home in its best light.

• Open houses and showings: Real estate agents organize and promote open houses and private showings, guiding potential buyers through your home and highlighting its features

"The Engel & Völkers EDGE program elevates your property’s exposure to a global audience, while ShopTV and our thoughtfully designed window displays create a strong local presence," says Holmes. "Our displays are intentionally curated to spark interest and leave a lasting impression on potential buyers."

“The Engel & Völkers reputation precedes me,” says Engel & Völkers Washington DC license partner Phil Di Ruggiero, “and people either know what to expect or are curious to learn more about what makes us special. Our brand buttresses my efforts.” 

Networking

• Leverage industry contacts: Real estate agents use their networks of other real estate professionals, potential buyers, and real estate investors to generate interest and find qualified buyers.

• Local knowledge: They understand the local market well and can connect with community members who may be interested in buying.

• By combining their local expertise with the power of a global network, Engel & Völkers real estate advisors can bridge the gap between local and international buyers, creating opportunities that others might miss.

“The tools that are provided through Engel & Völkers, in combination with my marketing knowledge, are a winning strategy that has helped me maintain a sold-to-list price ratio of over 100%,” says Holmes.

Negotiation Skills

• Handling offers: Real estate agents present and review offers from potential home buyers, advising you about the strengths and weaknesses of each.

• Negotiation: They negotiate on your behalf to ensure you receive the best possible terms — including contingencies and closing dates — and price. 

Coordination of Sale Process

• Managing paperwork: Real estate agents handle the extensive paperwork involved in the sale process, helping ensure all documents are accurate and completed on time.

• Liaison between parties: They act as a middleman between you, the home buyer, inspectors, appraisers, attorneys if needed (as every market is different), and title companies to streamline communication and avoid misunderstandings.

“At Engel & Völkers, as a brand, as a company, as a global network, as individual advisors, we are all committed to excellence,” says Di Ruggiero. “What that means for our clients is what anybody wants but what they seldom receive: exceeding expectations. That means in communication, in the quality of the advice given, the care and attention required, preparation, innovation, consistency, and dedication.” 

 

Closing the Sale

• Inspections and appraisals: Real estate agents facilitate the necessary inspections and appraisals needed before closing, addressing any issues that arise.

• Finalizing the transaction: They guide you through the final steps of the closing process, helping ensure all transactions are executed correctly.

Post-Sale Support

• Help with transition: After the sale, real estate agents may assist with transition advice (e.g., tips on moving and where to find local services in your new area).

• Follow-up: Many real estate agents follow up after closing to maintain the relationship and support you with any future real estate needs.

Overall, a real estate agent's role goes far beyond merely putting a sign in your yard. Their expertise, network, and organizational capabilities are critical to pricing your home appropriately, marketing it effectively, and navigating the complex sale process efficiently.

Engel & Völkers real estate agents are referred to as "advisors" because of their focus on providing personalized, high-level service that goes beyond typical transactional roles. Our advisors offer a consultative, client-centric approach; local-market expertise and knowledge; strategic guidance on pricing, marketing, and property enhancements; and comprehensive services, including market analysis, property management, and relocation assistance, positioning themselves as trusted advisors throughout the entire real estate sales process.

If you are thinking of selling your home, give me a call!