Selling a home sounds simple enough.

Put a sign in the yard. Take some pictures. Put it on the MLS. Wait for an offer. Go to closing.

If only it were that easy.

The reality is that selling a home is a series of decisions—and a few bad decisions can cost you time, money, leverage, and a whole lot of unnecessary stress.

And in today's market, those decisions matter even more. Buyers have more information, more options and, in many markets, more negotiating power than they had a few years ago. Nationally, more than 20% of listings saw price reductions in September 2026, reflecting a market where buyers are becoming more selective and sellers have less room for error.

After more than a decade helping homeowners buy and sell, I've learned something:

Most sellers don't need more information. They need better decisions.

And one of the biggest decisions you'll make is who you hire to help you make them.

Here are some of the biggest pitfalls I see—and what you should look for when choosing the agent who will represent you.

Pitfall #1: Choosing the Agent Who Gives You the Highest Price

Let's start with the one that feels the best.

You meet with three agents.

Agent A says your home is worth $450,000.

Agent B says $465,000.

Agent C says, “I think we can get $495,000.”

Guess which agent is often the most tempting?

The problem is that your agent doesn't get to decide what your house is worth. Buyers do.

A good agent should be able to show you the evidence behind their pricing recommendation: comparable sales, current competition, condition, location, market activity and buyer behavior. Pricing is ultimately your decision, but your agent's job is to help you make an informed one.

I've had conversations with sellers where the price they wanted wasn't the price the market supported.

Those aren't always fun conversations.

But that's part of the job.

I'd rather have a difficult conversation about pricing before we list than an even more difficult conversation 45 days later when the house hasn't sold.

Ask your agent:

• “How did you arrive at this price?”
• “What homes are we competing against right now?”
• “What happens if we don't get showings?”
• “What happens if we get showings but no offers?”
• “At what point would you recommend changing the strategy?”

Don't hire the agent who tells you what you want to hear. Hire the agent who can explain why their recommendation makes sense.

Pitfall #2: Assuming Your House Is Ready to Sell Just Because You're Ready to Sell

You've lived there for five, ten or twenty years.

You probably don't notice the things you've gotten used to.

The scuffed trim.

The crowded countertops.

The dated light fixtures.

The closet that is technically organized but looks like a game of Jenga.

That's normal.

But buyers aren't looking at your house through the same lens.

They're comparing it to other homes.

And today, buyers can scroll through hundreds of photos before they ever decide to schedule a showing.

That means presentation matters.

But here's the important distinction:

You don't necessarily need to renovate everything.

Sometimes the best advice an agent can give you is, “Don't spend the money.”

The goal isn't to make your house perfect.

The goal is to determine which improvements are likely to help you sell and which ones simply give you a smaller bank account.

A good agent should help you answer:

• What should we repair?
• What should we clean?
• What should we remove?
• What should we update?
• What should we leave alone?
• Where would spending $2,000 actually make a difference?
• Where would spending $20,000 be a waste?

That's strategic advice—not just a checklist.

Pitfall #3: Thinking Marketing Means Putting Your House on the MLS

The MLS is important.

But the MLS is not a marketing strategy.

It's a distribution system.

Your home needs to be found, noticed and ultimately chosen.

That means your agent should be able to explain how they're going to market the property beyond simply uploading information into a database.

Depending on the property, that could include:

• Professional photography
• Video
• Floor plans
• Strong property descriptions
• Social media
• Digital advertising
• Email marketing
• Open houses
• Agent-to-agent outreach
• Database marketing
• Search-engine visibility
• Remarketing
• Strategic pricing
• Targeted exposure to likely buyers

The National Association of REALTORS® specifically recommends asking prospective agents how they will market your home and what services are included in their representation.

But don't just ask:

“Do you market homes online?”

Every agent will probably say yes.

Ask:

“Walk me through exactly what you will do to get my home in front of the right buyers.”

That answer will tell you a lot.

Pitfall #4: Confusing Activity With Results

Here's a mistake I see sellers make all the time.

“We've had 12 showings, so things must be going well.”

Maybe.

But maybe not.

Showings are information.

They're not the goal.

I like to look at four things:

Price

Is the home positioned correctly compared with the competition?

Condition

Does the home meet the expectations buyers have at this price point?

Presentation

Does the home show and photograph well?

Exposure

Are enough qualified buyers actually seeing it?

Think about it this way:

If nobody is coming through the door, we have a problem getting buyers there.

If people are coming through the door but nobody is making an offer, we need to investigate why.

If buyers love the house but keep saying, “It's just too expensive,” that's information too.

A good agent shouldn't simply send you a weekly report that says:

“12 showings. 2 saves. 1 open house.”

They should help you understand what the activity means.

Pitfall #5: Ignoring Feedback Because You Don't Like It

This one can be hard.

You love your kitchen.

A buyer doesn't.

You think the basement is perfectly finished.

The buyer thinks it feels dated.

You think your home is worth $500,000.

The buyers keep making offers at $475,000.

It's tempting to say:

“They just don't understand.”

Sometimes they don't.

But sometimes they're telling you something important.

One buyer's opinion doesn't necessarily mean you need to change your strategy.

But when you start hearing the same thing repeatedly, you should pay attention.

Your agent's job isn't to blindly agree with every buyer comment.

It's to identify patterns.

Because the market is constantly giving you feedback.

Your job—and your agent's job—is to listen.

Pitfall #6: Hiring an Agent Who Doesn't Have a Plan for When Things Go Wrong

This might be the most overlooked part of hiring a real estate agent.

Everybody has a plan for when everything goes perfectly.

What happens when it doesn't?

What happens when:

• The appraisal comes in low?
• The inspection finds a major issue?
• The buyer asks for $15,000 in repairs?
• Financing gets delayed?
• The buyer's house doesn't sell?
• Your home sits on the market longer than expected?
• You receive an offer substantially below asking price?
• The buyer wants a closing date that doesn't work for you?

This is where experience matters.

I often tell people that you don't really hire a real estate agent for the easy parts.

You hire them for the moments when you don't know what to do next.

Ask a prospective agent:

“Tell me about a difficult transaction you've handled and how you solved it.”

Their answer may tell you more than their sales presentation.

Pitfall #7: Choosing an Agent Based Solely on Commission

Of course, compensation matters.

You're selling your house, and you should understand exactly what you're paying for.

Agent compensation is negotiable, and the services and terms should be clearly explained in your agreement.

But here's where I would encourage you to think differently.

Don't ask only:

“Who charges the least?”

Ask:

“What am I getting for what I'm paying?”

There's a huge difference.

If one agent provides professional marketing, strategic pricing, proactive communication, negotiation expertise and hands-on service while another simply puts the house on the MLS, those aren't necessarily the same product.

The cheapest option isn't always the least expensive.

And the most expensive option isn't automatically the best either.

Look at the value.

Pitfall #8: Hiring an Agent Who Is Too Busy to Actually Work Your Listing

An agent can have an impressive résumé.

Lots of transactions.

Lots of listings.

Lots of followers.

Lots of awards.

But here's a question I think every seller should ask:

“Who is actually going to work on my listing?”

Will you communicate directly with the agent?

Will someone else handle the transaction?

Who will answer questions?

Who will review showing feedback?

Who will negotiate?

Who will be monitoring competing listings?

Who will call you when something needs to change?

A team can be fantastic. A solo agent can be fantastic.

The important thing is understanding who is doing what.

You aren't hiring a logo.

You're hiring people.

Pitfall #9: Focusing Only on the Sale Price

Here's another trap.

Seller:

“I need to get $500,000.”

Okay.

But what does $500,000 actually mean?

You have to consider the entire transaction.

Your potential proceeds can be affected by things such as:

• Mortgage payoff
• Closing costs
• Property taxes and prorations
• Repairs
• Buyer concessions
• Compensation
• Moving costs
• Other transaction expenses

That's why I recommend asking for a net proceeds estimate before you list.

Because the better question isn't always:

“What can I sell my house for?”

It's:

“What can I realistically expect to walk away with?”

Those are two very different questions.

Pitfall #10: Assuming the Highest Offer Is Automatically the Best Offer

Let's say you receive two offers.

Offer A: $500,000

Offer B: $490,000

Easy decision, right?

Not necessarily.

You also need to look at:

• Financing
• Down payment
• Inspection contingencies
• Appraisal
• Closing date
• Seller concessions
• Earnest money
• Other contingencies
• Overall likelihood of closing

A slightly lower offer with stronger terms may actually be the better deal.

Your agent should help you look at the entire offer, not just the number at the top of page one.

So How Do You Choose the Right Real Estate Agent?

This is where I think sellers should slow down.

Don't choose an agent just because they are a friend.

Don't choose them because they sold your neighbor's house.

Don't choose them because they promise the highest price.

And don't choose them simply because they're the cheapest.

Interview them.

Ask questions.

Make them explain their strategy.

Here Are 10 Questions I'd Ask Any Listing Agent

1. How did you determine my home's value?

You want data—not a guess.

2. What would you recommend I do before listing?

Listen for strategic advice, not a generic checklist.

3. What exactly will you do to market my home?

“MLS and social media” isn't enough.

4. Who do you believe is the most likely buyer for my home?

A good marketer knows who they're trying to reach.

5. How will we know if our strategy is working?

You want measurable feedback.

6. What happens if we don't get offers?

This is a big one.

7. How often will you communicate with me?

Set expectations before you sign.

8. Who will actually handle my transaction?

Know who you're hiring.

9. Tell me about a difficult transaction you've handled.

Listen for problem-solving ability.

10. What would you tell me if you thought my expectations were unrealistic?

This might be my favorite question of all.

Because the answer tells you whether you're talking to someone who wants your business—or someone who is willing to tell you the truth.

The Right Agent Shouldn't Just Tell You What You Want to Hear

Selling your home is a big deal.

For most people, it's one of the largest financial transactions they'll ever make.

You deserve more than someone who can put a sign in the yard and upload your listing.

You deserve a strategy.

You deserve communication.

You deserve honest advice.

You deserve someone who can explain why they're recommending a particular price, preparation plan or marketing strategy.

And most importantly, you deserve someone who will tell you the truth when the truth isn't necessarily what you want to hear.

Because here's the thing I've learned after years in this business:

The best real estate agent isn't the person who promises you the most.

It's the person who can look at your situation, understand your goals, tell you what's realistic, build a plan around it—and then execute that plan.

Markets change.

Buyers change.

Interest rates change.

Your circumstances change.

The strategy may need to change, too.

That's not failure.

That's real estate.

The goal isn't to predict everything perfectly.

The goal is to have an experienced professional beside you who knows how to respond when reality doesn't match the original plan.

So before you put the sign in the yard, interview your agent.

Ask better questions.

Look beyond the presentation.

And make sure the person you're hiring isn't just prepared to list your house.

Make sure they're prepared to sell it.

Ready to take the next step? Reach out to the Reliance Real Estate Team today!

www.josephsingsheim.com

414-659-6965 / [email protected]

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