10 questions every agent should be able to answer 

Over the past year, lawsuits have put a very public spotlight on real estate commissions — and on agents themselves. 

"Realtors are going to have to show up," said Mike Crowley, broker and founder of Spokane Home Buyers, during a July panel discussion on the changes coming to real estate. 

Now that buyers must sign an agreement — one which spells out agent compensation  — "they're going to expect more from that agent than opening doors," said Crowley. "They're going to expect you to be there, they're going to expect you to be prepared to answer the questions."

What questions, exactly? The latest consumer guide from the National Association of Realtors — which lays out 10 questions buyers should ask before choosing an agent — offers some clues. While aimed at buyers, agents should take note and be prepared to articulate their experience, services and value. 

Does it matter if you're a Realtor? The first question NAR recommends buyers ask is, "Are you a Realtor?" Sure, NAR wants to promote the benefits of membership. But agents can also use the question as an opportunity to highlight their ethical obligations, as a Realtor, to act in their clients' best interests. 

Upselling your expertise: Several questions in the guide relate to the nuts and bolts of what an agent brings to the table — how's your market knowledge? Do you specialize in a particular area? And what do you actually do? 

That last question is a big one: With consumers doing more of the legwork to find houses, some have wondered if buyer agents are still needed. Plaintiffs in one of the commissions lawsuits went so far as to claim that "buyers' agents do minimal if any work to secure a sale." 

To counter that perception, agents need to explain exactly what they do, how those services benefit the buyer, and how their skills — particularly negotiation — are essential to getting clients the best deal, some leaders advise.

Dollars and sense: NAR also offers prompts related to compensation and contracts — something the association explained in more detail in a previous guide on the buyer-agent relationship. A recurring theme: It's all "fully negotiable." 

Referrals — and references: Another suggestion from NAR? Ask your agent if they have a list of recommended service providers, such as lenders, home inspectors or contractors. Agents can add value by connecting buyers with the resources they need, so cultivate those professional relationships. 

Don't forget about client relationships, either, because NAR's guide concludes with a question about references. Nurture your database, and you'll not only improve your odds of getting repeat business, you'll have a list of happy customers ready to sing your praises.

NAR's consumer campaign: The association ramped up its consumer outreach efforts over the summer and has continued to roll out new resources for buyers and sellers, some in direct response to the March settlement and industry practice changes, and others — like this latest guide — offering more general advice.  

The full set of guides can be found at NAR Settlement: Get the Facts.