The reality of the Naples market is that not every Realtor® makes even a single sale in a given year. In 2017, there were 8,815 closed real estate sales and approximately 13,000 Licensees. Even if you assume that there’s only one sale per agent that still means over 4,000 licensees never made a sale last year. 

The real numbers are, of course, much more shocking. Many Realtors® treat our profession as a full-time career and close much more than 10 sales per year. That leaves a much higher number of agents that, even though they hold their real estate license, have never sold a home.

Why does that matter? When you’re selling your home (or buying), you need someone who knows how to work on your behalf and get you to the closing table.

Rookie Agents Don’t Know How to Negotiate the Price

Negotiation really is an art that requires knowledge and strategy. There are various courses and lessons a Realtor® can take but nothing replaces doing it. Some skills you don’t really learn until you’ve done it. The biggest lesson involves handling our emotions. Seasoned agents who negotiate offers on daily basis don’t let their own emotions take over. 

One of the most important roles during the negotiation process is to act as a buffer and keep everyone else’s emotions in check. It’s easy for feelings to get heated or both sides to feel a lot of anxiety, but negotiators need to be rational and focused. Many times rookie agents add additional drama to the process resulting in a transaction that falls apart. 

Rookie Agents Can’t Advise You Based on Experience

One of the requirements of working in the real estate profession is that we have to maintain our education. Many agents of all experience levels take classes throughout the year and renew our license every two years. But some things can’t be taught in a classroom. The best lessons come from experience.

Rookie agents will not be able to provide good advice about staging and moving things around your home to make the property more attractive to a buyer. They simply do not have the experience to know how important it is and what kind of difference it makes. Most buyers do not have visualization skills to see what the home could look like. It’s up to a listing agent to make the property look as appealing to them as possible - in pictures and in person.

Rookie Agents Haven’t Negotiated a Post-Home Inspection

Negotiating the price is only the first step in the process of selling a home. The majority of the time there’s a second round of negotiations after the home inspection. Sure it’s easy to say that the seller won’t do anything or make changes. But will that actually make the transaction work? 

Your listing agent needs to know which issues from the inspection are just cosmetic and what’s going to be a problem with every single buyer that discovers it. A rookie simply hasn’t done enough transactions to know what the deal breakers are and what comes back up over and over in each inspection. They don’t know what problems kill the deal and what a buyer is likely to want.

Rookie Agents Don’t Know How to Keep Things Moving

The most important thing in a real estate deal is to keep it all together and keep the entire process moving. This isn’t just during the negotiations but all the way to the closing table. There are plenty of issues that will take place before the seller gets paid and the buyer gets the keys. You need an agent who can handle the things that have to be done and the surprises that crop up in almost every deal. 

Can they help you with possible title issues or answer your questions about insurance? Do they know what necessary paperwork needs to be collected from both the buyers and sellers? Have they ever reviewed HOA documents and association applications and approvals to make sure all requirements are met and everyone knows what the next step needs to be?

An inexperienced agent who wants to build a real business won’t stay a rookie forever. With the right mentors and broker, they can become a great agent. But do you really want them to “practice” on your listing? At the same time, it’s not enough for someone to tell you they’ve been licensed for several years. What you really need to know is how many closings they’ve had. How much experience do they have? 

You don’t need to be a rookie agent’s experiment or learning curve. You need a Realtor® who has the experience to get your home sold at the best possible price in the shortest amount of time. Ready to sell? Let’s talk.