It’s who you know

Depending on the market, an agent may have worked with one particular agent many times in the past. Working with someone you have an established relationship with can make communicating easier, as you understand their methods and know much of what to expect.

“Working with local agents that you have a relationship with is wonderful,” Sutton says. “We have established that working relationship, and we can cut right to the chase.”

Sutton, who has been an agent since 2012, says she knows over 90 percent of the other agents with whom she’s collaborated. But in larger markets that have new agents entering the industry every day, there is the possibility of working with someone who might have a different level of knowledge and experience.

“It’s about trying to develop a relationship with the other agent,” Sutton says. “You’d be surprised at the number of agents that are impossible to get on the phone. Or, after a deal closes, they’re not at the inspection or the appraisal. At the end of the day, you just have to care.”

A less experienced agent working with an industry veteran could cause both parties to feel unease. But there’s no reason that this dichotomy should torpedo the deal — so long as the agents are willing to work together and help each other close the deal.
“Sometimes you end up with brokers with different levels of experience,” Hillebrand says. “Sometimes you need to meet the other broker where they are if you want this deal to come together. If they’re new, you’ve got to help them out. You might have to assume roles in the transaction that you otherwise might not have to.”