The listing agent is the person you’ll work most closely with when selling your home.
You’ll probably come across the term while you’re looking for a Realtor or learning more about the selling process.
Their involvement starts before your home goes on the market and continues through closing.
During that time, your listing agent will help you make some of the most important decisions in your sale.
And knowing what they’re responsible for will give you a better idea of what to expect from the person you hire.
This guide explains what a listing agent does, how they differ from a selling agent, how much they cost, and whether you need one to sell your home.
What is a listing agent?
A listing agent, also called a seller’s agent, is a licensed real estate professional who represents the seller in a home sale.
“Listing agent” describes the agent’s role in the transaction.
The seller typically hires a real estate brokerage by signing a listing agreement and works directly with the listing agent representing them.
As the seller’s representative, the listing agent owes duties to the seller that include acting in their interests and protecting confidential information.
In simple terms, the listing agent is on the seller’s side of the transaction.
What does a listing agent do?
A listing agent takes on different responsibilities throughout the selling process.
Here’s what they typically handle at each stage.
Before your home is listed
Part of your agent’s job is understanding when you plan to sell and anything that could affect that timeline.
One of the first decisions you’ll make together is what, if anything, to do to your home before listing.
Your agent may recommend repairs, improvements, decluttering, or staging.
They can help you decide where to invest your time and money.
They’ll also analyze recent comparable sales and the homes you’ll be competing against to recommend a list price.
As your list date gets closer, your agent can start coordinating photography and the other details needed before your listing goes live.
Once your home goes on the market
Once your listing is active, your agent’s responsibilities shift to marketing the property and managing buyer activity.
That includes putting your home in the MLS with the photos and other information buyers and their agents need to know.
Your agent can also coordinate showings, respond to questions from buyer’s agents, and gather feedback when possible.
Another part of their role is monitoring how the market responds to your listing.
That means paying attention to showing activity, buyer feedback, new competition, and recent sales that could affect how your home compares.
If your home isn’t getting the response you expected, your agent can use that information to discuss whether the price, presentation, or marketing need to change.
When you receive an offer
Reviewing an offer with you is another important part of a listing agent’s job.
They can walk you through the financing, the buyer’s contingencies, the proposed closing date, and other terms that could affect your decision.
Your agent can also review the buyer’s preapproval or proof of funds and contact the buyer’s agent if anything in the offer needs clarification.
From there, they’ll discuss your options and help you decide how you want to respond.
If you decide to counter, your agent will communicate and negotiate with the buyer’s agent based on the price and terms you’re willing to accept.
The final decision whether to accept, reject, or counter an offer is yours.
After you accept an offer
A listing agent’s job doesn’t end when a seller accepts an offer.
Once your home is under contract, your agent will track important dates and anything you need to complete before closing.
They’ll also communicate with the buyer’s agent and coordinate with escrow or the title company, the appraiser, and others as needed.
Issues can still come up during the buyer’s inspection, appraisal, or financing process.
Your agent can explain how an issue affects you, discuss your options, and negotiate with the buyer’s agent when a response is needed.
They’ll continue managing your side of the transaction until the sale closes.
What a listing agent does behind the scenes
Some of a listing agent’s most important work happens in conversations you aren’t part of.
For example, a conversation with a buyer’s agent can reveal more than what’s written in an offer.
Your agent may be able to learn how flexible they are on certain terms or whether there’s more behind a request they’re making.
But those conversations work both ways.
Your listing agent also needs to protect information that could weaken your negotiating position.
That might include how motivated you are to sell or what terms you might be willing to accept.
After you’re under contract, your agent may be:
- Following up on a deadline
- Checking on the status of the buyer’s financing
- Addressing a potential issue with the buyer’s agent.
A listing agent isn’t there just to pass information back and forth.
Part of representing you is knowing what questions to ask, what information to protect, and when something needs attention.
Listing agent vs. selling agent: What’s the difference?
The difference between a listing agent and a selling agent is who they represent.
A listing agent represents the homeowner selling the property and is also called a seller’s agent.
A selling agent represents the homebuyer and is more commonly called a buyer’s agent.
So even though the names sound similar, the two agents are on opposite sides of the transaction.
There are situations where a listing agent may also represent the buyer.
This is known as dual agency, which limits how strongly the agent can advocate for either party.
Why is a buyer’s agent called a selling agent?
The term “selling agent” can be confusing because it sounds like it should refer to the agent representing the seller.
But in traditional real estate terminology, the listing agent is the agent who lists the property for sale.
The selling agent is the agent who represents the buyer who purchases it.
That’s why the same real estate professional may be referred to as either the buyer’s agent or the selling agent.
How much does a listing agent cost?
A listing agent’s commission is commonly around 2.5% to 3% of the home’s sale price.
But there isn’t a standard rate, and agent commission rates are negotiable.
The amount you agree to pay your listing agent’s brokerage will be spelled out in the listing agreement.
For example, a 2.5% commission on a $600,000 sale would be $15,000.
That’s the fee for the listing side of the transaction.
Any compensation the seller agrees to give the buyer’s agent is separate from the listing-side commission discussed above.
The listing agent also doesn’t necessarily receive the entire commission paid to their brokerage.
How much they personally earn depends on their compensation arrangement with the brokerage.
Do you need a listing agent to sell a house?
No, you don’t need a listing agent to sell your house.
You can sell the property yourself as a For Sale by Owner (FSBO).
But without a listing agent, you’ll be responsible for the parts of the selling process they would normally handle.
You can hire other professionals for specific services without having an agent represent you.
How do you choose a listing agent?
The person you hire will be representing you from the time you prepare your home for the market until the transaction closes.
That makes choosing the right listing agent about more than who suggests the highest list price or charges the lowest commission.
Pay attention to how each agent approaches your situation and whether you trust their advice when an important decision needs to be made.
Knowing what to look for in a real estate agent can help you narrow down your options before deciding who to hire.
