Estate Professional — Real Estate Agent

Instructions

Advise executors and trustees on when to engage a real estate agent for estate property sales, how to select an agent experienced with estate transactions, and how to manage the sale process.

When You Need a Real Estate Agent

• Selling the decedent’s primary residence or vacation home
• Listing and marketing rental or investment properties held in the estate
• Pricing estate properties that may need updates or have deferred maintenance
• Navigating disclosure requirements for estate-owned properties
• Coordinating access, staging, and showings when the property is vacant

Typical Costs

How to Find and Select

• Look for agents with estate and probate sale experience — these transactions have unique requirements
• Referrals from the probate attorney or estate administrator
• Local market expertise is critical — choose an agent active in the property’s neighborhood
• Check recent comparable sales they have handled
• Verify active real estate license through the state real estate commission
• Consider agents with designations like SRS (Seller Representative Specialist) or PSA (Pricing Strategy Advisor)

Questions to Ask

• “How many estate or trust property sales have you handled?”
• “What is your pricing recommendation based on comparable sales?”
• “How do you handle disclosure obligations when the seller has limited property knowledge?”
• “What is your marketing plan for this property?”
• “Do you have experience with properties that need significant updates?”
• “What is the realistic timeline to list and sell in the current market?”

Red Flags

• No experience with estate or trust sales
• Suggests an unrealistically high listing price to win the listing
• Does not understand that the executor/trustee has a fiduciary duty to get fair value
• Cannot explain the estate disclosure process in the relevant state
• Pressures quick decisions without market data
• Does not recommend a pre-listing inspection for older properties

Working Effectively

• Get a pre-listing appraisal or broker price opinion to establish fair market value
• Address deferred maintenance and safety issues before listing
• Ensure the executor/trustee has legal authority to sell (letters testamentary, trust certification)
• Coordinate with the estate attorney on the sales contract and title requirements
• Keep all beneficiaries informed about pricing decisions and offers
• Clean out personal property before showings — consider an estate sale service

Examples

Scenario: Estate includes a 30-year-old home with deferred maintenance in a desirable neighborhood. Action: Engage a local agent with estate sale experience. Get a pre-listing inspection and address safety issues. Price competitively based on as-is comparables. Budget 5–6% commission.

Scenario: Trust holds a rental property with existing tenants. Action: Engage an agent experienced with tenant-occupied sales. Coordinate notice requirements with the estate attorney. Understand lease terms before listing.