When doing a comparative market analysis, an agent compares properties that are similar to the seller's property. The easiest and fastest source of comparative properties on the market, recently sold, and listed but not sold is a multiple listing service, which sometimes includes photographs.

A presentation manual is a valuable tool when interviewing a potential new client. The manual will help the agent look professional and support what the agent is saying, not replace the agent's verbal presentation; however, the manual is not a substitute for a good verbal presentation.

Often buyers who look at FSBO homes assume it is a distress sale so they offer a lower price than if an agent is involved.

A buyer client needs to understand how the agent can help him or her shop for a home and how compensation is paid. The manual should cover the agent's skills and expertise, the firm's services, press releases about the firm, specialty areas, professional organization affiliations, and the agent's plan for finding the buyer a home. A list of former client references is not included.

Agents help with many tasks during a home buying or selling transaction, such as completing forms and disclosures, qualifying for a loan, and helping during the escrow process. However, agents leave property appraisals to licensed appraisers.