Q: What does a real estate broker do for the seller?

A: Through a personalized marketing plan, the broker can expose the property to the greatest number of potential buyers. Many brokers here also are tied to national relocation networks that attract transferees. They often are the most motivated buyers. We counsel the seller to the condition of the market and other properties that you as the seller will competing with.

The agent helps a buyer set the price by doing a market analysis, taking a survey of the house and property and looking at recent comparable sales in the area. The agent likely will advise the seller to hire an appraiser and recommend a list of competent appraisers.

The agent provides an eye-appealing yard sign, a legal description of the property including a lot size and tax information, and an information sheet on the house including photograph. He also determines whether the property conforms to local codes, and helps the seller determine what steps to take to get the house ready to sell.

The agent can provide a contract for a home warranty plan, and acts as a liaison between buyer, seller and the home warranty company. In the final phases of the sale, the agent gets together the title or abstract, collects tax information, oversees home inspection schedules and keeps the seller informed as to how the buyers are working through the financing process.

Q: Why do people try to sell on their own?

A: Independence, spawned by fear they will be pressured by a broker. Or they feel they can successfully market the house and save the broker's commission. According to nationally- syndicated real estate columnist Edith Lank, fewer than 1 in 10 homes nationwide sells without a broker.

Q: How do you find a good real estate agent?

A: Look for a person compatible to your own personality, someone with training, experience, enthusiasm and a professional demeanor.

Q: How much should I do to the house to get it ready for sale?

A: Give it good road appeal by tidying up the lawn and planting flowers. Touch up exterior paint. Make sure the inside is spotless and uncluttered. Ask a friend or relative to store the excess from closets, attic, basement.

Repair small items such as silent doorbells, sticky doors, drippy faucets. If major items such as the roof, carpeting or basement walls need substantial and costly repairs, get written estimates and have these available for buyers to read. Bargain accordingly.

Q: What's the best way to negotiate?

A: If an offer meets your financial expectations and timing requirements, accept it. If the price is right but other details are wrong, counter the offer and keep the lines of communication open.