No different with people hiring an attorney. Many just hire the first one that took their call. No vetting. Public perception is that "we are all the same".

I've had clients that had to substitute their attorney out for lack of response while we were selling two estate homes. 

My three most recent listings the sellers knew when they called me they wanted me to represent them.

No sales pitch for me. I have never considered myself a salesperson.

With most experiences people live & learn, An experienced consumer will do research or get a referral from a trusted source.  

I think most people spend more time making their grocery list than considering the importance of and choosing the agent to sell their home. Past clients have a good idea the competence of the agent they used before, and many people rely on referrals.

No sales pitch here. A wonderful referral base, sincere service, a working knowledge of the real estate industry, as well as, my local selling area.

Unfortunately, in our business, the consumer often doesn't know if they have found a good agent until they are far too deep into the process to do anything about it.

Research shows that most buyers/sellers go with the first agent with whom they make contact.

It is sad that it is more important to be first than to be best.

Being best is what brings in the repeat business and referrals.

Richie,

We happily refer people we know, and ask for referrals when we need a service.  I can tell by their web sites and their marketing materials a lot. A

Most never realize the danger in hiring the cheapest agent who promises the moon and delivers something else.

Connection makes a difference.  

Track record, rapport, gut feeling... those are some of the basics.  There is also vision, price, recommendations, etc.

I've had great clients call me from my marketing and we hit it off.  I've had other great clients that came by referral and others still that were friends first, but they still did their due diligence and saw just how bad some other "realtors" were.

They don't unless that agent is already known to them or referred well.

They will repent at leisure. And then they will take to Yelp. Or worse.

I tend to feel that knowing the market inside and out and a calm and cheerful manner that says 'you need me more than I need you' solves that. 

Track record and amount of business done by referral may top the list, but energy for the business should be considered.

Unfortunately, in this industry, many get bamboozled and it's often too late when they realize it - a lessor agent gets a sale that a better agent should have serviced. I have been several of my clients "Plan B" because they realized they were with the wrong agent before it was too late. They were better able to recognize competence having almost suffered incompetence.

When selecting professionals, many clients look for philosophies that align with their own in achieving results. One would hope those philosophies would lean in the direction of truthfulness, mutual respect and doing things "right", even when that might be the tougher choice.

A good agent is whatever the client needs. 

Some clients with significant experience only need a door unlocker.  In that case, they can hire and agent to unlock the door.

A first-time homebuyer night need a lot of direction and assurance.  A good agent for them would be someone who can provide that.

An experienced buyer or seller who know how to do things but doesn't want to do them, doesn't need advice.  They just need a worker bee, but not an advisor.  That's what the agent should provide.

Basically a good agent is the person who is in line with the client's needs and expectations.

I would hope clients interview their agent FIRST, before making the decision.   There are lots of places online with the right questions to ask.

Personal referrals are great. Knowing their experience helps as well. When all else is equal, working with someone you have a good rapport with is important.

The best way to pick out someone to represent you is to get a referral by someone worth trusting.

I ask for referrals from trusted friends or business associates when I'm looking for a service or job to be done .  Same with me all these years. People refer me because they know I know my business and how to best assist folks and make it a fun and enjoyable experience as possible.  It's all about TRUST.

No hard sells for me.  It's just not in me.

 Lou Ludwig once told me, "If people like you and trust you, they'll do business with you."  I never forgot that.  

I think thru our blogging/website a client can get a very good idea of how we handle our business.