By Eric Berman, REALTOR® | The Eric Berman Team at Compass
 

TL;DR:

Choosing the right REALTOR® to sell your Long Island home requires substantive framework beyond generic "pick a friendly agent" advice. The REALTOR® designation indicates National Association of REALTORS® membership with substantive Code of Ethics adherence — distinct from generic "real estate agent" (all REALTORS® are agents, but not all agents are REALTORS®). Post-Sitzer/Burnett August 17 2024 substantially changed listing agent selection framework: fee negotiation more genuinely available (sometimes 1.5-2% total commission on higher-value properties), buyer's agent compensation decisions became listing conversation, transparency requirements increased. Substantive REALTOR® interview framework covers Long Island sub-market expertise (Nassau County North Shore vs. Mid/South Nassau vs. Northeast Queens), track record, marketing plan substance, Compass platform benefits (Compass Coming Soon, Compass Private Exclusive, Compass Concierge), post-Sitzer/Burnett fee framework, NY-specific requirements (PCDS March 20 2024 mandatory, attorney state coordination), communication approach. Multiple REALTOR® interviews before selection produces meaningfully better outcomes than defaulting to first contact.

What Is a REALTOR® vs. a Real Estate Agent?
 

Understanding the distinction between REALTOR® and generic real estate agent matters meaningfully for selection framework.

Real estate agent = licensed to practice. State-licensed professional legally authorized to represent clients in real estate transactions. Long Island real estate agents hold NY State real estate salesperson or associate broker licenses (like Eric Berman's Long Island & Queens Associate Broker license).

REALTOR® = licensed agent + NAR member. Additional designation beyond state license. Requires membership in National Association of REALTORS® (NAR), local REALTOR® association (LIBOR — Long Island Board of REALTORS® for Long Island REALTORS®), and state REALTOR® association (NYSAR — New York State Association of REALTORS®).

Code of Ethics adherence. REALTORS® commit to substantive NAR Code of Ethics — 17 articles covering ethical conduct with clients, other REALTORS®, and the public. Code of Ethics violations produce substantive discipline. Non-REALTOR® agents aren't bound by Code of Ethics specifically.

REALTOR® trademark. Registered trademark protected by NAR. Substantive framework requires REALTORS® to use trademark correctly (®, capital R, proper attribution). Improper use produces trademark violations.

Substantive selection framework matters. Not all real estate agents are REALTORS®. When selecting a Long Island listing agent, REALTOR® designation indicates specific ethical commitment and industry standards adherence beyond state licensing requirements.

Practical implications. REALTORS® have substantive access to MLS systems (OneKey MLS for Long Island through LIBOR membership), REALTOR® industry resources, and substantive continuing education requirements. These frameworks produce meaningfully better service standards typically.

Why the REALTOR® Distinction Matters for Long Island Sellers
 

Long Island sellers specifically benefit from working with REALTOR®-designated agents.

Substantive Long Island MLS access. OneKey MLS is the primary Long Island multiple listing service. LIBOR REALTORS® have full OneKey MLS access. Substantive comp analysis, listing submission, and buyer's agent network access require this framework.

Substantive Code of Ethics protection. NAR Code of Ethics provides substantive protection for sellers working with REALTORS®. Ethics complaint framework available through LIBOR for substantive concerns. Additional accountability layer beyond NY State licensing framework.

Substantive continuing education requirements. REALTORS® complete substantive continuing education including ethics training every three years (mandatory NAR requirement). Substantive framework maintains ongoing professional standards.

Substantive industry resources. NAR provides substantive resources including market data, legal updates, technology tools, and professional development. REALTORS® access substantive framework not available to non-member agents.

Long Island-specific REALTOR® resources. LIBOR provides Long Island-specific market data, sub-market analysis, forecasting, and professional development. Substantive framework relevant to specific Long Island sellers.

Substantive fiduciary framework. REALTORS® commit to substantive fiduciary duty per Code of Ethics — beyond generic agency framework. Substantive framework matters for sellers navigating complex Long Island transactions.

Post-Sitzer/Burnett Impact on REALTOR® Selection
 

Since August 17, 2024, listing REALTOR® selection framework changed substantially.

Buyer's agent compensation no longer automatically on MLS. Sellers now decide whether and how much to offer buyer's agent through substantive listing REALTOR® conversation. Framework decisions include: standard 2-2.5% (maintains buyer pool access), partial 1-2% (trade-off some access for reduced compensation), zero (narrows buyer pool substantially).

Substantive listing agent fee negotiation more genuinely available. Traditional 2-3% listing agent commission no longer default. Some listing REALTORS® offer 1.5-2% total commission structures on higher-value Long Island properties. Substantive interview and negotiation framework produces meaningfully lower commission cost while maintaining agent-level service.

Transparency requirements increased. Substantive disclosure of commission arrangements, buyer's agent compensation offerings, and total commission framework required. Listing REALTORS® must have substantive transparency conversation with sellers.

Written buyer's agent agreement requirement. Buyers now typically sign written agreements with buyer's agents at first substantive interaction. Framework affects listing REALTOR® conversation about buyer's agent compensation strategy.

Substantive strategic decision. Post-Sitzer/Burnett framework requires substantive listing REALTOR® conversation about commission strategy, buyer's agent compensation decision, and marketing plan given the new framework. Generic pre-August 2024 advice doesn't apply.

Higher-value property considerations. Higher-value Long Island properties ($1M+ Manhasset, Port Washington, Garden City) increasingly access post-Sitzer/Burnett fee-negotiated listing REALTOR® framework. Substantive commission savings substantial ($20K-$50K+ on higher-value properties).

Substantive REALTOR® Interview Framework
 

Multiple REALTOR® interviews before selection produces meaningfully better outcomes than defaulting to first contact.

Long Island sub-market expertise questions. How many listings has the REALTOR® handled in your specific sub-market (not generic Long Island — Nassau County North Shore vs. Mid/South Nassau vs. Northeast Queens, or specific Tier-1 town)? Substantive sub-market expertise matters more than generic Long Island experience. Ask for specific recent listings and outcomes.

Track record questions. Substantive listing volume, average days-on-market compared to sub-market average, sale-to-list price ratio, buyer procurement approach. Substantive framework produces meaningful comparison.

Marketing plan substance questions. How specifically will the REALTOR® market your property? Compass Coming Soon exposure timing? Professional photography and video production? Compass Private Exclusive option? OneKey MLS listing framework? Targeted marketing beyond MLS syndication? Substantive framework matters more than generic marketing claims.

Post-Sitzer/Burnett fee framework questions. What's the total commission structure? Is fee negotiation available? What buyer's agent compensation strategy does the REALTOR® recommend and why? Substantive strategic conversation matters more than generic fee framework.

Communication approach questions. How frequently does the REALTOR® communicate during listing period? Who is the point of contact? What happens if primary REALTOR® is unavailable? Substantive communication framework matters throughout process.

NY-specific coordination questions. How does the REALTOR® coordinate with real estate attorney (NY attorney state framework)? PCDS March 20 2024 mandatory disclosure coordination? Post-Sitzer/Burnett buyer's agent compensation strategy for specific property? Substantive framework matters for NY-specific requirements.

References questions. Substantive references from prior Long Island clients — particularly recent references in similar sub-markets and price ranges. Substantive follow-up conversations with references produce meaningful additional information.

Compass platform benefits questions (if applicable). Compass Coming Soon substantive framework, Compass Private Exclusive for privacy priorities, Compass Concierge for upfront preparation funding, Compass agent network reach.

The NAR Code of Ethics Framework
 

Understanding what the REALTOR® Code of Ethics actually requires matters for selection framework.

17 articles of ethical conduct. NAR Code of Ethics is organized into 17 substantive articles covering duties to clients, duties to other REALTORS®, and duties to the public.

Duties to clients (Articles 1-9). Substantive fiduciary framework including honesty, disclosure, confidentiality, financial integrity, avoidance of conflicts of interest, and substantive client-first orientation.

Duties to public (Articles 10-14). Substantive framework including Fair Housing compliance, protection of public from unethical practice, cooperation with investigations, substantive advertising standards, and truthful representation.

Duties to REALTORS® (Articles 15-17). Substantive framework governing interactions with other REALTORS® including business relations, dispute resolution, and cooperative transactions.

Substantive enforcement. LIBOR (Long Island Board of REALTORS®) handles substantive ethics complaints for Long Island REALTORS®. Discipline framework includes suspension, expulsion from NAR membership, financial penalties, and mandatory education requirements.

Ethics training requirement. Substantive ethics training every three years mandatory for all REALTORS®. Framework maintains ongoing awareness of ethical standards.

Substantive framework for sellers. Working with REALTOR®-designated agents provides substantive additional protection beyond NY State licensing framework. Ethics complaint framework available if substantive concerns arise.

Long Island Sub-Market REALTOR® Expertise Considerations
 

Substantive sub-market expertise matters more than generic Long Island experience.

Nassau County North Shore. Port Washington, Manhasset, Roslyn, Great Neck, Plandome, Sands Point. Substantial luxury market exposure. Manhattan and Brooklyn buyer feeder market. Sophisticated buyer pool. Substantive REALTOR® expertise with luxury dynamics, jumbo mortgage coordination, waterfront considerations, high-net-worth buyer marketing, and international buyer network access matters meaningfully.

Nassau County Mid/South Nassau. Garden City, Levittown, Lynbrook, Mineola, New Hyde Park. Substantial family buyer pool. Rate-sensitive market segment. Substantive REALTOR® expertise with mid-market pricing dynamics, first-time buyer marketing, and rate environment considerations matters meaningfully.

Northeast Queens. Bayside, Fresh Meadows, Jamaica Estates, Douglaston, Little Neck, Whitestone. Substantial diverse buyer pool. NYC framework applies rather than Nassau County framework (NYC property tax framework, NYC RPTT for closings, NYC-specific procedures). Substantive REALTOR® expertise with NYC-specific framework matters meaningfully.

Specific Tier-1 town dynamics. Port Washington sub-markets (Sands Point luxury waterfront, Harbor Acres, Port Washington North, Baxter Estates, Beacon Hill, Manorhaven, Flower Hill), Manhasset sub-markets, Garden City sub-markets each have distinct dynamics. Substantive REALTOR® sub-market expertise matters meaningfully.

Waterfront property considerations. Waterfront Long Island properties (Sands Point, Harbor Acres, waterfront Port Washington North) require substantive REALTOR® expertise with FEMA flood zone considerations, dock/shoreline permit history, and luxury waterfront buyer network access.

Historic property considerations. Some Long Island areas (Garden City, historic Port Washington) have historic property considerations requiring substantive REALTOR® expertise with historic property marketing and coordination.

REALTOR® vs. Discount Brokerage Models Framework
 

Substantive REALTOR® selection also involves discount brokerage model consideration.

Full-service REALTOR®. Substantive framework including comp analysis, marketing plan, professional photography, MLS listing, showing coordination, offer evaluation, negotiation, NY attorney coordination, closing coordination. Typical post-Sitzer/Burnett commission 2-3% (or fee-negotiated 1.5-2%). Substantive REALTOR® service throughout.

Discount brokerage models. Various discount brokerages offer 1-1.5% listing services with modified service scope. Substantive research on specific services included matters. Some discount brokerages employ REALTORS® with substantive framework; others employ non-REALTOR® agents with reduced service scope.

Flat-fee MLS services. Licensed brokerage handles OneKey MLS listing for flat fee ($200-$1,000+). Enables FSBO-plus-MLS hybrid approach preserving FSBO cost savings while addressing biggest FSBO disadvantage. Discussed in FSBO framework guide.

iBuyer alternatives. iBuyer activity in NY substantially reduced since 2022. When active, iBuyers offer 85-90% of market value plus 5-7% service fees. Substantive REALTOR® consultation compares iBuyer offers to marketed sale outcomes.

Substantive framework tradeoff. Discount models trade service scope for cost. Full-service REALTOR® typically produces meaningfully better outcomes for higher-value Long Island properties despite higher commission. Substantive framework evaluation matters.

Common REALTOR® Selection Mistakes
 

Some patterns consistently produce worse outcomes than sellers expect.

Defaulting to first contact. Not interviewing multiple REALTORS® produces meaningfully worse outcomes than substantive comparison. Multiple interviews before selection matters.

Choosing highest listing price recommendation. REALTORS® competing for listings sometimes recommend higher list prices to win business (called "buying the listing"). Substantive comp analysis produces meaningfully better recommendations than aspirational pricing. Substantive framework: compare recommendations across REALTORS® and prefer the one with substantive comp support, not highest number.

Choosing lowest commission without service framework analysis. Lowest commission without substantive service framework analysis often produces worse net outcomes than higher commission with substantive service. Post-Sitzer/Burnett fee negotiation is legitimate; race to bottom typically isn't.

Not verifying REALTOR® designation. Some agents present themselves as REALTORS® without actual NAR membership. Verify LIBOR membership specifically for Long Island REALTORS®.

Ignoring Long Island sub-market expertise. Generic Long Island experience without specific sub-market expertise produces worse outcomes than sub-market-specialized REALTOR® selection.

Not asking substantive post-Sitzer/Burnett questions. Framework changed substantially August 17, 2024. Substantive listing REALTOR® conversation about new framework matters. Generic pre-August 2024 advice doesn't apply.

Skipping references. Substantive references from recent Long Island clients in similar sub-markets provide meaningful information. Skipping reference calls produces incomplete evaluation.

Assuming Compass agent = better service automatically. Substantive Compass platform benefits require substantive REALTOR® expertise to leverage. Compass Coming Soon, Compass Private Exclusive, and Compass Concierge benefits vary by specific REALTOR® expertise.

A Recent Long Island REALTOR® Selection Story
 

A recent Long Island homeowner walked through substantive REALTOR® interview framework before selecting listing representation for her Manhasset colonial worth approximately $1,285,000.

She interviewed three REALTORS®. First REALTOR®: recommended $1,395K list price (higher than substantive comp analysis supported), traditional 2.5% listing commission ($34,875), generic marketing plan. Second REALTOR®: recommended $1,285K list price (aligned with substantive comp analysis), 2.5% listing commission ($32,125), professional photography and video production, Compass Coming Soon exposure. Third REALTOR®: recommended $1,295K list price (aligned with substantive comp analysis), fee-negotiated 2% listing commission ($25,900), substantive Compass Coming Soon strategy, Compass Concierge upfront preparation funding, Compass agent network Manhattan/Brooklyn buyer targeting, substantive post-Sitzer/Burnett buyer's agent compensation strategy discussion.

She chose the third REALTOR®. Substantive selection framework: sub-market expertise with Manhasset North Shore specifics, post-Sitzer/Burnett fee-negotiated commission ($6,225 savings vs. second REALTOR®'s 2.5%), substantive Compass platform strategy, substantive PCDS March 20 2024 mandatory coordination framework, substantive NY attorney coordination throughout.

Timeline: 3 weeks preparation with $9,500 Compass Concierge upfront preparation (deep cleaning, painting warm neutrals, updated fixtures, professional photography). Compass Coming Soon exposure 2 weeks before public MLS listing. Public MLS launch produced 14 showings first weekend, 4 offers within 8 days.

Contract at $1,308K within 12 days from multi-offer scenario. Substantive REALTOR® negotiation produced $13K above list price. Substantive attorney coordination throughout with PCDS March 20 2024 mandatory review, 10% deposit escrow, closing at day 65 total.

Substantive net outcome: $1,308K sale minus $26,160 commission (2%) minus $52,320 other selling costs (~4%) = $1,229,520 net. Comparison to first REALTOR® hypothetical ($1,395K list price with traditional 2.5% commission scenario): overpricing likely produced days-on-market accumulation, eventual price reduction, weakened negotiating position. Realistic first REALTOR® outcome: contract $1,250K-$1,280K at 45-60 days DOM after price reductions, $34,875 commission. Net outcome $1,140K-$1,168K = $61K-$89K worse than actual outcome.

Her situation illustrates why substantive REALTOR® interview framework matters meaningfully. First REALTOR® recommendation would have produced meaningfully worse outcome despite higher initial list price. Substantive framework produced substantially better actual results.

The pattern applies broadly. Multiple REALTOR® interviews with substantive framework comparison produces meaningfully better outcomes than defaulting to first contact or choosing highest list price recommendation. Post-Sitzer/Burnett fee negotiation, substantive Compass platform strategy, and Long Island sub-market expertise substantively affect outcomes.

Where to Start
 

For Long Island homeowners selecting a listing REALTOR®, the right starting point is substantive framework.

First: Substantive Long Island sub-market comp analysis for accurate market value baseline. The home valuation tool is a quiet way to begin without commitment.

Second: Identify multiple REALTORS® with substantive Long Island sub-market expertise. LIBOR membership verification confirms REALTOR® designation. Substantive framework: at least 3 REALTOR® interviews before selection.

Third: Substantive REALTOR® interview framework covering sub-market expertise, track record, marketing plan substance, post-Sitzer/Burnett fee framework, communication approach, NY-specific coordination framework, Compass platform benefits (if applicable), references.

Fourth: Substantive references follow-up with recent Long Island clients in similar sub-markets and price ranges.

Fifth: Post-Sitzer/Burnett August 17 2024 substantive fee negotiation conversation. Fee negotiation more genuinely available than pre-August 2024 framework suggested.

Sixth: NY real estate attorney engagement (required in NY regardless of REALTOR® selection). Substantive attorney coordination 1-2 weeks before listing produces meaningfully better outcomes than reactive engagement.

Seventh: PCDS March 20 2024 mandatory disclosure coordination framework with selected REALTOR® and attorney.

For related context: the LI-wide listing agent selection guide covers substantive comprehensive framework. The Long Island pricing methodology guide covers substantive comp analysis. The Long Island seller mistakes guide covers common seller mistakes including REALTOR® selection mistakes. The Long Island selling costs guide covers detailed cost framework including post-Sitzer/Burnett commission.

The honest bottom line: choosing the right REALTOR® to sell your Long Island home requires substantive framework beyond generic "pick a friendly agent" advice. The REALTOR® designation indicates National Association of REALTORS® membership with substantive Code of Ethics adherence — distinct from generic "real estate agent" (all REALTORS® are agents, but not all agents are REALTORS®). Post-Sitzer/Burnett August 17 2024 substantially changed listing REALTOR® selection framework: fee negotiation more genuinely available (sometimes 1.5-2% total commission on higher-value properties), buyer's agent compensation decisions became listing conversation, transparency requirements increased. Substantive REALTOR® interview framework covers Long Island sub-market expertise (Nassau County North Shore vs. Mid/South Nassau vs. Northeast Queens), track record, marketing plan substance, Compass platform benefits (Compass Coming Soon, Compass Private Exclusive, Compass Concierge), post-Sitzer/Burnett fee framework, NY-specific requirements (PCDS March 20 2024 mandatory, attorney state coordination), communication approach. Multiple REALTOR® interviews before selection produces meaningfully better outcomes than defaulting to first contact. Common mistakes include choosing highest list price recommendation without substantive comp support, choosing lowest commission without service framework analysis, ignoring Long Island sub-market expertise. Substantive framework evaluation produces meaningfully better outcomes.

Note: This blog post covers general framework. Individual property circumstances and market conditions vary substantially. Consult qualified REALTOR® with substantive Long Island sub-market expertise and real estate attorney for advice specific to your situation.

FAQs
 

How do I choose the right REALTOR® to sell my home in Long Island?

Substantive framework beyond generic "pick a friendly agent" advice. The REALTOR® designation indicates NAR membership with substantive Code of Ethics adherence — distinct from generic "real estate agent" (all REALTORS® are agents, but not all agents are REALTORS®). Substantive REALTOR® interview framework: multiple interviews (at least 3), sub-market expertise questions (Nassau County North Shore vs. Mid/South Nassau vs. Northeast Queens vs. specific Tier-1 town), track record verification, marketing plan substance, post-Sitzer/Burnett fee framework (fee negotiation more genuinely available since August 17, 2024), Compass platform benefits, NY-specific coordination (PCDS March 20 2024, attorney state), references. Common mistakes include defaulting to first contact, choosing highest list price without comp support, ignoring sub-market expertise. Substantive framework evaluation produces meaningfully better outcomes than reactive selection.

What's the difference between a REALTOR® and a real estate agent?

Substantive distinction. Real estate agent = licensed to practice (NY State real estate salesperson or associate broker license). REALTOR® = licensed agent + NAR membership. Additional designation beyond state license. REALTORS® commit to substantive NAR Code of Ethics (17 articles of ethical conduct) with substantive enforcement through LIBOR (Long Island Board of REALTORS®) for Long Island REALTORS®. Code of Ethics violations produce substantive discipline including suspension, expulsion from NAR membership, financial penalties. REALTORS® have substantive OneKey MLS access, industry resources, mandatory continuing education including ethics training every three years. Non-REALTOR® agents aren't bound by Code of Ethics specifically. REALTOR® trademark is registered protected by NAR requiring proper attribution. Substantive framework indicates specific ethical commitment and industry standards adherence beyond state licensing.

How has post-Sitzer/Burnett affected listing REALTOR® selection?

Substantially. Since August 17, 2024, framework changed: buyer's agent compensation no longer automatically on MLS (sellers decide whether and how much to offer through substantive listing REALTOR® conversation), substantive listing agent fee negotiation more genuinely available (some REALTORS® offer 1.5-2% total commission structures on higher-value properties, meaningfully lower than traditional 2-3%), transparency requirements increased, written buyer's agent agreement requirement affecting listing REALTOR® strategy conversations. Substantive strategic decision required — commission strategy, buyer's agent compensation decision, marketing plan given new framework. Generic pre-August 2024 advice doesn't apply. Substantive listing REALTOR® interviews should specifically cover post-Sitzer/Burnett framework and specific strategy recommendations. Higher-value Long Island properties ($1M+) increasingly access fee-negotiated framework with substantial commission savings ($20K-$50K+).

What questions should I ask when interviewing a Long Island listing REALTOR®?

Substantive interview framework: (1) Long Island sub-market expertise — how many listings in your specific sub-market, specific recent listings and outcomes; (2) Track record — listing volume, days-on-market vs. sub-market average, sale-to-list price ratio, buyer procurement approach; (3) Marketing plan substance — Compass Coming Soon timing, professional photography and video, Compass Private Exclusive option, OneKey MLS listing framework, targeted marketing beyond MLS; (4) Post-Sitzer/Burnett fee framework — total commission structure, fee negotiation availability, buyer's agent compensation strategy recommendation; (5) Communication approach — frequency, point of contact, availability framework; (6) NY-specific coordination — real estate attorney coordination framework, PCDS March 20 2024 mandatory disclosure coordination, post-Sitzer/Burnett buyer's agent compensation strategy; (7) References — substantive follow-up with recent Long Island clients in similar sub-markets and price ranges; (8) Compass platform benefits if applicable.

Should I choose the REALTOR® who recommends the highest list price?

Not necessarily. Highest list price recommendation often reflects "buying the listing" behavior (REALTORS® competing for listings sometimes recommend higher list prices to win business). Substantive comp analysis produces meaningfully better recommendations than aspirational pricing. Substantive framework: compare recommendations across REALTORS® and prefer the one with substantive comp support, not highest number. Overpricing typically produces days-on-market accumulation, eventual price reductions, weakened negotiating position, and meaningfully worse net outcomes than accurate pricing. Case study: three-REALTOR® interview where first REALTOR® recommended $1,395K vs. accurate $1,285K comp analysis. Actual outcome with accurate pricing: contract $1,308K at 12 days with multi-offer scenario. Realistic overpricing outcome: $1,250K-$1,280K contract at 45-60 days after price reductions. Net outcome $61K-$89K worse with overpricing approach.

By Eric Berman, REALTOR® | The Eric Berman Team at Compass

Eric Berman | Long Island & Queens Associate Broker | Compass
1468 Northern Blvd, Manhasset, NY 11030
(917) 225-8596 | eric@ericbermanre.com | theericbermanteam.com