The listing agreement is a contract between the seller and the listing broker. It sets out the conditions of the listing. While the details of the agreement should be negotiated, a listing agreement generally includes the following:
The desired sales price, as well as a price that might be accepted, the length of the listing period -- as the seller you'd want to be able to switch brokers if the sale does not happen as quickly as you like, while the broker wants to have the listing period as long as possible, recognizing that it often takes a fair amount of time and effort and expense to generate other broker interest and a sale, and that if the time is too short she or he loses the commission.
The amount of the commission -- while the commission rate is generally claimed to be "standard" within a community, dont believe it, and it is sometimes possible to negotiate different rates up front -- such as 3% to the listing broker and 3% to the selling broker.
However, if the rates are too low, the listing broker may not want to do all that is
necessary to "push" your house, such as advertising it heavily, while the selling broker
may prefer to sell her/his prospects a home that carries a higher commission than what
they would get on your home.
Any exceptions to the commission. For example, would there be a reduced fee (or no fee at all) if you sell the house on your own, or you sell it to a friend who expressed interest? Generally the broker will insist on you naming any such persons in the listing agreement.
The seller should pay very careful attention to the listing agreement, and probably should have it reviewed by a lawyer. It is a critically important document to the seller. Once a broker produces a willing and able buyer, assuming all conditions are met, the seller owes the broker his or her full commission. If for any reason the seller chooses not to sell (perhaps she/he wants to hold out for more money, or a proposed job transfer falls through), the commission must still be paid.
