HOME BUYERS FAIR : Selecting the Right Realtor : Good Real Estate Agent Can Be Buyer’s Best Friend : Brokers: Find a real estate representative who listens to what you want, offers explanations and keeps in touch--then stick with the agent to the end.

You will meet real estate agents by answering ads, calling the numbers on lawn signs and visiting open houses. Best of all, perhaps, is a name suggested by a relative or friend who has had a good experience--but only if the agent in question specializes in the areas or type of house you want.

In a strange town, you can write to the chamber of commerce for maps and information; you will probably hear from several brokerage firms interested in working with out-of-towners. If you study the local newspapers, you will discover which agents are active in the areas you like.

Remembering that you have no legal obligations to the agent, you might be tempted to play the field, thinking that you’ll get many people out there looking for your dream house.

In reality, though, the buyer who works with many brokers is working with no one. The first time an agent calls to tell you about a house new on the market and hears “as a matter of fact, we saw that one with someone else this morning,” your name is crossed off the list. In the absence of a legal relationship, most successful transactions flow from informal trust between buyer and broker. When you find a good broker, stick with him or her.

Here are a few tests by which to judge an agent:

--Does he or she return phone calls promptly? This simple question is a good screening device, whether you’re looking for a broker, lawyer or plumber.

--Does the agent explain things so you can understand them? This is especially important with first-time buyers. If you can find an agent who is a born teacher, you’re in luck.

--Does the agent seem ready to invest time in you? For example, when the broker is holding an open house, does he or she just wave you on through, asking as you leave whether you’re interested in the house and letting it go at that?

You want someone who, if not busy with other prospects, shows you the house in a professional manner, asks questions about your needs and offers to discuss other properties if the one you are looking at doesn’t interest you.

--Does the broker suggest an initial session in the office, rather than simply meeting you at the house you called about? To get good service, you need that financial analysis and discussion of your whole situation.

--Does the agent ask questions about your finances soon after meeting you? This may not ordinarily be good manners but it’s the mark of an efficient broker who aims to give you good service.

--Does the broker explain up front that he or she is acting as the seller’s agent?

--Do the first houses suggested show that the broker has been listening and understands your wants and needs? If you’re shown houses that have the wrong number of bedrooms or are clearly out of your price range, forget it.

Once you find a broker with whom you feel comfortable, one who inspires confidence, stick with him or her. Tell your broker about other firms’ ads that interest you, even about “for sale by owners,” so he or she can investigate for you. Ask for advice before visiting open houses on your own.

If you have the agent’s home phone number, don’t hesitate to use it. Real estate agents are accustomed to evening and weekend calls. Service is the only thing they have to sell, and they welcome any sign that you want to take advantage of it.

The average person assumes that a real estate agent’s job is to help you find a house, but that’s only the tip of the iceberg. The typical broker will spend more time bringing you into agreement with the seller and, most important, helping you arrange to finance your purchase.

Some services you can expect, even if, as is most usual, you are using the seller’s broker:

--Analysis of your financial situation. Don’t be offended by what appear to be personal questions. A good agent asks them at the beginning because a lending institution may ask them later on. During a first conversation, the broker is already forming a strategy for financing your purchase, based on the various mortgage options available locally.

--Education in basic real estate principles. Brokers expect to spend extra time with first-time home buyers. You have a right to insist that every step be explained so that you feel comfortable with it.

--Recommendation of a specific price range. Without those parameters all parties involved--sellers, agents and buyers--are just spinning their wheels.

--Orientation to a new community. If you are moving out of town, send for the local newspaper, read the ads and write to a couple of real estate firms that handle property in the area or price range you might be interested in. You may receive long-distance phone calls, maps and offers to meet your plane, arrange motel reservations or baby-sitting. Seeing the town with a broker as your chauffeur is one of the best ways to learn about neighborhoods, schools, shopping and the like.

--Information about different locations. The agent is not supposed to answer questions or volunteer information touching on any of the protected classes under human rights law--ethnic or racial composition of neighborhoods, for example. But a broker may answer your questions about the location of vegetarian restaurants and health clubs, give you factual information on per-pupil expenditure in various school districts or pinpoint on a map the organizations or religious institutions you are interested in.

--Screening of listings. The agent will show you any house on the market and must be careful not to narrow your choice by the use of subtle steering based on racial, religious or other forbidden criteria. Keep in mind, though, that a good agent is a skilled matchmaker who listens instead of talks, then helps you narrow down available listings for efficient use of your time.

--Showing of property. The agent will set up appointments for house inspections and will accompany you. During the tours, don’t be afraid to ask questions. The agent will have at hand a wealth of data on each house you see, including lot size, property taxes and assessment figures, age of the house, square footage, heating system and the like.

--Estimation of ownership costs. When you are seriously interested in a specific house, your agent will help you figure out how you could buy it and what it would cost you each month.

--Negotiation. The agent will prepare a “purchase offer” that reflects your proposed purchase price and other terms. Unless you’re offering to pay the seller’s full asking price, the seller will likely make a counter-offer. The negotiations will continue until you and the seller finally reach agreement on terms of the transaction.

--Financing expertise, which is probably the most important, and certainly the most time-consuming, of the agent’s activities. A skilled agent keeps in close touch with local lending institutions and helps you find the one that best suits you, out of what may be hundreds of different mortgage plans.

--Mortgage application assistance. In many localities, the agent expects to make an appointment for you with a lending institution and help you prepare for the application interview, perhaps accompanying you. While you’re waiting for loan approval, the agent will keep in touch with the lender to straighten out any hitches that develop.

--Settlement. Local customs vary, but in many areas the broker attends the closing session, and in a few places actually effects the transfer of title.