What to ask real estate agent when selling

Selling a property, whether it is your home or an investment, is a significant financial decision.

You may be upsizing, downsizing, relocating or restructuring your investment portfolio, but whatever your reason for selling, choosing the right real estate agent can make an enormous difference to both the experience and the final result.

A skilled agent can help you prepare the property, choose the most appropriate selling method, attract genuine buyers and negotiate the best possible price.

However, with so many agents competing for your listing, how do you decide which one deserves your business?

These six questions should help you separate the strong salespeople from those who are simply good at selling themselves.

1. What is the best way to sell this property?

There are three main ways to sell a property: private treaty, expression of interest or auction.

Each method has advantages and disadvantages, and the right choice depends on the type of property, its location, the likely buyer pool, and current market conditions.

A good agent should inspect your property, consider the available evidence and explain why a particular method is likely to produce the best result.

Be wary of an agent who automatically recommends the same method for every property. Their advice should match your home and your circumstances.

You should also ask what happens if the initial strategy does not work. A strong agent will have a clear plan to review buyer feedback and adjust the campaign when needed.

3. Is now a good time to sell?

Naturally, most agents would like to secure your listing, so there may be a temptation to focus on the benefits of selling immediately.

A professional agent should give you a more balanced assessment.

They should be able to explain how your local market has changed, which buyers are currently active, how similar properties are performing and how long your property may take to sell.

Importantly, they should also discuss the advantages and risks of selling now compared with waiting.

Sometimes delaying the campaign by a few weeks or months could let you complete improvements, avoid an oversupplied period, or launch when more buyers are active.

An agent who is prepared to recommend a delay, even though it postpones their commission, may be demonstrating the honesty and professionalism you want on your side.

4. What is your track record?

Any experienced agent should be comfortable providing evidence of their recent results.

Ask about comparable properties they have sold, the prices achieved, the time those properties spent on the market and the difference between the initial quoted range and the eventual sale price.

Testimonials can be useful, but verifiable local sales are usually more meaningful.

Local knowledge matters because an agent who regularly works in your suburb should understand the buyer demographics, recent comparable sales and the features that buyers value most.

They may also have an existing database of people who have missed out on similar properties and are ready to buy.

However, do not choose an agent solely because they claim to be the area’s leading salesperson. Ask who will conduct the inspections, communicate with you and negotiate with buyers.

Sometimes the person delivering the listing presentation is not the person who will manage your campaign.

5. How much will everything cost?

Your agent should clearly explain all the costs involved in selling your property.

These may include the sales commission, advertising, photography, floor plans, styling, auctioneer fees and charges associated with discharging your mortgage.

Commission structures and rates vary considerably depending on the property, location and agency. Some agents charge a fixed percentage, while others use a tiered commission designed to reward them for achieving a higher price.

Ask for all costs in writing and confirm whether GST is included.

The cheapest agent will not necessarily deliver the best outcome. A small commission saving could prove expensive if the agent is a weaker marketer or negotiator.

At the same time, a higher fee doesn't automatically guarantee a better result, so the agent should be able to explain the value they provide.

6. Why should I hire you?

This is a simple question, but the answer can reveal a great deal.

A capable agent should be able to explain clearly why they are the right person to sell your property.

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Ask what distinguishes them from other local agents, how they communicate with vendors and how frequently you will receive updates.

You should also find out how available they will be throughout the campaign and how they handle pressure when negotiations become difficult.

Pay attention to how well the agent communicates during the appraisal because this may give you an indication of how they will speak to prospective buyers.

You are entrusting this person with the sale of a valuable asset, so you should feel comfortable asking detailed questions before signing an agency agreement.

What your selling agent should tell you

A good selling agent will take the time to understand why you are selling and what you hope to achieve.

They should also establish a reliable communication system so that you receive regular feedback from inspections and can contact them when important decisions need to be made.

Most importantly, they should be honest with you about your property, including the aspects you may prefer not to hear.

Unfortunately, not every agent is equally direct with vendors. Here are five things a good agent should be prepared to discuss.

1. What needs to be improved?

We all become emotionally attached to our homes and may overlook features that could discourage buyers.

A good agent will diplomatically identify anything that needs attention before the property goes to market.

This could include clutter, dated floor coverings, poor presentation, maintenance problems or mould in the bathroom.

You may not need to undertake a major renovation, but anything likely to weaken the first impression should be addressed where practical.

2. How long could the property take to sell?

Agency agreements usually run for a defined period, but that does not mean your property will necessarily sell within that timeframe.

Demand depends on the type of property, its price and whether it suits the people who want to live in that location.

For example, a two-bedroom house in an area dominated by growing families may appeal to a smaller buyer pool than a four-bedroom home.

An honest agent will explain the balance between supply and demand so that you begin the campaign with realistic expectations.

3. Could neighbouring properties affect the sale?

Buyers tend to consider more than the home itself. They also look at the surrounding streetscape and neighbouring properties.

Poorly maintained gardens, excessive noise, difficult access or other nearby issues could affect buyer perceptions.

An experienced agent should identify these concerns early and explain how they intend to manage them during the campaign.

4. Can the commission be negotiated?

Many sellers don't realise that an agent’s commission may be negotiable.

Of course, pushing the fee down too far may be counterproductive because you want the agent to remain motivated and devote adequate resources to the campaign.

One option is to negotiate a tiered commission that rewards the agent for achieving a price above an agreed benchmark.

Whatever arrangement you choose, make sure the agency agreement clearly documents the calculation.

5. Does selling support your broader plans?

People sell property for many reasons. They may be relocating, changing homes, releasing capital or reducing debt.

Others decide to sell because they are worried about short-term market conditions or believe the transaction will solve a broader financial problem.

A professional agent should understand your motivation, although they may not be qualified to provide investment, tax or financial advice.

For an investment property, the decision to sell should ideally form part of your broader wealth strategy rather than being based solely on the latest market headlines.

The bottom line

Most real estate agents are professional operators who work hard to achieve a good result for their clients.

However, skill levels, communication styles and local knowledge vary, which is why it is worth interviewing several agents before making your decision.

The agent quoting the highest selling price or offering the lowest commission may not be the best choice.

Look for credible evidence, a well-considered campaign and an agent who is willing to tell you what you need to know, even when it is not what you hoped to hear.

If you would like independent assistance, you could also consider using Metropole’s vendor advocacy service.

A vendor advocate can help you select and manage the selling agent, assess the proposed marketing campaign and provide objective advice throughout the sale, without the emotion that often accompanies selling your own property.