Selling a property is a big decision. For most homeowners, it represents one of the largest financial transactions they will ever make, so choosing the right real estate agent deserves careful consideration.
It can be tempting to choose an agent based on the highest suggested selling price, the biggest number of listings or simply a recommendation from a friend. While these things can be useful, they don’t necessarily tell you how an agent will approach the sale of your particular property.
A good agent should be able to explain their strategy, demonstrate knowledge of your local market and give you a realistic understanding of what to expect.
Before you sign a listing agreement, sit down with prospective agents and ask questions. The answers can tell you a lot about their experience, communication style and approach to selling your home.
Here are seven questions worth asking.
1. How Much Experience Do You Have Selling Properties Like Mine?
Every property is different, and experience isn’t simply about how long someone has worked in real estate.
Ask an agent about their experience selling properties similar to yours. That could mean homes of a comparable price, apartments, family homes, acreage, investment properties or properties in a particular neighbourhood.
Why it matters
An agent who regularly sells similar properties is likely to have a better understanding of the buyers who are attracted to them, how they should be presented and what selling methods may work best.
It also gives you an opportunity to understand whether the agent’s experience is relevant to your circumstances.
Don’t be afraid to ask for examples.
What similar properties have they sold recently? How long did those properties take to sell? What sort of buyers were attracted to them?
You aren’t trying to find an agent who has sold the most properties. You’re trying to find someone whose experience is relevant to yours.
2. How Well Do You Know The Local Market?
Local knowledge can be one of an agent’s most valuable assets.
Ask them about recent sales in your suburb and, where relevant, your particular pocket or type of property.
They should be able to talk about recent comparable sales, current buyer demand, properties competing with yours and factors influencing the local market.
Why it matters
Property markets can vary significantly from one suburb to the next, and even within individual suburbs.
An agent who understands the local market should be able to explain where your property sits within it.
Ask questions such as:
- What have similar properties sold for recently?
- Who is currently buying in this area?
- Are buyers becoming more or less price-sensitive?
- How much competing stock is currently available?
- Are there particular features buyers are looking for?
The answers can help you determine whether an agent’s recommended price and strategy are based on evidence rather than optimism.
3. How Would You Recommend We Sell The Property?
There isn’t necessarily one right way to sell a property.
Depending on the property, market conditions and seller’s circumstances, an agent might recommend an auction, private sale, expressions of interest or another approach.
Ask the agent to explain not only what they recommend, but why.
Why it matters
The selling method can influence how your property is marketed, how buyers engage with it and how negotiations are handled.
A good agent should be able to explain the advantages and disadvantages of their recommended approach and how it relates to your property.
You should also feel comfortable asking, “What would make you change your recommendation?”
This can reveal whether the strategy is genuinely tailored to your circumstances or whether the agent tends to use the same approach for every property.
4. What Would You Do to Attract The Right Buyers?
Marketing is about more than putting a property online and waiting for enquiries.
Ask the agent to walk you through their proposed marketing campaign.
Where will the property be advertised? How will the listing be presented? What photography, video or other content will be used? How will the property be promoted to potential buyers? What role will the agent’s database and existing buyer relationships play?
Why it matters
Your property needs to stand out from competing listings.
A strong marketing strategy should identify the property’s most appealing features and communicate them clearly to the buyers most likely to be interested.
It’s also worth asking about timing.
When will the campaign begin? How will buyer engagement be monitored? What happens if enquiry levels aren’t what you expected?
Understanding the plan before you list can give you greater confidence about where your marketing dollars are going and what you can expect from the campaign.
5. What Do You Think My Property is Worth and How Did You Arrive at That Figure?
This may be the question homeowners are most interested in asking, but it is important to look beyond the number.
Ask the agent to explain how they have arrived at their suggested price or price range.
Why it matters
A high appraisal can sound appealing, but an unrealistic asking price can potentially result in fewer enquiries, a longer campaign and a need to adjust expectations later.
On the other hand, pricing a property too conservatively may mean you don’t achieve its full potential.
Ask the agent to show you the evidence behind their assessment.
Which comparable properties have they considered? How recent are those sales? How does your property compare? What factors could push the eventual result higher or lower?
The aim isn’t necessarily to find the agent who gives you the highest figure. It’s to find the agent who can provide the most credible explanation for their assessment.
6. How Will You Communicate With Me Throughout The Campaign?
Selling can be stressful, particularly when you don’t know what’s happening.
Before appointing an agent, establish how communication will work.
How often will they provide updates? Who will be your main point of contact? Will you receive feedback after inspections? How quickly can you expect a response to questions? How will offers and negotiations be communicated?
Why it matters
Good communication can make the selling process considerably easier.
Buyer feedback can also provide valuable information as the campaign progresses.
If several buyers are commenting on the same issue, for example, you may need to reconsider presentation, pricing or the way the property is being marketed.
Ask the agent how they use feedback to adjust their strategy.
You should come away from the conversation knowing what communication you can expect rather than having to chase updates.
7. What Will You Do to Negotiate The Best Possible Result?
Getting buyers through the door is only part of an agent’s job.
Eventually, the focus turns to negotiation.
Ask the agent how they approach offers and negotiations and how they will represent your interests when a serious buyer comes forward.
Why it matters
A strong result isn’t necessarily about accepting the first good offer.
An experienced agent should understand the difference between genuine buyer interest and casual enquiry, know how to identify a motivated buyer and be comfortable negotiating when there is an opportunity to improve an offer.
Ask how they will handle competing buyers if more than one party is interested.
Also ask what information they will provide before recommending that you accept an offer.
The decision to sell ultimately belongs to you, but you want an agent who can give you clear, informed advice throughout the negotiation.
Don’t Be Afraid to Ask The Uncomfortable Questions
Choosing an agent is an important decision, so don’t feel you have to accept everything you’re told without asking for clarification.
If an agent gives you a price that seems unusually high, ask why.
If they recommend an expensive marketing campaign, ask what you are getting for your money.
If they suggest a particular selling method, ask why it is appropriate for your property.
If they promise a quick sale, ask what assumptions that prediction is based on.
A good agent should welcome informed questions. After all, you are not just choosing someone to advertise your property. You are choosing someone to guide you through an important financial and emotional decision.
Look Beyond The Sales Pitch
Ultimately, choosing an agent isn’t about finding the person who tells you exactly what you want to hear.
It’s about finding someone you trust to provide honest advice, understand your local market, develop an appropriate selling strategy and communicate clearly throughout the process.
Take the time to speak with more than one agent if you’re unsure. Compare their recommendations, ask for evidence and consider how comfortable you feel with each person’s approach.
The right questions can help turn the process from a decision based on a gut feeling into a more informed choice.
And remember, you don’t have to make the decision immediately. A good agent should give you the information you need to make a decision when you’re ready.
Thinking About Selling?
If you’re considering selling your property, speaking with a local agent can be a useful first step, even if you’re not ready to list yet.
An Elders Agent can provide an informed view of your local market, discuss your property’s potential and talk through the selling options available to you.
Ready to have a conversation? Contact an Elders Agent in your area here.