Skip to content

Seven things a real estate agent does behind the scenes

Seven things a real estate agent does behind the scenes

We all know what real estate agents do. With their sharp suits and wide smiles, they’re the ones greeting you at the open inspection or answering questions before the auctioneer starts their spiel.

But did you know that real estate agents also do a lot of work behind the scenes? Before, during and after your sale, they’re working hard to get you the best possible price.

Here are seven things a real estate agent does to help sell your house, even when you’re not watching.

Before the sale

1. Building a buyer database

Having a list of buyers already on hand allows agents to do a few things.

They can contact a few ‘qualified’ buyers who they know are looking for properties like yours and arrange private inspections before the home officially hits the market. This helps gauge market interest and set a fair price. It might even mean you get an early offer and can save on marketing costs.

Building that database is an ongoing job. Agents chat to potential buyers at open inspections and auctions to get a feel for what they’re looking for. With their permission, they record those details for future use. A good agent won’t leave it there, either. They will nurture those leads by staying in contact and checking whether they’re still looking.

2. Researching comparable properties

In order to get the right price for your property, agents must understand the market. This takes skill and experience. Agents keep a database of the properties they’ve sold, including location, size and condition. They also keep an eye on their competitors, so that they know whether other agents are beating them on listing price.

Lastly, they receive information on quarterly median house prices and auction results, future property forecasts and legislative updates. This means that when they come to advise you on how much your property could sell for, they’re drawing on a vast pool of knowledge.

3. Keeping abreast of market trends

It’s important that your home is marketed to the right people, the right way. 15 years ago, that would typically mean putting a print advert in the classifieds section of your local newspaper. Today, print listings are mostly used for unusual or prestige properties, and framed to appeal to niche buyers.

Different parts of Australia favour different marketing techniques. Auctions are nearly ubiquitous on the east coast, whereas the smaller capitals tend to favour private treaty.

Agents spend a lot of their time keeping up with trends. Through their association with professional bodies, networking events and ongoing professional development, they make sure they can advise which approach is best for the buyers you want to attract.

During the sale

4. Responding to buyer enquiries

When the listing is live, agents spend a lot of their time on the phone. In fact, sellers who decide to ‘go it alone’ and sell their own properties are often amazed at how much time this task takes.

Agents can field several calls an hour for a hot property and should expect to answer a wide range of questions about the home, location and seller motivation.

5. Showcasing the positives

Presenting your home in the best possible light goes beyond decluttering and cleaning. Agents use their skill and experience to turn negatives into positives and create a good impression in the minds of buyers.

Tired kitchen? Great opportunity to create something new! The property doesn’t face north? It’ll stay cooler in summer!

Where a seller might sound defensive or emotional about their house, an agent can bring a dispassionate eye to the game. By treating the buyer with respect and answering their concerns head on, they can often make a better sale.

6. Hosting the opens

This is one of your real estate agent’s more visible tasks. But even here, plenty goes on behind the scenes.

Before the doors are swung open, your agent will have made sure that your house is looking as good as possible. That might mean turning on the lights and opening all the curtains and blinds, checking for any mess you’ve overlooked, even pulling some weeds that have grown up on the entrance path.

After the sale

7. Liaising between buyer and seller

During the settlement process, an agent keeps both buyer and seller up to date with developments. If the buyer’s bank doesn’t finalise the loan in time, settlement might need to be delayed.

There may need to be some clarification about what’s included. Sellers may get in touch to ask if there’s any way settlement could be moved up. While your solicitor or conveyancer can handle some of these queries, it’s common for the agent to be involved as well. Discussions at this stage can help get all parties to a smooth settlement.

And of course, the agent will also be on hand on settlement day to make sure the buyer gets the keys – and maybe even a bottle of champagne!

 

Related articles from the view

Oct 15, 2019

Five questions to ask a real estate agent

Thinking of selling your house? One of your first steps will be to appoint a real estate agent. A good real estate agent will do the hard work of selling your home for you. That includes listing it for sale, marketing it to attract buyers, showing it at open inspections and negotiating with potential purchasers.…
Read more
  • General
Jul 24, 2018

Countdown to your open inspection

It is official: you are selling your home! Hopefully, you’ve chosen a real estate agent and they’ve gone through the marketing package and strategy with you. That means it’s up to you to roll up your sleeves and get the property gleaming. Since there are plenty of tasks that need to be attended to, it’s…
Read more
  • General
  • Residential
Feb 1, 2019

Five flaws to fix

Unless you’re selling a brand new build, chances are that your much-loved property has a few flaws. And while it might be impossible to achieve perfection, good presentation does matter when you’re selling as most buyers want a home that needs as little work as possible. That said, some repairs are more important than others.…
Read more
  • General
  • Residential
Jul 20, 2020

Build new or buy established

Whether it’s your first home, you’re upgrading or it’s time to downsize and simplify, one question is always part of the mix. Should you build new, or buy an established property? Both options have their pros and cons, and many people will simply choose the one they’re more familiar with. But with both state and…
Read more
  • General
  • Residential
  • Rural
Jun 5, 2018

Choosing a floor plan for your new build

Building your own house can be a lot of fun. Finally, you’ll be able to put all those childhood games of House to good use as you design the perfect home for you and your family. One of the most important decisions you’ll make in the process is the floor plan. It’s not a decision…
Read more
  • General
  • Residential