The agent you choose can influence far more than the final sale price. They set the campaign strategy, shape buyer competition, manage negotiations and keep the process moving when pressure builds. These questions to ask a real estate agent will help you compare candidates on evidence, not just confidence at the appraisal.
For most sellers, the right choice is not automatically the agent who promises the highest price or quotes the lowest fee. It is the professional with a proven local approach, a clear plan for your property and the capacity to execute it well.
Questions to ask a real estate agent before listing
1. What have you sold recently in my area?
Ask for recent, comparable sales rather than a broad list of every property the agency has handled. A comparable home is similar in location, land size, condition, property type and buyer appeal. An agent who has sold nearby can speak clearly about which buyers were active, what competing homes achieved and where interest is sitting right now.
Check the results yourself against sold data. A strong answer includes addresses, sale dates, campaign methods and the gap between the quoted guide and final result.
2. How did you arrive at my estimated sale price?
A good appraisal should be supported by evidence, not a flattering number designed to win your business. Ask which sales were used, why they are comparable and what adjustments have been made for renovations, views, parking, layout or a weaker street position.
There is always a range, particularly in a changing market. The useful question is whether the agent can explain the factors that could move your result towards the top or bottom of that range.
3. What is happening with buyer demand in this suburb?
Local knowledge should go beyond median prices. Ask how many active buyers the agent is speaking with, which property types are attracting the strongest enquiry and whether buyers are generally making offers, waiting for auctions or seeking more time.
This matters because a three-bedroom family home, a city apartment and a lifestyle acreage can behave very differently in the same broader market. Your campaign should respond to the buyer pool your property is most likely to attract.
4. Who is the likely buyer for my property?
The answer should be specific. It may be a young family moving from an apartment, a downsizer looking for a single-level home, a local upgrader or an interstate investor. the target buyer is clear, you can assess whether the proposed presentation, photography, copy and inspection schedule make sense.
An agent who says the home will appeal to everyone may be trying to keep the conversation easy. Most successful campaigns have a defined primary audience, while still remaining open to other buyers.
5. What selling method do you recommend, and why?
Private treaty, auction, expressions of interest and off-market selling all have a place. The right method depends on local norms, the level of comparable evidence, buyer depth, your timing and how unique the property is.
Ask the agent to explain the trade-off. An auction can create urgency and transparency where demand is strong, but it requires committed marketing and may not suit every market. A private treaty sale can offer more flexibility, though it needs disciplined negotiation and a well-managed price guide.
6. What will the marketing campaign include?
Request a written breakdown of every cost and activity. This should cover photography, video, floorplans, signage, copywriting, digital advertising, print if relevant, buyer database outreach and property portal placement.
Do not judge marketing by its price alone. Ask what each element is intended to achieve and how the campaign will reach buyers beyond those who happen to see the listing in their saved search. Premium presentation can be worthwhile for a distinctive home, but it should be proportionate to the likely buyer pool and sale price.
7. Where will my property be advertised?
Your agent should be able to outline the portal strategy, agency channels, social media activity and direct buyer contact. Most serious buyers search across more than property platform, so broad digital exposure matters. Listing presentation and response speed matter too - an enquiry ignored for hours can be a missed inspection.
Ask how the property will be positioned against comparable listings currently for sale. This is particularly useful if several similar homes are expected to launch at the same time.
8. Who will actually manage my campaign?
At the appraisal, you may meet a senior agent. That does not necessarily mean they will conduct inspections, take buyer calls or negotiate offers. Ask who your day-to-day contact will be, who will attend open homes and who has authority to negotiate.
A well-supported team can be an advantage, especially during a busy campaign. What matters is that responsibilities are clear and you know who is accountable for communication and results.
9. How often will you update me, and what will you report?
Set expectations early. Weekly written reports are common, but the quality of feedback is more important than the format. You need to know enquiry levels, inspection attendance, repeat visitors, buyer objections, comparable sales and the likelihood of offers.
Ask whether feedback will be specific or simply reported as “good interest”. Useful feedback helps you make decisions about presentation, pricing and negotiation before momentum fades.
10. What is your plan if the first two weeks are quiet?
The launch period is valuable because new listings receive the most attention. A capable agent will have a practical response if enquiry is below expectations: reviewing the price guide, changing the lead image, contacting a different buyer segment or improving inspection access.
Be cautious of an agent who avoids this question. It is better to discuss a contingency plan before you sign than to be surprised by a request for a price reduction after the campaign has lost energy.
11. How do you handle offers and negotiations?
Ask for an example of a recent negotiation where the agent improved the outcome for a vendor. You are looking for a process, not confidential details. How did they identify genuine buyers, create competition, manage conditions and keep parties engaged?
The best negotiators are calm and direct. They do not pressure you into accepting an unsuitable offer, but they will give clear advice when a credible buyer is in front of you.
12. What are your fees, and what is included?
Ask for the commission structure, marketing costs, administration fees, auctioneer costs where applicable and any charges payable if the property does not sell. Confirm whether marketing is paid upfront or later, and whether costs are refundable.
A lower commission is not always better value if it comes with limited service or weaker campaign execution. Equally, a higher fee needs to be justified by experience, reach, service and a strategy that fits your home.
13. What is the proposed agency agreement term?
The agreement should give the agent enough time to run the agreed campaign, without locking you into an unnecessarily long period. Ask what happens if you are unhappy with service, whether there is a termination clause and whether any fees apply if you change agencies.
Read the agreement carefully before signing. If a term or expense is unclear, ask for it to be explained in plain English and recorded in writing.
14. Can I speak with recent vendors?
Reviews are a useful starting point, but a conversation with a recent client can reveal how the agent performed when the campaign became demanding. Ask about communication, advice on price, inspection management and whether there were unexpected costs.
Recent references are more relevant than testimonials from years ago. Ideally, speak with vendors whose homes and circumstances were broadly similar to yours.
15. What do you need from me to achieve the best result?
Selling is a partnership. The agent may recommend repairs, styling, decluttering, flexible inspection times or early preparation of contracts and disclosure documents. Ask which actions are essential, which are optional and what return they expect each change to deliver.
This keeps spending focused. Not every home needs a full renovation before sale, but small presentation improvements can make a meaningful difference when buyers compare several properties in weekend.
Compare the answers, not the sales pitch
Meet at least two or three agents where possible, then compare their advice side by side. Look for consistency in the evidence, clarity in the campaign plan and realism in the price discussion. Leading Agents can also help you review agent profiles, local reviews and recent sales before you make contact.
A polished appraisal is easy to deliver. Consistent follow-through, informed buyer feedback and firm negotiation are what carry a property campaign through to settlement. Choose the agent who gives you the clearest view of the market and makes you feel informed enough to make the difficult calls when they arise.
