Questions to Ask a Real Estate Agent Before You Sell

Questions about price evidence

The appraisal discussion should show how the agent reached their estimated selling price, not merely reveal the number. Victorian rules require a reasonable estimate that takes account of the three properties the agent considers most comparable. Ask to see those sales and discuss the differences that matter.

• Which three sales do you consider most comparable, and why?
• How did you account for differences in land, condition, accommodation and position?
• What current competing listings could influence buyer expectations?
• Which assumptions will the first inspections need to test?
• What could reasonably move buyer opinion above or below the estimate?

Questions about auction or private sale

A sale method should suit the property, likely buyers and seller’s circumstances. Ask the agent to compare both paths rather than describe only the recommended one. Private-sale contracts may contain conditions with the seller’s agreement, while an auction contract is unconditional and does not provide a cooling-off period.

The agent should also explain what happens if the original path changes. That may include handling a pre-auction offer, reviewing a private-sale asking price or negotiating after an auction is passed in.

• Why do you recommend this method for my property now?
• What would make you change that recommendation?
• How would you manage pre-auction interest or conditional offers?
• What campaign evidence would trigger a strategy review?
• How would you approach negotiation if an auction did not meet the reserve?

Questions about likely buyers and presentation

A useful buyer description goes beyond broad labels such as families or downsizers. The agent should explain what those buyers are likely to compare, what could create hesitation and how the property will be presented accurately. Recommendations for repairs or styling should be prioritised by purpose, cost and timing.

• Who is most likely to inspect, and what other properties will they compare?
• Which features need stronger explanation rather than decoration?
• What preparation is essential, optional or unlikely to justify its cost?
• Which property facts need confirmation before advertising?
• How will local features be described without making unsupported claims?

Questions about marketing and campaign delivery

Ask for an itemised marketing plan and the reason for each expense. Photography, floorplans, copy, online advertising and a signboard may all be useful, but they should work together rather than appear as a menu of available products. Confirm who approves the final material and who corrects it if information changes.

Then establish who does the operational work. A team structure can work well when responsibilities and handovers are explicit.

• What is included in the marketing budget, and does each amount include GST?
• Which items are optional, and what would you remove first if the budget changed?
• Who conducts inspections, answers enquiries and follows up buyers?
• How quickly are buyers contacted after an inspection?
• Who remains accountable to me across the full campaign?

Questions about feedback and campaign reviews

Seller reporting should support decisions, not simply list attendance. Ask to see a typical report and whether it distinguishes buyer comments from the agent’s interpretation. Contract requests, repeat visits, stated conditions and direct objections can be more informative than raw enquiry numbers.

Agree on when formal reviews occur and what evidence will be considered. A good agent should be willing to report mixed or disappointing information clearly rather than filter it to protect the original appraisal.

• When and how will I receive inspection feedback?
• What does your report show beyond enquiry and attendance?
• How do you separate a buyer’s comment from your own conclusion?
• What repeated pattern would justify changing the campaign?
• How will you present an unwelcome recommendation without pressuring me?

Questions about offers and negotiation

Victorian agents must pass verbal and written offers to the seller unless the seller has instructed otherwise in writing. Ask how quickly you will be notified and what information will accompany an offer. Price should be considered with deposit, settlement, conditions, inclusions and the buyer’s stated position.

The agent can negotiate under your instructions, but you decide whether to accept, reject or counter. Contract wording and legal consequences belong with your conveyancer or legal practitioner.

• How will you confirm and communicate verbal and written offers?
• How do you compare two offers with different conditions or settlement periods?
• What information will you seek before recommending a response?
• Who speaks to each buyer if several offers develop?
• At what point should my legal adviser review proposed conditions?

Questions about legal readiness and seller tasks

Ask what must be completed before launch and what remains the seller’s responsibility. The Section 32 statement must be provided before a buyer signs the contract. It is usually prepared by the seller’s conveyancer or legal practitioner, and an owners corporation property requires the relevant certificate and accompanying documents.

• When should I appoint my conveyancer or legal practitioner?
• What documents and factual information do you need from me?
• Who checks that the contract and Section 32 are available to buyers?
• How will contract questions be sent to the correct adviser?
• What approvals do you need from me before the campaign can launch?

Questions about commission, costs and the authority

Request the proposed sales authority before deciding. Commission, advertising and other outgoings are negotiable and must be recorded as required. Marketing costs may remain payable even if the property does not sell, depending on the agreement. There is no cooling-off period after a seller signs the authority.

Ask for worked commission examples if the calculation changes at different sale prices. Read the authority period, authority type, termination arrangements, supplier disclosures and any commission-sharing statement. The written agreement matters more than a verbal summary.

• How is commission calculated at several possible sale prices?
• Which expenses remain payable if the property does not sell?
• Is the authority exclusive or general, and when does it end?
• Are there rebates, supplier relationships or commission-sharing arrangements?
• Have all negotiated changes been written into every copy?

Use the answers to make a decision

After the meetings, compare evidence, strategy, delivery, communication and terms. Note whether the agent answered difficult scenarios directly, admitted what could not be predicted and explained how decisions would be made as campaign evidence developed.

The strongest answer is not always the longest or most confident. Look for a proposal you understand, costs you can trace, responsibilities you can identify and a person you can question without the conversation becoming defensive or vague.