Questions To Ask A Real Estate Agent

The Questions You Ask Can Influence The Agent You Choose

Most property owners only sell occasionally.

As a result, many sellers are unsure what questions they should ask when interviewing real estate agents.

Choosing the right agent is one of the most important decisions in the selling process.

The right agent may help maximise competition, negotiate effectively and achieve a stronger sale price.

The wrong agent may cost significantly more than any commission saving they offer.

Asking the right questions can help sellers look beyond marketing presentations and appraisal figures to better assess an agent's experience, strategy and negotiation ability.

Why Asking Questions Matters

Many agents can present well.

Many agents can provide attractive appraisals.

Many agents can offer discounted commission rates.

However, sellers need to understand:

  • How the agent operates

  • How they negotiate

  • How they communicate

  • How they justify recommendations

  • How they plan to achieve the best result

The goal is not simply to find an agent.

The goal is to find the right agent.

See:

How To Choose A Real Estate Agent 

Question 1: How Many Similar Properties Have You Sold Recently?

Experience selling similar properties can be valuable.

Ask:

  • How many comparable homes have you sold?

  • What results did you achieve?

  • How long did those properties take to sell?

Local experience often provides insight into buyer behaviour and market conditions.

Question 2: How Did You Arrive At Your Appraisal?

One of the most important questions sellers can ask is:

How did you determine my property's value?

A quality agent should explain:

  • Comparable sales

  • Current competition

  • Market conditions

  • Buyer demand

Be cautious of agents who provide optimistic figures without supporting evidence.

Learn more:

Overpricing A Property 

Question 3: What Is Your Negotiation Strategy?

This may be the most important question of all.

Remember:

Finding a buyer and negotiating the highest possible sale price are different skills.

Ask:

  • How do you handle multiple offers?

  • How do you create buyer competition?

  • What is your approach to negotiations?

  • Can you provide examples of successful negotiations?

The quality of the answer may reveal far more than the appraisal figure.

Question 4: How Will You Keep Me Updated?

Communication is a common source of frustration for sellers.

Ask:

  • How often will you contact me?

  • Will updates be by phone, email or text?

  • Who will be my primary contact?

Clear communication expectations can prevent misunderstandings later.

Question 5: What Commission Do You Charge?

Understanding commission structures is important.

However, commission should not be the only consideration.

Ask:

  • What commission do you charge?

  • What services are included?

  • Are there additional costs?

Learn more:

Question 6: What Marketing Do You Recommend?

Ask the agent to explain:

  • Why specific marketing activities are recommended

  • How each element contributes to buyer engagement

  • What results they expect

A strong agent should explain the purpose of each recommendation rather than simply presenting a package.

Learn more:

Property Marketing Explained 

Question 7: What Sales Method Do You Recommend?

Different properties may suit different approaches.

Ask:

  • Why do you recommend auction?

  • Why do you recommend private treaty?

  • What are the advantages and risks?

Learn more:

Auction vs Private Treaty 

Question 8: Who Will Actually Handle My Sale?

In larger agencies, the person conducting the appraisal may not be the person managing the campaign.

Ask:

  • Who will conduct inspections?

  • Who will negotiate offers?

  • Who will provide updates?

Understanding who will perform the work can help avoid surprises later.

Question 9: What Challenges Do You See With My Property?

This question often reveals the agent's honesty and professionalism.

An experienced agent should be able to identify:

  • Market challenges

  • Buyer objections

  • Competition

  • Potential risks

Be cautious of agents who only discuss positives.

Question 10: Why Should I Choose You Over Other Agents?

This question provides an opportunity to evaluate:

  • Confidence

  • Professionalism

  • Differentiation

  • Communication skills

The answer should focus on value, strategy and experience rather than simply commission or promises.

Compare The Answers

The goal is not to find perfect answers.

The goal is to compare how different agents respond.

When interviewing agents, consider:

  • Which answers were supported by evidence?

  • Which answers demonstrated experience?

  • Which answers focused on achieving the best outcome?

This comparison process can often reveal significant differences between agents.

See:

Comparing Real Estate Agents 

Consider Independent Advice Before Deciding

Many sellers seek independent advice before:

  • Selecting an agent

  • Accepting appraisal recommendations

  • Choosing a sales strategy

  • Agreeing to commission structures

Independent advice can provide a more objective perspective before making a final decision.

See:

Selling Property Advice 

Related Selling Property Advice Resources

Choosing An Agent

Fees & Commission

Selling Strategy

Questions To Ask A Real Estate Agent: The Bottom Line

The questions you ask can significantly influence the quality of the agent you choose.

Rather than focusing solely on appraisal figures and commission rates, sellers should explore an agent's experience, communication style, strategy and negotiation ability.

The right questions can help sellers make more informed decisions and reduce the risk of choosing the wrong agent.

Need Independent Selling Property Advice?

Before choosing a real estate agent, obtain an independent perspective on agent recommendations, commission structures and sales strategies.

Discuss Your Selling Situation call, sms or email Rob direct...

📞 1300 886359 

📞 0458 314946 

💬 0458 314946 

✉️ robert@irec.com.au