Choosing the Right Real Estate Agent
Selling your property is one of the biggest financial decisions you’ll ever make. Knowing how to choose a real estate agent to sell your house can directly influence how quickly it sells, how smoothly the process runs, and—most importantly—how much money you take home. The best real estate agent for selling a house isn’t necessarily the cheapest; it’s the one who protects your price, negotiates strongly, and earns you more in the final result.
It’s tempting to focus on commission rates first. But remember: the wrong agent at the lowest fee could cost you far more in lost value than you save in commission. For more context, see our guide on real estate fees and commissions explained.
Why Choosing the Right Real Estate Agent Matters
In a booming market, it’s relatively easy for agents to secure buyers. Almost anyone can put up a sign, list your property online, and get inquiries. But in tougher conditions, you need someone who:
-
Actively seeks out buyers rather than waiting for calls.
-
Markets creatively and strategically to reach the right audience.
-
Negotiates strongly to protect your price rather than pushing you to drop it.
-
Keeps you fully informed, so you always know where things stand.
An agent who does all of this can make a significant difference to your result. If you’re preparing to sell, you may also find value in our real estate selling tips.
What to Look for in a Real Estate Agent When Selling
Not all agents are the same. We want someone 'tough' but there's a big difference between the right kind of tough and the wrong kind.
-
The Right Kind of Tough
-
Hustles on your behalf, following up every lead.
-
Pushes buyers to compete rather than pushing you to drop your price.
-
Uses skill, persistence, and energy to protect your best interests.
-
-
The Wrong Kind of Tough
-
Appears confident but pressures you instead of buyers.
-
Talks down the market and your property’s potential.
-
Encourages you to lower your price to make the sale easier for them.
-
Knowing which type you’re dealing with can mean the difference between maximising your sale or leaving money on the table.
Are Cheaper Real Estate Agents Worth It?
Agents offering unusually low commissions will cut corners somewhere. It might mean:
-
Less money spent on professional marketing.
-
Less time and energy invested in following up buyers.
-
A faster push for you to reduce your asking price.
What looks like a saving on paper may end up costing tens of thousands in your final sale price. A better way to judge value is to weigh both the fee and the performance you can reasonably expect.
If you’re comparing commission structures, review our breakdown of real estate commission rates by state.
Questions to Ask a Real Estate Agent Before Selling
Interviewing at least two or three agents is essential. To really understand how they work, ask questions such as:
-
“How do you attract serious buyers in a slow market?”
-
Look for creative strategies, not just “we’ll list it online.”
-
-
“What's an example where you achieved a price above market expectations?”
-
Ask for recent, specific results.
-
-
“How do you keep your clients updated throughout the sale?”
-
Good agents will have a clear, consistent communication system.
-
-
“What flexibility do you offer in your commission or fee structure?”
-
A fair, transparent answer here is a good sign.
-
These questions help you move past sales talk and see how an agent really performs. You can also explore our guide to negotiating real estate agent fees for more insights.
Watch Out for “Conditioning”
One of the most common tactics used by less-committed agents is called conditioning. This is where, after you’ve signed an agreement, the agent gradually lowers your expectations by saying things like:
-
“The market is really tough right now.”
-
“Buyers just aren’t willing to pay that much.”
-
“You’ll have to drop the price to get a sale.”
If you start hearing this repeatedly, it’s a red flag. A skilled agent works to build buyer confidence in your property—not undermine your confidence in its value.
Focus on Value, Not Just Cost
The best real estate agent is not always the cheapest. It’s the one who:
-
Works hardest for you, not for the easiest sale.
-
Negotiates strongly to protect your price.
-
Communicates openly and consistently.
-
Justifies their fee through better results.
Paying slightly more for an agent who can deliver a stronger outcome is far better than saving on fees but sacrificing tens of thousands in value.
Making a Smart Comparison
When you’re ready to choose:
-
Shortlist at least two or three agents.
-
Ask the right questions. Don’t just rely on presentation or personality.
-
Compare strategies as well as fees. Look at their marketing plan, track record, and approach to negotiation.
-
Get independent advice if you’re unsure.
At iREC, we provide independent real estate advice to help sellers make better-informed choices. If you’d like peace of mind, we can review your shortlist and highlight which agents are most likely to deliver the result you want—without shortcuts or compromises.
Frequently Asked Questions About Choosing a Real Estate Agent
How do I choose the right real estate agent to sell my home?
Start by interviewing at least three agents in your area. Compare their recent sales, marketing strategies, and communication style. The best agent is not always the cheapest—it’s the one who can demonstrate proven results and a clear plan for maximising your sale price.
What questions should I ask a real estate agent before selling?
Key questions include:
-
How many homes like mine have you sold recently?
-
What marketing channels do you use?
-
How do you handle buyer negotiations?
-
What’s included in your commission fee?
These answers reveal how committed the agent is to achieving the best outcome for you.
Are cheaper real estate agents worth it?
Not always. While lower commission might save upfront, a cut-price agent may invest less time, effort, and marketing into your sale. A skilled negotiator can often achieve a higher final price that more than covers their fee.
How can I tell if a real estate agent is good or bad?
Signs of a good agent include honesty, strong market knowledge, regular communication, and a clear strategy. Red flags include vague answers, pressure to lower your price, or focusing only on getting a quick sale.
Can I negotiate real estate agent commission?
Yes. Most commissions are negotiable, but don’t focus on cost alone. Ask what’s included in their service, and compare value as well as price. Sometimes paying slightly more secures an agent who delivers a much better result.
Should I choose a local real estate agent?
Often yes—local agents usually know buyer demand, pricing trends, and competition in your area. However, the right choice still comes down to proven results, trust, and how well the agent represents your interests.
The Bottom Line
Choosing the right agent is about more than commission. It’s about trust, strategy, and performance. By taking the time to compare carefully and asking the right questions, you’ll give yourself the best chance of selling smoothly and achieving the strongest possible price.