What Makes A Good Real Estate Agent?

The Qualities That Separate Average Agents From Exceptional Agents

Many property owners assume all real estate agents perform a similar role.

However, the difference between an average agent and a highly skilled agent can have a significant impact on the selling experience and the final sale price achieved.

Most sellers focus on:

  • Commission rates

  • Appraisal figures

  • Agency brands

  • Marketing packages

While these factors are important, they do not necessarily indicate whether an agent has the skills required to achieve the best possible outcome.

The best agents typically share several important qualities that help them create buyer competition, negotiate effectively and guide sellers through the sales process with confidence.

Good Agents Understand Their Local Market

A strong real estate agent should have a deep understanding of the market in which they operate.

This includes:

  • Recent sales activity

  • Buyer demand

  • Current competition

  • Market trends

  • Local buyer behaviour

Good agents are able to explain market conditions clearly and support their recommendations with evidence rather than opinion.

When discussing pricing, marketing or sales strategies, they should be able to explain why a particular approach is appropriate for your property.

Good Agents Are Strong Negotiators

One of the most valuable skills a selling agent can possess is negotiation ability.

Many agents can:

  • Arrange photography

  • Advertise properties

  • Conduct inspections

Far fewer consistently demonstrate strong negotiation skills.

The best agents understand how to:

  • Manage competing buyers

  • Create urgency

  • Handle objections

  • Navigate difficult negotiations

  • Maximise sale prices

Remember:

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

For many sellers, negotiation ability can have a greater impact on the final result than any other single factor.

Good Agents Communicate Clearly

Selling a property can be stressful.

Good communication helps sellers remain informed and confident throughout the process.

A quality agent should:

  • Respond promptly

  • Provide regular updates

  • Explain recommendations clearly

  • Keep sellers informed of buyer feedback

  • Be available when needed

Many seller complaints arise from poor communication rather than poor sales results.

Strong communication is often a sign of professionalism and organisation.

Good Agents Provide Honest Advice

Some agents tell sellers what they want to hear.

Good agents tell sellers what they need to know.

This may include:

  • Realistic price expectations

  • Potential challenges

  • Buyer objections

  • Market risks

While honest advice is not always what sellers hope to hear, it often leads to better decision-making and stronger outcomes.

Be cautious of agents who:

  • Promise unrealistic prices

  • Avoid discussing risks

  • Focus only on positive scenarios

Good Agents Support Their Recommendations With Evidence

A quality agent should be able to explain:

  • Why a particular price is recommended

  • Why certain marketing activities are suggested

  • Why a specific sales strategy is appropriate

Rather than relying on generic statements, they should provide:

  • Comparable sales

  • Market data

  • Buyer insights

  • Recent campaign examples

Evidence-based recommendations generally provide more confidence than sales presentations alone.

Good Agents Have A Clear Strategy

Successful sales rarely occur by accident.

Strong agents usually have a clear plan covering:

  • Target buyers

  • Marketing approach

  • Inspection strategy

  • Offer management

  • Negotiation process

When interviewing agents, ask them to explain their strategy and how they intend to maximise competition and achieve the best result.

Learn more:

Good Agents Focus On Outcomes, Not Listings

Some agents focus heavily on winning listings.

Good agents focus on achieving outcomes.

This means:

  • Providing realistic advice

  • Setting appropriate expectations

  • Acting in the seller's best interests

  • Working to maximise results

Be cautious of agents who appear more interested in securing your listing than discussing how they intend to sell the property.

Good Agents Understand Buyer Psychology

Successful negotiations often depend on understanding how buyers think.

Experienced agents recognise:

  • What motivates buyers

  • When buyers are hesitant

  • How urgency can be created

  • How competing interest influences behaviour

This understanding can help agents negotiate more effectively and potentially improve the final sale outcome.

Good Agents Continue Learning

Property markets change constantly.

Strong agents typically invest in:

  • Market research

  • Industry training

  • Professional development

  • Technology

  • Sales and negotiation skills

Agents who remain current with market trends and evolving buyer behaviour are often better equipped to adapt their strategies.

Signs You May Have Found A Good Agent

While no single factor guarantees success, quality agents often demonstrate:

  • Strong communication

  • Market knowledge

  • Professionalism

  • Honesty

  • Organisation

  • Negotiation ability

  • Clear strategy

  • Evidence-based recommendations

Most importantly, they can clearly explain how they intend to achieve the best possible result for your property.

What Good Agents Are Not

Good agents are not necessarily:

  • The cheapest

  • The most expensive

  • The largest agency

  • The agent with the highest appraisal

These factors alone do not determine performance.

When comparing agents, it is important to assess the complete picture.

See:

Comparing Real Estate Agents

Consider Independent Advice Before Choosing An Agent

Many sellers receive advice only from agents competing for their listing.

Independent advice can help property owners assess:

  • Agent recommendations

  • Appraisals

  • Commission structures

  • Sales strategies

before making a final decision.

See:

Selling Property Advice

Related Selling Property Advice Resources

Choosing An Agent

Fees & Commission

Selling Strategy

Seller Protection

What Makes A Good Real Estate Agent? The Bottom Line

The best real estate agents are rarely defined by their commission rates, agency brands or marketing presentations.

They are typically distinguished by:

  • Strong negotiation skills

  • Clear communication

  • Market knowledge

  • Professionalism

  • Strategic thinking

  • Honest advice

For sellers, understanding these qualities can make it easier to identify agents who are genuinely capable of delivering strong results rather than simply making attractive promises.

Need Independent Selling Property Advice?

Before selecting a real estate agent, obtain an independent perspective on your options, proposed strategies and agent recommendations.

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

📞 1300 886359 

📞 0458 314946 

💬 0458 314946 

✉️ robert@irec.com.au