What Makes A Good Real Estate Agent?

Most Agents Can Find A Buyer. Far Fewer Can Negotiate The Highest Possible Sale Price.

When sellers ask what makes a good real estate agent, they often focus on:
  • Years of experience
  • Market share
  • Advertising
  • Awards
  • Commission rates

While these factors may have some relevance, they do not necessarily determine the final result.

The reality is:

Most agents can find a buyer. Far fewer can negotiate the highest possible sale price.

A good real estate agent is not simply someone who lists properties and conducts inspections.

A good agent is someone who consistently helps sellers achieve strong outcomes through effective strategy, communication and negotiation.

Reality Check

Many sellers assume that every experienced real estate agent is likely to achieve a similar sale price.

Unfortunately, selling property doesn't work that way.

While no one can guarantee the exact price a property will sell for, different real estate agents bring different levels of strategy, communication and negotiation skill to every sale.

That's why choosing a good real estate agent isn't about finding the person with the biggest advertising budget or the longest list of awards.

It's about identifying the real estate agent most likely to achieve the strongest financial outcome for your circumstances.

A Good Agent Understands Pricing Strategy

One of the first decisions an agent helps a seller make is pricing.

An effective agent should be able to:
  • Explain comparable sales
  • Justify pricing recommendations
  • Understand buyer behaviour
  • Balance buyer interest and seller expectations

Good agents provide evidence.

Poor agents often provide opinions.

Related Reading

A Good Agent Is A Strong Negotiator

Negotiation is one of the most important skills a real estate agent can possess.

Many sellers focus on:
  • Marketing
  • Advertising
  • Buyer enquiry levels

However, marketing creates opportunities.

Negotiation often determines the final outcome.

Strong negotiators understand how to:
  • Create buyer competition
  • Manage multiple offers
  • Handle objections
  • Increase urgency
  • Maximise leverage

The difference between an average negotiator and a highly skilled negotiator can potentially be worth tens of thousands of dollars.

Keep in mind, every buyer is trying to purchase your property for the lowest possible price.

A good real estate agent should be just as committed to negotiating the highest price the market is prepared to pay.

A Good Agent Communicates Clearly

Selling property involves many decisions.

A good agent should:
  • Return calls promptly
  • Provide regular updates
  • Explain recommendations clearly
  • Communicate honestly

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

Poor communication often creates unnecessary stress and uncertainty.

A Good Agent Provides Honest Advice

Many sellers prefer hearing positive news.

However, good agents are prepared to provide honest advice when necessary.

This may include discussing:
  • Pricing concerns
  • Market conditions
  • Buyer feedback
  • Campaign performance

Sellers are generally better served by realistic advice than unrealistic promises.

Related Reading

Should You Trust Your Real Estate Agent?

A Good Agent Uses Evidence

Strong agents support their recommendations with facts.

This includes:
  • Comparable sales
  • Market data
  • Buyer activity
  • Recent results
A professional agent should be able to explain:
  • Why they recommend a particular strategy
  • Why they suggest a specific price range
  • How they expect to attract buyers

The ability to provide evidence often distinguishes professionals from salespeople.

A Good Agent Understands Buyer Psychology

Property transactions are often emotional.

Good agents understand:
  • Buyer motivation
  • Decision-making behaviour
  • Competitive tension
  • Negotiation pressure points

Understanding buyer psychology can help create stronger negotiating outcomes.

A Good Agent Creates Competition

Competition is often one of the most effective ways to maximise sale price.

Strong agents understand how to:
  • Encourage buyer engagement
  • Manage competing offers
  • Maintain momentum
  • Increase urgency

The goal is not simply finding a buyer.

The goal is creating conditions that help maximise value.

A Good Agent Is Transparent About Fees

Professional agents should clearly explain:
  • Commission structures
  • Marketing costs
  • Additional charges
  • Service inclusions

Transparency helps sellers make informed decisions and compare alternatives properly.

Related Reading

A Good Agent Doesn't Rely On Unrealistic Appraisals

Some agents attempt to secure listings by providing overly optimistic appraisals.

Professional agents understand that unrealistic pricing can:
  • Reduce buyer interest
  • Extend selling timeframes
  • Weaken negotiating leverage

Good agents focus on evidence rather than promises.

Related Reading

A Good Agent Isn't Always The Cheapest Agent

Many sellers compare agents primarily on commission.

However, commission is only one component of the overall result.

A slightly higher fee may be justified if the agent can:
  • Negotiate more effectively
  • Generate stronger competition
  • Achieve a better sale price

The focus should be on value rather than cost alone.

Related Reading

Are Real Estate Agent Fees Negotiable?

Comparing Good Agents Requires More Than A Sales Presentation

Many agents perform well during listing presentations.

However, sellers should evaluate:
  • Negotiation ability
  • Communication
  • Evidence
  • Market knowledge
  • Strategy
rather than relying solely on impressions.

Related Reading

Why Independent Advice Can Help

One of the biggest challenges for sellers is that almost every real estate agent presents themselves as the best choice.

Different agents often recommend different prices, different marketing strategies and different selling methods.

Knowing which advice is most likely to produce the strongest financial outcome isn't always straightforward.

That's where independent advice can make a real difference.

A Vendor Advocate (Independent Selling Advisor) helps property owners objectively assess competing agents, compare recommendations and make informed decisions before committing to an agency agreement.

Independent advice isn't about choosing the cheapest commission or the highest appraisal.

It's about choosing the right real estate agent for your circumstances.

What Makes A Good Real Estate Agent? The Bottom Line

Good real estate agents do far more than simply find buyers.

They combine market knowledge, communication, pricing expertise, strategic thinking and, most importantly, strong negotiation skills.

Because the biggest mistake many sellers make isn't paying too much commission.

It's assuming that all real estate agents are likely to achieve the same sale price.

The right agent won't guarantee the highest sale price.

They will, however, give you the strongest opportunity to achieve it.

If you're still uncertain about which agent is the best fit for your circumstances, independent advice can help you move forward with confidence.

What Would You Like To Do Next?

Every property owner reaches a point where they have two choices.

You can continue exploring.

Or, if you're ready, speak with Robert before making one of your biggest property decisions.

Continue Exploring

If you'd like to continue exploring before making your decision, these guides are the logical next step.

How To Choose A Real Estate Agent

Learn how to identify the real estate agent most likely to achieve the strongest financial outcome.

Questions To Ask A Real Estate Agent

Discover the questions that reveal how an agent thinks, negotiates and supports their recommendations.

Vendor Advocacy Explained

Learn how an Independent Selling Advisor can help you compare competing agents and make informed decisions before you commit.

Explore More Selling Property Advice

Agent Selection

Pricing & Value

Fees & Commission

Independent Advice

Speak With Robert

If you'd like independent advice before making one of your biggest property decisions, call, SMS or email Robert Williams directly.

đź“ž 1300 886359 

đź“ž 0458 314946 

đź’¬ 0458 314946 

✉️ robert@irec.com.au