Best To Not Choose the Agent Who Tells You What You Want to Hear
The Trap of the “Highest Price” or “Easiest Strategy”: Many agents will quote the highest possible price or agree to the client’s preferred (but unsuited) sales method (e.g., an auction) just to secure the listing. Your property is a significant asset. Choose the agent whose advice is built on market reality and integrity, not just the promise of a quick and easy listing.
The Reality Check:
Recent example:I recently advised a vendor that their property was best suited for a private treaty sale on a “best offer” basis, as the market conditions and property type suggested to me likely low auction interest. They chose another agent who agreed to an auction. On the day of auction, there were zero registered bidders, resulting in wasted marketing, auction costs, lost time and a sale that subsequently occurred at around $30,000 – $50,000 lower than my considered appraisal.
The Lesson: An honest, experienced agent will give you the most truthful and accurate valuation and strategy, not the most optimistic one. Yes, its ok to challenge the market but also to balance the strategy to deliver you a successful sale, not just get your signature on the listing agreement.
Prioritise Experience and Proven Strategy Over Price Quoting
Look Beyond the Initial Valuation: Ask the agent to justify their appraisal with recent, comparable sales in the exact area, not just general market commentary. The quality of their evidence is more important than the dollar figure.
Assess Their Strategy: A great agent has a justifiable strategy for your specific property.
Ask: “Why is a private treaty / auction / expression of interest the absolute best method for my property right now?”
Red Flag: An agent who uses the same strategy for every client regardless of the property type or market.
Check Local Track Record: Look for agents with a strong history of selling properties similar to yours in your area. High sales volume is good, but sales relevant to your asset are better.
The Importance of Transparent and Consistent Communication
Access and Availability: The agent should be easily reachable and provide timely updates. Selling a property can be stressful; your agent should be a steady, reliable partner.
Honest Feedback: They must be willing to provide unfiltered, constructive feedback from buyers, even if it’s about presentation or price. They are your eyes and ears on the ground.
No “Surprises”: A professional agent will clearly outline all costs upfront (commission, marketing, etc.) and explain the entire sales process so you know what to expect at every stage.
