12 Questions to Ask a Real Estate Agent Before You Sign

Three agents, three different numbers, and the highest one can feel like the best news you've had all week, but before you decide, ask each agent one simple question. What did your last 10 comparable properties actually sell for, compared with the appraisal you gave the vendor? A weak answer stays vague. It talks about the market, buyer sentiment, or how every property is different. A stronger answer gives you actual examples you can check, the appraisal or price range, the final sale price, and when the property sold. You're not looking for a perfect record. You're looking for evidence that the appraisal is grounded in real outcomes. Write down what each agent says, then compare their answers side by side.

Two agents can quote similar commission rates and still leave you with very different total costs. Before you sign, ask this. What exactly is included in your commission? And what will I be charged for separately? Ask for the estimated commission in actual dollars where the GST is included, any minimum fee and any separate administration, auction, photography or other charges. Then ask them to show you which services are included in the commission and which are not. You are not trying to find the lowest percentage. You are trying to compare the real cost of the service you are buying. Write the totals down side by side.

The commission is only part of what selling your home can cost. Before you sign, ask this, what will the marketing campaign actually cost me? Ask for the full marketing budget and dollars, including photography, video, online advertising, premium portal upgrades, signage, brochures, floor plans, auction marketing and any other extras. Then ask which costs are fixed, which are optional and which you still have to pay if the property does not sell. A strong answer gives you a written breakdown before you commit, not a vague estimate that grows later. You are not just comparing agents, you are comparing the total cost of getting your property in front of buyers. Write the totals down side by side.

Every agent can recommend a selling strategy. The important question is why they believe it is right for your property. Before you sign, ask what evidence supports the method you are recommending. If they suggest auction, deadline sale, tender or price by negotiation, ask why that approach suits your property, your local market and the likely buyer pool. Ask what comparable properties they have sold using that method, what happened with those campaigns and what they would do if buyer interest is weaker than expected. A strong answer should give you evidence, not just confidence. You are looking for a strategy that is explained clearly, supported by recent local results and flexible enough to adapt if the market response changes. Compare each agent's reasoning side by side.

The person who wins your listing is not always the person who handles the day to day sale, so before you sign, ask. Who will actually manage my property after today? Who runs the open homes? Who follows up buyers? Who gives me feedback? Who negotiates the offers? And who do I call when I need an answer? Real estate professionals are expected to communicate regularly in a timely way and keep their client informed. A strong answer gives you names, responsibilities and a clear communication schedule, not just our team will look after you. Write down exactly who is accountable for what.

Question six: What exactly happens in the first fourteen days? Ask the agent for a dated launch plan you can actually compare. First clarify what they mean by day one: signing the agreement, completing preparation, or the listing going live. The plan should show who is responsible for photography, property information, copy approval, online listings, open homes, buyer follow-up, and your first written report. Ask when the first campaign review will happen, what evidence you will see, and what changes may be considered. Also ask what happens if an important launch task slips. Fourteen days is a useful planning framework, not a guaranteed selling period. A strong answer gives you clear owners, realistic dates, and a review process in writing.

Selling your home can feel stressful when you do not know what is happening. So before you sign ask, how will you keep me informed throughout the campaign? Ask how often you will receive updates, what information will be included and whether feedback will come directly from the agent or through someone else on the team. Ask how buyer comments, open home activity, online inquiry and offers will be reported and what happens if the campaign is not performing as expected. A strong answer gives you a clear communication routine, not just a promise that they will keep in touch. You should know when you will hear from them, what you will be told and who is responsible for giving you the update. Compare each agent's communication plan side by side.

Getting an offer is only part of the job. What matters is how that offer is handled. Before you sign, ask how will you manage and negotiate offers on my behalf. Ask how offers will be presented to you, how quickly you will be told, and what information you will receive about the buyer's position, conditions and level of interest. Ask how the agent approaches multiple offers, low offers, conditional offers in situations where a buyer may be willing to improve their position. A strong answer should explain the negotiation process clearly, including how they protect your position without losing a genuine buyer. You are looking for an agent who can stay calm, communicate clearly, and negotiate strategically when it matters most. Compare each agent's negotiation approach side by side.

Selling plans do not always go perfectly. So, before you sign, ask what happens if your property does not sell. Ask the agent, what costs will I still have to pay? What happens to any unused marketing budget? How long does the agency agreement continue? And what happens if I decide to stop selling or change agents? Also, ask whether there are any circumstances where commission could still become payable later. For example, if a buyer originally introduced by that agent eventually purchases the property. A strong answer explains the process clearly before you commit, including the costs, timeframes and any ongoing obligations. You are not planning for failure. You are making sure there are no surprises if the campaign does not go as expected. Write down each agent's answer and compare them side by side.

A sole agency agreement can give one real estate agency the exclusive right to sell your property for an agreed period. So before you sign, ask exactly what you are committing to. How long does the sole agency period last? How can I end the agreement? What notice is required? And could commissions still become payable after the agreement ends? Also ask what happens if you find a buyer yourself, or if someone who is introduced to the property during the agency period comes back later and buys it. A strong answer explains the important dates, cancellation process, commission obligations, and any continuing responsibilities before you sign. Do not rely on a verbal summary. Read the agreement, ask questions about anything you do not understand, and keep a copy. You are not trying to make the process complicated. You are making sure you understand exactly what you are agreeing to.

Question eleven: Could I still owe commission after the agreement ends? Possibly. An end date does not always end every commission obligation. A previous agency may have introduced a buyer who returns later, or another clause may continue after the campaign finishes. Ask the agent to show you the exact clause, explain the dates that apply, and identify how introduced buyers will be recorded when the agreement ends. Keep written confirmation of cancellation and any buyer list the agency provides. Before appointing another agency, accepting an offer from a previously introduced buyer, or selling privately, ask your lawyer or conveyancer to check the handover. Do not assume one time limit applies to every agreement. A strong answer is specific to the written contract and explains how overlapping commission claims will be avoided.

Question twelve: What incentives, conflicts or referral benefits should I know about? Before accepting a recommendation, ask who benefits from it. That includes referral fees, marketing rebates, discounts, preferred-supplier arrangements, and any financial interest connected with the transaction. Ask for the disclosure in writing. It should identify the person or organisation receiving the benefit, the service involved, and the amount or basis of the benefit where applicable. Also ask whether you can choose another provider. A benefit does not automatically make a service unsuitable, but it should be transparent so you can compare the advice fairly. If an interest or disclosure is unclear, obtain independent advice before proceeding. A strong answer is direct, documented, and makes the available alternatives easy to understand.

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