Questions to Ask Real Estate Agents When Selling Your Home

Choosing the right real estate agent is one of the most critical steps when selling your home. A skilled agent not only represents your property but also guides you through pricing, marketing, and negotiation. Asking the right questions helps you assess their experience, strategies, and suitability for your specific needs. This guide outlines essential questions to ask real estate agents, ensuring you make an informed decision.

From understanding their track record to discussing marketing strategies and commission structures, knowing what to ask can make a significant difference. Let’s explore the key questions to ask before selecting your agent.

Table of Contents

• 1. Questions About Their Experience and Local Expertise
• 2. Questions About Pricing and Marketing Strategies
• 3. Questions About Handling Buyer Enquiries and Negotiations
• 4. Questions About Commission and Costs
• 5. Questions About Communication and Reporting
• 6. Questions About Handling Challenges and Issues
• 7. Questions About Finalising the Sale and Settlement
• 8. Evaluating the Agent’s Overall Fit
• 9. Working Effectively with Your Chosen Agent
• Frequently Asked Questions

1. Questions About Their Experience and Local Expertise

The first step in evaluating a real estate agent is understanding their experience and knowledge of your local market. A seasoned agent with a track record of successful sales is more likely to guide you effectively through the selling process. Equally important is their familiarity with your area, as local expertise can impact pricing, marketing, and buyer targeting.

Key Questions to Ask About Experience

• How long have you been working as a real estate agent? This gives you insight into their level of experience. Agents with several years in the field are often better equipped to handle challenges that may arise during the sale.
• How many homes have you sold in the past year? This helps you gauge their activity level and success rate. A high volume of sales can indicate an agent who is well-connected and actively working in the market.
• What types of properties do you specialise in? If your property is unique, such as a luxury home or a lifestyle property, ensure the agent has experience in selling similar homes.

Understanding Local Expertise

Local expertise is crucial for accurate pricing and effective marketing. An agent who understands your neighbourhood will be better equipped to highlight its unique features and appeal to the right buyer demographic. For example, selling a home in Christchurch’s Sumner suburb might require emphasising coastal lifestyle aspects, while homes in Rolleston may appeal to families seeking modern, affordable properties.

• How familiar are you with this area? Look for specific knowledge about local schools, amenities, market trends, and buyer demand in your suburb.
• What is the average time on market for homes in this area? This indicates how well they understand the local market dynamics and can manage your expectations about the timeline for selling your property.
• Can you provide examples of homes you’ve recently sold in this suburb? Request a list of comparable properties they’ve sold to see if their experience aligns with your needs.

Red Flags to Watch For

While experience and local knowledge are valuable, it’s also essential to watch for warning signs:

• An agent who struggles to answer specific questions about your suburb may not have the expertise you need.
• If their recent sales are primarily in a different area or property type, they may lack the connections or strategies suited to your home.
• A low volume of sales could indicate they are not actively engaged in the market, which may affect their ability to attract buyers.

"An experienced agent with in-depth local knowledge will position your home effectively in the market, maximising its appeal to the right buyers."

Once you’ve assessed their experience and local expertise, the next step is to evaluate their approach to pricing and marketing your property. Let’s move on to Section 3 to explore these critical areas.

2. Questions About Pricing and Marketing Strategies

An agent’s ability to price and market your home effectively can make the difference between a quick sale and a property that lingers on the market. Pricing your home too high may deter buyers, while pricing it too low could result in a financial loss. Similarly, a robust marketing plan ensures your property reaches the right audience, generating interest and competitive offers.

Key Questions About Pricing

• How will you determine the asking price for my home? The agent should use a Comparative Market Analysis (CMA), which examines recent sales of similar properties in your area, as well as market trends and your home’s unique features.
• What price range do you recommend, and why? Look for an agent who provides a realistic and data-backed price range. Beware of agents who suggest an unreasonably high price just to secure your listing.
• How do you handle pricing adjustments if the property doesn’t sell quickly? Their answer should include strategies for revisiting the asking price based on buyer feedback or market changes.

Key Questions About Marketing

A strong marketing strategy is essential to attract the right buyers and showcase your property’s best features. Ask the agent about their marketing approach to ensure it aligns with your goals.

• What marketing channels will you use to promote my home? Effective agents use a combination of online platforms (e.g., Trade Me, social media), offline methods (e.g., print ads, signage), and their professional networks.
• Will you create professional photos and videos? High-quality visuals are critical in Christchurch’s competitive market, especially for properties in desirable suburbs like Merivale or Sumner.
• Do you offer staging advice or services? Staging can enhance your property’s appeal, making it easier for buyers to visualise themselves living there.
• How will you target specific buyer demographics? Ask how they plan to reach the audience most likely to be interested in your home, whether it’s families, professionals, or investors.

Evaluating Their Marketing Plan

The agent should provide a detailed marketing plan tailored to your property and the local market. This plan should include:

• Listing the property on major real estate websites and social media platforms.
• Hosting open homes and private viewings.
• Using data-driven strategies to identify and target potential buyers.
• Highlighting unique features of your property, such as school zones, outdoor spaces, or energy-efficient upgrades.

Request examples of past marketing campaigns they’ve managed, particularly for homes in similar locations or price ranges.

Red Flags to Watch For

Be cautious if the agent:

• Fails to provide a clear pricing strategy or relies on vague estimates.
• Uses a generic marketing plan that doesn’t consider your property’s unique features or location.
• Is unwilling to invest in professional photography or staging advice.

"A data-driven pricing strategy and a targeted marketing plan are essential for attracting serious buyers and securing the best price for your home."

Once you’ve assessed their pricing and marketing strategies, it’s time to delve into how they’ll handle buyer enquiries and negotiations. Let’s move on to Section 4.

3. Questions About Handling Buyer Enquiries and Negotiations

Managing buyer enquiries and navigating negotiations are two of the most important responsibilities of a real estate agent. An agent’s ability to respond promptly, maintain clear communication, and secure the best deal can significantly impact the success of your home sale. Asking the right questions will help you determine their competence in these areas.

Key Questions About Buyer Enquiries

• How will you handle enquiries about my property? The agent should have a clear process for responding to emails, phone calls, and social media messages quickly and professionally.
• Will you pre-qualify potential buyers? Pre-qualifying ensures that only serious and financially capable buyers are shown your property, saving time and effort.
• What feedback will you provide after viewings or open homes? Regular updates about buyer interest and comments allow you to adjust your strategy if needed.

Effective agents maintain consistent communication with buyers and keep you informed about the progress of enquiries and viewings.

Key Questions About Negotiations

• How do you approach negotiations? Look for an agent who balances assertiveness with diplomacy to secure the best possible price without alienating buyers.
• What is your strategy for handling multiple offers? In competitive markets, agents must manage multiple offers carefully to ensure fairness while maximising the sale price.
• How will you advise me during the negotiation process? A good agent will explain offers clearly, provide recommendations, and ensure you’re making informed decisions.

Understanding Their Approach

The agent’s negotiation skills are crucial, particularly when dealing with Christchurch’s diverse property market. For example:

• In high-demand suburbs like Merivale or Fendalton, multiple offers are common. Your agent should be adept at managing competitive bidding situations.
• For unique properties, such as lifestyle homes in Cashmere, the agent may need to focus on finding niche buyers willing to meet your asking price.
• In family-friendly areas like Halswell or Rolleston, the agent should target buyers seeking long-term investments, often requiring tailored negotiation tactics.

Red Flags to Watch For

Be wary of agents who:

• Do not provide a clear process for managing enquiries or updating you about buyer interest.
• Seem overly eager to accept the first offer without pursuing better options.
• Lack confidence or transparency during discussions about negotiation strategies.

"A strong negotiator ensures you get the best price for your property while maintaining a positive relationship with potential buyers."

With an understanding of how the agent handles buyer enquiries and negotiations, the next step is to discuss their commission structure and any associated costs. Let’s move on to Section 5.

4. Questions About Commission and Costs

Understanding an agent’s commission structure and associated costs is essential before signing a listing agreement. Real estate fees can vary widely, and knowing exactly what you’re paying for ensures there are no surprises later in the process. Transparency in fees also helps you evaluate the value of the services being offered.

Key Questions About Commission

• What is your commission rate? Most agents in New Zealand charge a percentage of the sale price, but rates can vary. In Christchurch, rates often range from 2.5% to 4%, depending on the agent and property value.
• Are there any additional fees? Some agents charge separate fees for marketing, photography, or auction services. Confirm whether these are included in the commission or billed separately.
• When is the commission payable? Typically, commission is paid after the sale is finalised and settlement is complete. Confirm the timing to avoid confusion.

Evaluating Commission in Relation to Service

While lower commission rates might seem attractive, it’s important to consider the quality of service you’re getting. An experienced agent who charges slightly more but delivers exceptional marketing, negotiation, and sale results can often provide better value than a lower-cost alternative.

Key Questions About Marketing Costs

• Is marketing included in your fee, or is it separate? Some agents offer all-inclusive packages, while others require an upfront marketing budget.
• What does your marketing plan include? Ensure the plan covers professional photography, digital and social media ads, open homes, and other promotional activities. A breakdown of costs helps you see where your money is being spent.
• Are there cancellation fees if I choose not to sell? Ask about any fees you might incur if you withdraw your property from the market or decide not to sell.

Comparing Costs Across Agents

When interviewing multiple agents, compare their commission rates and what’s included in their fees. For example:

• An agent who charges a higher commission but includes comprehensive marketing and staging advice may provide better overall value.
• Another agent with a lower commission rate but minimal marketing efforts may require you to invest additional funds to promote your property effectively.

Red Flags to Watch For

Be cautious if an agent:

• Fails to provide a clear breakdown of their fees or avoids discussing costs in detail.
• Charges unusually low rates, which might indicate minimal effort or lack of quality in their services.
• Pressures you to commit to additional costs without proper explanation or documentation.

"Understanding commission and costs helps you evaluate the true value of an agent’s services and ensures there are no surprises during the selling process."

With commission and costs clarified, the next step is to evaluate the agent’s communication style and how they plan to keep you informed throughout the sale. Let’s move on to Section 6.

5. Questions About Communication and Reporting

Effective communication is key to a successful real estate transaction. Your agent should keep you informed at every stage, from initial enquiries to closing the sale. Asking questions about their communication style and reporting frequency ensures you’re aligned and helps avoid misunderstandings during the selling process.

Key Questions About Communication

• How often will you update me on progress? A good agent should provide regular updates on buyer interest, enquiries, and the results of open homes. Weekly updates are common, but this can vary based on your preferences.
• What’s the best way to contact you? Confirm whether they prefer phone, email, or messaging apps. Accessibility is crucial, especially during negotiations or time-sensitive decisions.
• Who will be my main point of contact? If the agent works as part of a team, clarify who you’ll be communicating with and whether they will personally handle your sale.

Key Questions About Reporting

Clear and comprehensive reporting helps you stay informed about the progress of your sale. Ask questions such as:

• Will you provide feedback from buyers after viewings? Buyer feedback can offer valuable insights into how your property is being received and whether any adjustments are needed.
• What kind of reporting will you provide on marketing performance? A professional agent should share metrics such as online listing views, social media engagement, and attendance at open homes.
• How will you help me adjust my strategy if necessary? If your property isn’t generating interest, the agent should provide actionable suggestions based on the data they collect.

Why Communication Matters

Open and frequent communication builds trust and ensures you remain confident in the selling process. For example, an agent who regularly informs you about buyer interest or market trends can help you make better decisions regarding pricing or marketing adjustments.

Red Flags to Watch For

Be cautious if an agent:

• Is vague about how often they’ll communicate or fails to outline a clear reporting process.
• Seems unresponsive or difficult to reach during initial interactions.
• Relies solely on generic reports without offering personalised insights about your property’s performance.

"Consistent communication and detailed reporting keep you informed and confident throughout the home-selling journey."

Once you’re satisfied with their communication plan, it’s time to explore how they handle challenges or potential issues during the sale. Let’s move on to Section 7.

6. Questions About Handling Challenges and Issues

Selling a home can come with unexpected challenges, from a lack of buyer interest to failed negotiations or unforeseen repairs. A skilled agent should have the experience and problem-solving ability to navigate these issues effectively. Asking about their approach to handling challenges ensures you’re working with someone who can manage setbacks confidently.

Key Questions About Handling Buyer Objections

• How will you handle a lack of buyer interest? A proactive agent should outline strategies such as adjusting the marketing approach, revisiting the asking price, or improving property presentation.
• What will you do if buyers raise objections about the property? Common objections may include concerns about the location, condition, or price. A good agent will explain how they plan to address these concerns, such as providing additional information or highlighting the property’s unique selling points.
• How do you manage lowball offers? An experienced agent will know how to respond to low offers tactfully, keeping buyers engaged while negotiating a better deal.

Questions About Managing Market Conditions

Real estate markets fluctuate, and conditions may not always favour sellers. In Christchurch, for example, factors such as seasonal trends or post-earthquake rebuild zones can impact buyer demand. Ask questions like:

• What will you do if the market slows down? The agent should be able to adapt their strategy to attract buyers even in a challenging market.
• How will you help me compete with other properties in my area? A good agent will focus on differentiating your property through pricing, marketing, or unique features.

Questions About Addressing Property Issues

• What happens if the property fails a building inspection? The agent should provide options for addressing issues, such as renegotiating the price, making repairs, or offering credits to the buyer.
• How do you handle properties with unique challenges? If your property has unusual features or is in a less desirable location, the agent should have a tailored approach for showcasing its appeal to the right buyers.

Evaluating Their Problem-Solving Skills

An agent’s ability to manage challenges reflects their professionalism and experience. Look for examples of past situations they’ve handled successfully, such as:

• Turning around a slow-moving property by revamping the marketing strategy.
• Resolving disputes with buyers over conditions or repairs.
• Achieving a sale despite market downturns or increased competition.

Red Flags to Watch For

Be cautious if an agent:

• Fails to provide clear answers about handling common issues, such as low offers or failed inspections.
• Appears unwilling to adapt their strategy if the sale isn’t progressing.
• Blames market conditions without offering actionable solutions.

"A great agent doesn’t just sell properties—they solve problems, ensuring the process remains on track even when challenges arise."

With their approach to challenges understood, it’s time to discuss their process for finalising the sale and managing settlement. Let’s move on to Section 8.

7. Questions About Finalising the Sale and Settlement

The final stages of selling your home are just as critical as the initial steps. Once you’ve accepted an offer, your agent plays a key role in ensuring that all conditions are met, the paperwork is completed, and the settlement process runs smoothly. Asking the right questions helps you understand their approach to managing these final details.

Key Questions About Meeting Sale Conditions

• How will you ensure all conditions in the sale agreement are met? Conditions may include buyer finance approval, building inspections, or repairs. The agent should coordinate with all parties and keep you updated on progress.
• What happens if a condition cannot be met? A professional agent will provide guidance on renegotiating terms or addressing issues to keep the sale on track.
• How do you manage deadlines for sale conditions? Your agent should monitor timelines closely to ensure all requirements are completed within the agreed period.

Key Questions About the Settlement Process

• What is your role during the settlement process? Ask how they’ll assist with tasks like transferring keys, confirming documentation, and liaising with solicitors.
• How do you handle last-minute issues on settlement day? Whether it’s a delay in buyer funds or a dispute over the property’s condition, the agent should be prepared to resolve issues efficiently.
• What happens after settlement is complete? A good agent will provide post-settlement support, such as addressing any lingering questions or assisting with the transition to your next property.

Understanding Their Role Post-Sale

The agent’s involvement doesn’t necessarily end with the sale. Some agents offer additional services to ensure a smooth handover, such as:

• Providing referrals for moving companies or cleaners.
• Following up with the buyer to resolve any post-settlement queries.
• Offering advice on reinvesting in the property market or purchasing your next home.

Evaluating Their Efficiency and Organisation

The final stages of a sale can be complex, so it’s important to assess the agent’s ability to stay organised and proactive. Ask for examples of how they’ve managed previous settlements, especially for properties with specific challenges such as unresolved repairs or tight timelines.

Red Flags to Watch For

Be wary of agents who:

• Provide vague answers about the settlement process or their role in it.
• Have a history of delayed settlements or unresolved post-sale issues.
• Appear unorganised or unresponsive during discussions about sale conditions or settlement planning.

"A reliable agent ensures the sale concludes smoothly, giving you confidence and peace of mind as you transition to your next step."

With the sale and settlement process covered, the final step is reflecting on the agent’s overall fit for your needs and making your final decision. Let’s move on to Section 9.

8. Evaluating the Agent’s Overall Fit

After asking detailed questions about the agent’s experience, strategies, and processes, it’s time to evaluate their overall suitability for your needs. Selling your home is a partnership, and choosing someone you trust and feel confident working with is essential for a successful outcome.

Key Factors to Consider

Beyond their qualifications and track record, consider these aspects to determine if the agent is the right fit for you:

• Communication Style: Did the agent communicate clearly, answer your questions thoroughly, and demonstrate a willingness to listen to your concerns?
• Professionalism: Did they appear organised, punctual, and knowledgeable during your interactions?
• Adaptability: Do they seem flexible and capable of tailoring their strategies to meet your specific property and market needs?
• Transparency: Were they open about fees, challenges, and market conditions, without overpromising or avoiding tough questions?
• Personality Compatibility: Selling a home often involves frequent communication. Choose an agent whose personality aligns with yours to ensure a smooth working relationship.

Requesting References

To gain additional insights into the agent’s capabilities, ask for references from previous clients. Reach out to these clients to learn about their experiences, focusing on:

• How well the agent managed the selling process.
• Whether the property sold within the expected timeframe and price range.
• How the agent handled challenges or negotiations.
• Their overall satisfaction with the agent’s service.

Online reviews on platforms like RateMyAgent can also provide a broader perspective on the agent’s reputation and client feedback.

Comparing Agents

If you’ve interviewed multiple agents, compare their answers and approach to determine the best match for your property. Consider:

• Their experience and expertise in your suburb or property type.
• The comprehensiveness of their marketing and pricing strategies.
• Their commission rates and overall value for money.
• Their ability to handle challenges and ensure a smooth settlement process.

Making Your Final Decision

Once you’ve assessed the agents, trust your instincts and choose the one who instils the most confidence. This should be someone who has demonstrated their ability to represent your best interests and deliver results.

"The right agent isn’t just experienced—they align with your goals, communicate effectively, and prioritise your success."

Now that you’ve chosen your agent, the final step is preparing for a successful partnership. Let’s move on to Section 10 to explore how to collaborate effectively with your chosen agent.

9. Working Effectively with Your Chosen Agent

Selecting the right real estate agent is only the first step. Building a strong, collaborative relationship with your agent is key to ensuring the selling process runs smoothly. By aligning on expectations, maintaining clear communication, and trusting their expertise, you can maximise your chances of a successful sale.

Set Clear Expectations

From the outset, discuss your goals and expectations with your agent. These might include:

• Timeline: Be clear about your desired timeframe for selling your home.
• Target Price: Agree on a realistic price range based on market conditions and the agent’s recommendations.
• Marketing Approach: Ensure you’re aligned on the strategies the agent will use to attract buyers.

A clear understanding of these factors helps avoid misunderstandings and keeps everyone focused on the same objectives.

Maintain Open Communication

Regular and transparent communication is essential throughout the selling process. Establish how and when your agent will update you, whether it’s weekly reports, post-open-home feedback, or immediate updates on offers.

Be proactive in asking questions and providing input when needed. If you have concerns or want to explore alternative strategies, raise these with your agent promptly.

Trust Their Expertise

While it’s important to stay informed and involved, remember that you’ve hired your agent for their expertise. Trust their guidance, especially when it comes to:

• Market Conditions: They’ll have insights into trends and buyer behaviour that you may not be aware of.
• Negotiations: Rely on their experience to handle offers and counteroffers in a way that secures the best outcome.
• Marketing Adjustments: If the initial strategies don’t yield results, trust their suggestions for refining the approach.

Provide Feedback

A successful partnership is a two-way street. Provide honest feedback on their efforts, whether it’s regarding marketing materials, communication frequency, or buyer feedback. Constructive dialogue helps refine the process and improves results.

Celebrate the Wins

Selling a home is a significant milestone, and reaching settlement day is a shared achievement. Acknowledge the hard work and dedication of your agent in helping you reach this goal. Their efforts have likely played a crucial role in securing a favourable outcome.

"Collaboration, trust, and clear communication with your agent are the foundations of a successful property sale."

With these steps in mind, you’re well-equipped to work effectively with your chosen agent and navigate the selling process confidently. Ready to sell your home? Use these questions and tips to find the right agent and achieve your property goals.

Frequently Asked Questions

Here are answers to some common questions about choosing and working with real estate agents when selling your home.

1. Why is it important to interview multiple real estate agents?

Interviewing multiple agents allows you to compare their experience, strategies, and fees. It helps you find someone who aligns with your goals and understands your local market.

2. What should I look for in a real estate agent?

Look for an agent with local expertise, a strong sales track record, excellent communication skills, and a clear marketing strategy tailored to your property.

3. How much commission do real estate agents charge?

Commission rates vary but typically range between 2.5% and 4% of the sale price in New Zealand. Some agents also charge additional fees for marketing or auction services.

4. What’s the most important question to ask an agent?

One critical question is: “How will you price and market my home?” Their answer reveals their understanding of market conditions and their ability to attract the right buyers.

5. Should I choose the agent with the lowest commission?

Not necessarily. Lower commission rates may mean fewer resources for marketing and support. Evaluate the overall value of their services rather than focusing solely on costs.

6. How often should I expect updates from my agent?

Most agents provide weekly updates, but frequency can vary. Clarify your expectations during the initial discussions to ensure you stay informed throughout the process.

7. Can I negotiate an agent’s commission?

Yes, commission rates are often negotiable. However, ensure that any discounts don’t compromise the quality of service or marketing efforts.

8. What should I do if I’m unhappy with my agent?

Communicate your concerns openly and try to resolve the issue. If the problem persists, review your agreement for options to switch agents or terminate the contract.