How to Select the Right Agent to Sell Your Property

In the real estate industry, where building rapport with buyers and navigating negotiations are central to securing a high sale price, experience is everything. Ask your prospective agent about their experience. Do they hold an official licence or just a certificate? The former would indicate a more thorough understanding of real estate laws and practices. 

As a rule of thumb, the more years of experience your agent has, the better equipped they are to handle challenges that may arise during the sale process and secure the best price for your property. At Shead, all our real estate sales professionals are fully licenced and experienced.

Understanding an agent’s track record is crucial. Ask for examples of properties similar in age, size, quality and location to yours. This will give you an insight into their selling abilities and pricing accuracy. If an agent can’t show you recent sales results and testimonials (not results from three years ago) then how can you be sure they have what it takes to achieve top dollar in the current market?

It’s important to find an agent who can back up their suggested listing price with real, comparable sales. You could even request contact details for previous vendors to verify their claims.

Many people are lured by the promise of a high price without being told how that price was calculated and how it will be achieved. Ask an agent to explain how they arrived at a figure when appraising your home to ensure it’s not simply a number designed to draw you in. Nothing will damage the integrity of a sale faster than a home that’s unrealistically priced.

Local knowledge is an invaluable tool for a real estate agent. If your buyers are asking questions about nearby schools, transport options and local amenities, don’t you think the person answering those questions should be able to give genuine answers based on lived experience? Your agent’s ability to paint a clear picture of the lifestyle the area offers can significantly influence prospective buyers. 

Many buyers also like to ask agents about potential renovations or developments. If your agent has a detailed understanding of the local planning regulations, that is a big step in the right direction.

When it comes to achieving the best possible price, there are three key factors to look for – attention to detail (on everything from property presentation and local knowledge to follow-up communication); excellent negotiation skills (why not put the agent to the test by role playing a negotiation with them); and last but not least, friendly, professional service, without the pressure (buyers see straight through the ‘pushy salesperson spiel’).

Also, don’t underestimate the power of networking! Ask your agent about their local connections. Do they have any good relationships with local business owners or community members? An agent who is well-connected can generate additional interest through word of mouth, which can be especially handy in smaller, tight-knit neighbourhoods.

An agent who keeps up with local real estate trends and actively attends home opens in your area will have a much deeper understanding of what buyers are looking for. This knowledge helps them highlight the standout features of your property, including your property’s ‘invisible value’, giving you an edge over similar homes on the market.

There’s more to targeting buyers than advertising alone. While a professionally prepared tailored marketing campaign that targets the right buyers is vital, your agent should also be actively contacting buyers looking for a property like yours. A professional agent will be able to produce a clear definition of your home’s buyer demographic and tailor their marketing approach accordingly.

This topic is worth an entire conversation, let alone a question! Asking your agent about their approach to a marketing campaign will be the best gauge for how effectively they can connect your home to the right buyer. What is their recommended selling method – auction, private treaty or otherwise? When it comes to managing the open for inspection, will they be onsite, or will a less experienced junior agent be responsible for answering your buyers’ questions? 

A professional agent should provide a detailed marketing plan that includes both online and offline strategies. As mentioned, they should also explain how they plan to handle negotiations, which is a critical part of achieving the best sale price.

While the agent’s fees shouldn’t be the only factor you consider, it’s important to have a clear understanding of their commission structure and any additional costs for marketing or advertising. Transparency around fees can prevent disputes later in the process, so be sure to clarify what services are included in their commission and ensure that the expectations for both parties are clear before signing any contracts. Just don’t fall into the trap of selecting an agent based on their fees alone. There is often a reason one agent charges lower fees than others. As the saying goes, ‘you get what you pay for’. If your goal is to achieve the highest possible price in the shortest possible timeframe then choose an agent who will work harder and smarter than anyone else to achieve that goal, not the one who charges the lowest commission.