Selling your home is one of those situations where the first person you speak to might seem perfectly capable. They know the neighbourhood, arrive with an impressive presentation and tell you exactly what you hoped to hear about your property’s value. So, is there really any reason to keep looking?
Usually, yes. Speaking with several agents gives you something you can’t get from a single appraisal: comparison. If you’re searching for the best real estate agency Campbelltown has available, for example, meeting different agents lets you compare their pricing advice, marketing strategies, fees and communication styles rather than relying on one person’s pitch.
You don’t need to interview every agent in town, though. For most sellers, around three agents is a practical starting point. That’s generally enough to identify meaningful differences without turning the selection process into a project of its own.
Why Three Agents Is a Useful Benchmark
There’s nothing magical about the number three, but it tends to provide a useful range of opinions.
Imagine the first agent values your property at $700,000. Without another opinion, you have little context for deciding whether that’s realistic.
Now imagine three agents provide estimates of $690,000, $705,000 and $760,000. Suddenly, you have questions worth asking. Why is the third estimate considerably higher? Does that agent have evidence supporting it? Are the other two being conservative?
The same comparison applies to fees, marketing and selling strategies.
You’re not looking for three identical answers. Differences give you an opportunity to understand how each agent thinks.
Don’t Automatically Choose the Highest Valuation
This is one of the biggest traps for sellers.
Naturally, if two agents think your property is worth $700,000 and another suggests $750,000, the higher figure is appealing. But an appraisal isn’t a guaranteed sale price.
Ask each agent to show you the evidence behind their estimate. Useful information may include recent comparable sales, competing properties currently on the market and differences between those homes and yours.
A realistic valuation supported by evidence can be more useful than an ambitious number designed primarily to win your listing.
Compare Marketing Strategies, Not Just Fees
Commission matters, but it shouldn’t be the only number you compare.
Ask each agent how they would actually market your home. Their recommendations might include professional photography, property portals, video, social media promotion, open homes or contacting buyers already in their database.
Find out:
- What’s included in the proposed campaign?
- Which costs are additional?
- Why are particular marketing channels being recommended?
- Who organises inspections and buyer enquiries?
- How will the agent follow up interested buyers?
An agent charging slightly more may offer a strategy or level of service you consider worthwhile. Equally, a large marketing package isn’t automatically better simply because it contains more features.
Pay Attention to the Questions They Ask You
An agent interview shouldn’t feel like a one-way sales presentation.
A good agent should also be asking you questions.
They may want to understand why you’re selling, your preferred timing, whether you’re buying another property and what matters most to you during the process.
This information can influence how they recommend approaching the sale.
For example, someone who needs to move by a particular date may require a different strategy from a seller who is prepared to wait for the right conditions.
Pay attention to whether the agent is listening or simply waiting for another opportunity to talk.
Look at Relevant Experience
An agent may have an impressive sales record, but dig a little deeper.
Ask about properties they’ve sold that are genuinely comparable to yours. Selling luxury apartments isn’t necessarily the same as selling suburban family homes, even when the properties are located relatively close together.
Recent local experience can also provide useful insight into what buyers are currently responding to.
Ask for examples of comparable sales and, where appropriate, how long those properties took to sell and how the final result compared with the initial expectations.
Think About Who You Want to Work With
Selling a home isn’t always a quick process.
You’ll potentially be communicating with your agent regularly about inspections, buyer feedback, offers and negotiations. That means the working relationship matters.
Consider whether the agent:
- Explains things clearly
- Answers questions directly
- Responds promptly
- Makes realistic promises
- Understands your priorities
- Has a communication style that suits you
You don’t necessarily need the most charismatic person in the room. You need someone you trust to give you useful information, including when that information isn’t what you hoped to hear.
When Should You Interview More Than Three?
Three is a starting point, not a rule.
If the first three agents provide wildly different valuations or you aren’t comfortable with any of them, speak to another one or two.
You might also interview additional agents if your property is unusual, difficult to value or likely to require specialist marketing.
On the other hand, if you’ve previously worked successfully with an agent and already understand their approach, you may feel comfortable making a decision sooner.
The objective isn’t to reach a particular number of interviews. It’s to gather enough information to make a confident comparison.
Meet a few agents, ask them the same core questions and pay attention to how well they support their recommendations. Once you’ve done that, choosing an agent becomes less about who delivered the best sales pitch and more about who has the strongest plan for selling your home.
Alex