The questions that separate successful sellers from those who list and hope
The conversation most sellers skip You're about to trust someone with your largest asset - yet most sellers spend more time researching a new coffee machine than choosing the right estate agent.
The conversation you have before signing matters far more than any reassurance you’ll hear after your property is overpriced and sitting stagnant. These are the questions that reveal whether an agent truly knows their craft or simply tells you what you want to hear.
What have comparable properties sold for?
Not what they’re listed at. Not what they might have achieved “in a better market.” What have similar properties in your immediate area actually sold for in the last three months? A strong agent should provide specific addresses, sale prices, and completion dates. If they can’t, they’re guessing – and you’re not paying for guesswork.
Agents suggesting valuations significantly above recent comparables aren’t identifying hidden value. They’re inflating numbers to win your instruction – numbers they’ll later reduce when your listing inevitably stalls.
What’s your average time from listing to sale?
You don’t need national industry averages. You need your agent’s actual performance on properties like yours. If they’re vague or drift into general market chatter, that’s a red flag. Good agents speak confidently about their track record – with verifiable evidence.
Ask about the properties they didn’t sell too. Their honesty about failures reveals far more than their success stories.
How do you determine your marketing strategy?
If the answer is simply “professional photos and a Rightmove listing,” that’s not strategy – that’s the bare minimum. Ask how they plan to position your property, who specifically they’re targeting, and what makes their approach different from the agent down the road.
Real strategy sounds specific: buyer databases, targeted digital campaigns, tailored messaging. Vague phrases like “maximum exposure” and “strong network” suggest little thought beyond uploading photos and waiting.
What happens if we don’t get offers?
This is where you learn how the agent handles difficulty. Do they instantly suggest price reductions? Do they analyse viewing feedback? Do they adapt their marketing? Good agents have a defined process for diagnosing and correcting underperformance – not just reflexive price cuts.
Ask: At what point would you recommend reducing the price, and by how much? Their answer shows whether they understand strategy or simply panic.
What are your actual fees and what do they cover?
Don’t stop at the percentage fee. Ask what’s included: photography, floor plans, EPCs, premium portal features, and whether there are early exit fees if you’re unhappy. Get everything in writing before signing.
Cheap isn’t better if it means basic listings. Expensive isn’t better if the service is identical. You’re paying for outcomes – not promises.
Why these questions matter
Sellers who ask these questions avoid months of stagnation, overpricing, and frustration. They identify evidence-driven agents with proven track records instead of smooth talkers offering inflated valuations. This difference determines whether your sale completes smoothly – or turns into a drawn-out six-month ordeal.
Our team provides independent guidance on agent selection and realistic sales strategy – get expert advice today
This article was originally published by BriefYourMarket and is reproduced here with their permission.
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