Many Sellers Choose the Wrong Agent. How to Spot the Red Flags.

Ask anyone what they think real estate agents do, and you’ll hear everything from “They just put it online” to “They earn every cent.”

The truth lies somewhere in between - some agents go above and beyond, while others rely on shortcuts that can cost their clients thousands.

Of course, it’s absolutely possible to sell your home yourself; many people do. But I often hear from my clients and friends, “I couldn't do what you do!”.  

In truth, there’s a lot more to selling than just putting up an online advertisement and waiting for buyers to call. Homes don’t “just sell themselves”, there’s psychology involved - understanding how buyers think, how to manage competition, high-level skills in mediation and problem solving - as well as how and where to use the various online portals most effectively (there’s a lot happening behind the scenes on those platforms that most people never see).

Not all agents work the same way. Some are strategic, proactive and adaptive whilst others rely on old habits or shortcuts. Here’s a closer look at what good agents do (and what not-so-good ones don’t), and why it makes all the difference to your sale outcome.

---

The Good: What Great Agents Do Behind the Scenes

Pricing with precision. Good agents don’t just pluck any number out of the ether. They analyse comparable sales, current competition, seasonal trends, and buyer sentiment. The goal shouldn't be to just "price high to allow some wiggle room" - it should be to position the property to attract strong competition and multiple offers. Pricing is both a science and an art, and the right strategy can mean thousands more in your pocket.

Preparing the property. A great agent helps you focus on what actually adds value -recommending the small changes that create the best visual and emotional impact. They’ll guide you on styling, photography, and copywriting that speaks to your target buyer, and steer you away from overspending on things that won’t increase your sale price or result in a faster sale.

Buyer management. There’s a lot of psychology at play when buyers walk through a home. Skilled agents read body language, ask the right questions, follow up consistently, and build rapport that draws out honest feedback and genuine offers. The difference between “I’ll think about it” and “We’re making an offer tonight” often comes down to how the agent manages those conversations.

Negotiation. Selling isn’t just about accepting an offer - it’s about managing momentum. A strong negotiator knows when to set deadlines, how to create healthy competition, and how to use timing and tone to motivate buyers to stretch further. Great agents don’t just find buyers, they create them.

Communication and transparency. Selling can be emotional, and silence is stressful. A professional agent keeps you informed at every stage: after each open, every offer, every key decision. No surprises, no confusion, just a clear understanding of where things stand and what comes next.

---

The Bad: Common Shortcuts (and Why They Matter)

Unfortunately, not all agents take the same care. Here are some common shortcuts that can hurt your sale:

Overquoting. It can be tempting to choose the agent who provides the highest appraisal estimate, but inflated promises often do the opposite - they can slow momentum, reducing interest, which leaves sellers ultimately settling for less.

Underquoting to make it look easy. On the other hand, some agents price much too low to attract more buyers, which can backfire. It frustrates genuine buyers and damages trust with both sides - as well as being potentially against regulations!

Vague about price. Some agents are vague because they don’t know the market well enough, or don't want to give you a price that you disagree with. Others think “smoke and mirrors” builds intrigue (it doesn’t). Often, pricing evolves during a campaign - it can take time for buyers to adjust their expectations upwards, or for a seller who believes their home is worth more to see what a strong price in the current market really is. The key is open, evidence-based discussion and consistent review of the feedback coming in from the market.

Poor marketing presentation. Unstyled photos, generic/untargeted copy, or lack of crucial detail like floorplans send the message that the home isn’t special and can result in your home not being shortlisted by potential buyers. Presentation sets the emotional tone - if it looks and feels premium, buyers will treat it that way.

Reactive, not proactive selling. Some agents wait for enquiries instead of chasing them. Great agents are proactive - reaching out to database contacts, following up personally, and leveraging backgroun tools (on Realestate.com.au and Allhomes) that many agents don’t even know exist or don’t use effectively. A proactive campaign can uncover buyers who weren’t actively searching yet, but are ready to act when they see the right home.

Minimal communication. Few things frustrate sellers more than being left in the dark. A lack of updates doesn’t just create anxiety, it usually signals a lack of strategy or focus. Consistent, transparent communication builds trust and ensures the campaign stays on track.

---

Why Some Agents Work Differently

Not every agent operates with the same mindset or tools. Sometimes the difference comes down to:

• Training and experience. Newer agents may lack finesse; some older agents rely on outdated methods or have limited online marketing skills. The best agents constantly adapt and evolve.

  
  

• Workload and support. Agents juggling too many listings often struggle to give each client the time and focus required.

  
  

• Fee structure. Fees vary widely across the industry and are rarely a reliable indicator of quality. The real question isn’t what an agent charges, but what they do to earn it - you don't want to pay top dollar simply for ego or to advertise someone's business rather than your home, just as you don't want to save on fee only to have important corners cut, missed or ignored.

  
  

• Agency culture. Some offices reward volume over service — which can shape how their agents operate. Others truly pride themselves on serving their clients in an ethical way.

  
  

Good agents aren’t “one size fits all.” They don’t always auction, and they don’t always sell with the same list price strategy. They assess your home, your circumstances, and current market conditions, and then tailor their approach. They also monitor the campaign in real time, adjusting marketing, photos, or pricing where needed to keep your property performing at its best.

---

Final Thoughts

Choosing the right agent can be the difference between getting sold and getting undersold.

If you’re thinking about selling, take the time to understand how your agent works, and make sure their strategy, communication, and attention to detail align with your expectations.

There’s a lot more to selling than meets the eye. When your agent truly understands the market, the psychology, and the process, that’s when you’ll see the best results.