Why Choosing the Wrong Agent Costs More Than Commission
Poor agent selection does not just cost commission - it costs money in ways that show up across the entire campaign - in the time the property spends listed, the price it achieves relative to what the market was prepared to pay, and the stress of being kept in the dark throughout the process.
Overpricing to win the listing is one of the most common ways agent selection goes wrong. A high launch price suppresses inquiry, produces a reduction, and leaves the property with a days-on-market figure that subsequent buyers will notice and use as leverage.
Poor communication from an agent is another way the wrong choice compounds. Inspection feedback that does not reach the seller, negotiations that proceed without the seller being properly informed, and campaign decisions made without adequate context are all consequences of an agent who is not managing the relationship the way a seller should expect. Sellers who want to understand what questions to ask and what the evidence shows about agent behaviour and outcomes will find it useful to review what informed agent selection involves - what makes a good agent before meeting with any agent.
Commission rate comparison is where most sellers start when evaluating agents. It is a relevant factor - but only one of several. An agent who charges less and delivers a lower result can cost a seller significantly more than an agent who charges more and produces a well-run campaign with a strong outcome.
The Questions That Separate Good Agents from the Rest
Good agents answer specific questions specifically. Asking the right questions before signing is how sellers distinguish the agents who can back their confidence with evidence from those who cannot.
What have you sold in this suburb in the past six months, and what were the results relative to the asking price? This question gets to the heart of local performance. An agent who can name specific properties, give specific results, and explain what drove those outcomes is working from evidence. An agent who responds with vague references to market conditions and general experience is not giving you anything you can evaluate.
How do you handle feedback from inspections, and how often will you be in contact during the campaign? Communication is one of the most consistent complaints sellers make about agents after the fact. Asking the question upfront establishes what the seller should expect and creates a reference point if the standard is not met.
Why do you recommend this method of sale for this property specifically? The answer should be tied to the property, the suburb, and the current buyer pool - not a blanket preference. An agent who gives the same method recommendation regardless of the property is not tailoring strategy. An agent who can explain why this method suits this property right now is.
What is your commission rate, how is it structured, and what does it include? A direct question deserves a direct answer. If the structure is tiered or conditional, the details of how it works should be clear before signing - not discovered at settlement.
How to Read an Agent Based on How They Answer Your Questions
The appraisal figure an agent presents at the first meeting is one of the most important data points in the selection process - not because it tells you what the property is worth, but because it tells you how the agent thinks.
When an appraisal sits above what the comparable sales support, ask why. A good agent will explain what specific feature or condition justifies the premium over recent sales. An agent who cannot answer that question specifically is working from a figure designed to impress rather than one grounded in the market.
If the agent cannot or will not back the appraisal with specific comparable sales, the figure is not an estimate - it is a tactic. An agent who uses tactics to win a listing rather than evidence to support it will use the same approach throughout the campaign.
Agents who criticise competitors in a first meeting are worth being cautious about. It is a signal of poor professional judgement and does not reflect well on the person making it. Agents with strong results do not need to talk down others to make their case.
Deceptive tactics are more common in the industry than sellers often expect. Agents who create artificial urgency around listing decisions, who pressure sellers to sign before they have had time to consider, or who promise results they cannot evidence are operating in ways that benefit the agent at the expense of the seller. A seller who takes the time to compare two or three agents carefully, ask the questions above, and check the results behind the answers is in a far stronger position than one who signs with the first agent who came recommended.
The right agent for a Gawler property is the one whose local results, communication approach, and pricing methodology can all be examined and verified before signing. If an agent is reluctant to provide that information, the reluctance itself is the answer.