25 questions to ask a real estate agent at an appraisal
The questions that separate a good selling agent from a good salesperson: price, track record, campaign, fees and the agreement, and what a good answer is.
By Great Real Estate Agents editorial team · Published · 5 min read
An appraisal is a job interview where the applicant controls the agenda. The agent arrives with a folder, walks the house, says encouraging things about the kitchen and leaves you with a number. You learn what they want you to know. These questions put the agenda back in your hands. Ask the same ones of each of the three agents you interview and write the answers down; the comparison is where the value is.
Print this list or keep it on your phone. You do not need all 25; the ones in bold are the ones we would not skip.
On the price
- Which three recent sales are most comparable to this property, and why? A good answer names addresses, dates and prices and explains the adjustments ("that one had a renovated kitchen, so I have taken $40,000 off"). A weak answer is "the market's strong at the moment". Victorian agents must base their estimate on the three most comparable sales by law (Consumer Affairs Victoria); that is a good standard to hold every agent to.
- Where in your range do you expect this property to sell, and what would push it to the top? You want a specific view, not a shrug.
- What is currently listed that a buyer for my home would also be considering, and at what price?
- What did your last five listings in this suburb sell for compared with the price you first advertised? This is the single most revealing question. An agent whose results consistently land under their initial guide is appraising to win listings.
- If the market moves during the campaign, how and when would you recommend adjusting the price?
On their track record
- How many properties have you personally sold in this suburb in the past 12 months? Personally, not the office.
- What was the median days on market for those sales, and how does that compare with the suburb?
- How many of those were auctions, and what was your clearance rate?
- Who will run the campaign day to day, attend the opens and handle the negotiation? Many appraisals are done by a principal who then hands the listing to a junior. You want the person in front of you to be the one who sells it, or to meet the one who will.
- Can I speak to two recent vendors in this suburb? Not testimonials on a brochure; phone numbers.
Cross-check the answers against the agent's profile on our site, which shows their sales in the suburb, days on market against the suburb median and the sources of their reviews. If the number they give you is larger than the number we can see, ask them why.
On the campaign
- What method of sale do you recommend for this property, and what is the evidence for that choice in this suburb right now? The answer should cite recent clearance rates and buyer depth, not a general preference. Our auction versus private treaty guide explains what to look for.
- What marketing do you recommend, itemised with costs, and which items actually produce buyers for a property like this?
- When is the marketing payable, and what happens to it if I withdraw the property or change agents?
- Do you receive any rebate, discount or commission on the marketing you are recommending? In New South Wales, Queensland and Victoria the agreement must disclose this, and in Victoria the agent cannot keep it.
- How long is the campaign, and what is the plan if we have not sold by the end of it?
- How will you report to me during the campaign, and how often?
- How do you qualify buyers before an open home, and how will you handle offers: one at a time, or a deadline with all offers presented together?
On fees
- What is your commission, is it inclusive of GST, and what triggers payment? Get the number with and without GST. Commission is negotiable in every state and no government sets a rate; our state guides for Queensland, New South Wales and Victoria give the typical ranges published by third parties.
- If you propose a tiered or incentive commission, what is the base, and how does it relate to your appraised range? A base set below the appraisal is a rate increase in disguise.
- Are there any other fees: administration, auctioneer, settlement, advertising mark-ups?
- Will any part of your commission be shared with anyone outside your agency? If you found the agent through a referral service, including this one, the agent pays that service a fee out of their commission. In Victoria the agent must give you a commission sharing notice before you sign the authority. The fee is never added to what you pay.
On the agreement
- What type of agency are you proposing (exclusive, sole or open), and for how long? Exclusive means the agent is paid on any sale during the term, even one you arrange. Keep the term to the campaign length: Queensland caps sole and exclusive residential appointments at 90 days (Queensland Government); Victoria's default is 60 days for a private sale unless you agree otherwise.
- Can I take the agreement home and read it before signing? The answer should be yes without hesitation. New South Wales gives you a one business day cooling-off period after signing; Queensland and Victoria do not.
- What happens if I want to end the agreement early?
- Is your licence current, and what is the licence number? Then check it on the state register. Our agent profiles show the licence number and the date we last verified it.
After the appraisals
Put the three sets of answers side by side. The agent to choose is usually not the one with the highest number but the one whose number is best supported, whose record in the suburb is strongest and whose campaign plan is most specific. Our guide to choosing an agent walks through the comparison.
Compare agents near you
On our suburb pages you can see each ranked agent's sales, days on market and reviews before you invite them to appraise, and request appraisals from up to three in one form. "Best" on our pages means best on the published methodology; the ranking has no commercial inputs.
Frequently asked questions
How long does an appraisal take?
Usually 30 to 60 minutes: a walk through the property, a conversation about your plans, and the agent's view on price and method. Ask for the written appraisal to follow within a day or two.
Should I tell the agent what other agents have said?
Not the numbers. Tell them you are speaking to three agents and will compare written proposals. Revealing a competitor's higher appraisal invites the agent to match it rather than justify their own.
Should I sign the agreement at the appraisal?
No. Take it home. A good agent expects this. New South Wales provides a one business day cooling-off period on the agreement; Queensland and Victoria do not, so reading it first matters more there.
What if an agent will not give an appraisal in writing?
Treat that as an answer. A written appraisal with comparable sales is the minimum professional standard.