Before appointing a real estate agent to sell your home, ask: What comparable sales support the price range? Which buyers will you target? What selling method do you recommend and why? What is included in the commission and marketing budget? Who will manage enquiries and inspections? How often will you report? How will you negotiate offers? What does the written authority commit me to?
These questions to ask a real estate agent before selling test pricing evidence, campaign strategy, costs, communication and accountability. Use the same questions with each Perth agent so you can compare like with like.
Are you licensed and who will handle my sale?
Confirm the agency licence and the registration or licence of the person who will conduct the work. Ask who will attend appraisals, buyer callbacks, home opens, negotiations and contract signing.
The WA Consumer Protection selling guide says a selling agent must be licensed, or employed and authorised by a licensed agent as a registered sales representative. You can use the WA Government’s linked licence search to check credentials.
Useful follow-up questions include:
- Will I deal with the appraiser or a team member after signing?
- Who answers buyer enquiries outside office hours?
- Who conducts negotiations?
- Who covers inspections if the lead agent is unavailable?
- How many active listings will the team manage during my campaign?
A team model can work well when roles are clear. The warning sign is not delegation itself but an unclear handover after the appointment is secured.
How did you calculate the recommended price range?
Ask the agent to show the evidence behind the appraisal. Relevant comparable sales should be recent, local and similar enough to explain, not simply the highest figures available.
Discuss:
- land size, accommodation and condition differences
- street position and outlook
- renovations and build quality
- title type and development constraints
- time on market and sale method
- competing properties currently available
- adjustments made between each comparable and your home
A property appraisal is a professional opinion based on market evidence, not a guaranteed sale price. Be cautious when an agent gives an unusually high figure but cannot explain how buyers will support it.
Who is the likely buyer for my property?
A useful campaign has a buyer hypothesis. Ask the agent who is most likely to value the property and what evidence supports that view.
The answer should connect property features to real buyer needs. For example, a lift-access apartment, a family home near local facilities and a development site attract different enquiry and require different information.
Ask:
- Which buyer groups inspected similar properties?
- What objections did they raise?
- Are likely buyers local, interstate or investor-led?
- Which property features deserve priority in the campaign?
- Which facts or documents will buyers ask for early?
The agent should also explain what would change the hypothesis once live enquiry arrives. A strategy is stronger when it can adapt to evidence.
Which method of sale do you recommend and why?
Ask the agent to compare private treaty, auction and expressions of interest for your property. The recommendation should reflect buyer depth, pricing confidence, timing and the kind of competition the campaign can create.
Consumer Protection says the agent’s suggested method should be supported by recent sales data. A thorough Perth selling strategy should explain how the method affects pricing, inspections, offer management and the decision timetable.
Ask what happens if the initial approach does not produce the expected response. The agent should describe the review points without treating price reduction as the only possible adjustment.
What exactly is included in the marketing plan?
Request an itemised campaign proposal with deliverables, costs and approval points. Ask what each component is expected to achieve.
Check:
- photography, video and floor plans
- copywriting and campaign messaging
- portal listing level and duration
- signboard and print materials
- database and direct buyer outreach
- social distribution, if proposed
- auction or event costs
- upgrade and cancellation terms
WA Consumer Protection says an agent cannot charge more for advertising or other outgoings than the seller authorised in writing or than the agent paid. It also notes that marketing costs may remain payable if the property does not sell unless the authority says otherwise.
Ask to approve material factual claims before launch. Accurate advertising protects the seller and gives buyers confidence in the campaign.
How are your selling fee and other charges calculated?
Ask for the dollar result of the proposed commission at several likely sale prices. This makes a percentage or tiered formula easier to understand.
Clarify:
- whether GST is included
- fixed, percentage or tiered components
- any offering or auction fee
- when commission becomes payable
- fees if the property does not sell
- marketing payment timing
- third-party costs and rebates
- costs for withdrawing or changing the campaign
Consumer Protection confirms that commission is negotiable and must be recorded in the written authority. Compare the full proposal and expected service, not only the lowest fee.
What does the written authority commit me to?
The written authority is a legally binding appointment contract. Read it carefully and ask the agent to explain every commercial term before signing.
Important questions include:
- How long is the exclusive-rights period?
- Can the authority be ended early, and on what terms?
- Could commission remain payable after the authority ends?
- What happens if I find the buyer privately?
- Which expenses can be incurred without further approval?
- Is an offering fee payable without a completed sale?
- How are changes recorded?
Consumer Protection says most exclusive appointments may entitle the agent to a selling fee if the property sells privately or through another agent during the exclusive period. Some authorities may also address buyers introduced during or shortly after that period. Obtain legal advice if a term is unclear or concerning.
How will you manage inspections and buyer feedback?
Ask how inspections will be scheduled, recorded and followed up. Buyer feedback should be useful enough to guide decisions without turning isolated comments into false market evidence.
A practical reporting system covers:
- number and source of enquiries
- inspection attendance
- repeat visits and document requests
- buyer readiness and finance position where known
- common objections
- price feedback with context
- competing listings or sales
- recommended action and rationale
Ask when you will receive the report and who will deliver it. Written reporting creates a clearer record than scattered phone updates.
How will you handle and present offers?
Ask the agent to explain the path from verbal interest to a written offer. Price matters, but sellers also need to compare deposit, finance, inspections, settlement date, inclusions and other conditions.
Consumer Protection says agents must act in the seller’s best interests, follow lawful instructions and communicate through the sale process. Discuss:
- how all offers will be documented and presented
- whether competing buyers will be notified
- how buyer capacity and conditions will be assessed
- how counteroffers will be recorded
- when a settlement agent or lawyer should advise
- how privacy and fairness will be maintained
The agent should present options and evidence without making the seller feel rushed past contract advice.
What happens if the campaign underperforms?
Ask for review points before the campaign starts. Define which signals would justify a change in presentation, messaging, inspection timing, price guidance or sale method.
Useful questions are:
- When will we review the first week of enquiry?
- Which metrics matter beyond portal views?
- How will you distinguish a marketing issue from a pricing issue?
- What changes can be made without new cost?
- Which costs need fresh written approval?
- How will feedback be tested against actual offers?
A clear answer shows the agent can manage uncertainty, not only launch a listing.
Frequently asked questions about choosing a Perth selling agent
Should I choose the agent who gives the highest appraisal?
No. Choose the proposal with the strongest evidence and clearest plan. A high appraisal without comparable support can lead to poor early positioning and a longer campaign.
How many agents should I interview?
Interview enough agents to compare evidence, service and contract terms confidently. Using the same written questions with each one matters more than reaching a particular number.
Is the cheapest commission the best value?
Not necessarily. Compare the likely net result, campaign quality, negotiation process, communication and all written costs. The lowest fee can be poor value if the service or outcome is weaker.
Choose a process you can evaluate
The right agent should make pricing, marketing, feedback and negotiation understandable before you sign. To compare your options against a clear local plan, arrange a selling and appraisal conversation.
This article provides general information for Western Australia and is not legal advice. Read the written authority and obtain independent advice on terms you do not understand.