How to talk to a real estate agent: what to say, what not to say, and when to call

Most people put this off for too long

I've lost count of the number of times someone has said to me, "I should have rung you six months ago." They didn't ring because they weren't sure they were ready, or they didn't want to be talked into anything, or they just didn't know what to say. All fair. But a conversation with an agent doesn't commit you to anything, and the earlier you have it, the more options you have.

So here's what I'd tell a friend. When to get in touch, what to know before you do, what to say, and the few things that are better left unsaid.

When should you contact a real estate agent?

If you're selling, talk to an agent three to six months before you'd like to list. That gives you time to fix the small things buyers notice, to pick the right month for your area, and to compare two or three agents without being rushed. If you're planning renovations first, talk to someone before you spend the money. Plenty of people pay for work that buyers don't value, and a short chat can save you thousands.

If you're buying, get in touch once you have finance pre-approval and a rough idea of where you want to live. Agents look after the buyers who are ready to move first. Ask to go on their list for the kind of home you're after, because good homes sometimes sell before they ever reach the property sites.

If you're just curious about what your place is worth, or whether now is a good time, there's no wrong time. Agents have these conversations every week.

What to know before you talk to an agent

• The selling agent works for the seller. Their job is to get the owner the best price and terms. They should still be honest and fair with buyers, but they aren't on the buyer's side. If you're buying and want someone on yours, that's a buyer's agent, who you pay.
• Agents in NSW must be licensed. You can check any agent's licence for free on the NSW Government's Verify a licence service. It takes about a minute.
• Price guides have rules. In NSW an agent can't advertise a home, or quote a buyer a price, below the seller's asking price or the agent's own estimate in the agency agreement. If a guide seems too good to be true, ask what it's based on.
• Talking costs nothing. Agents earn their commission when a home sells, so the advice along the way is free. We explain how that works in is it free to talk to a real estate agent.
• A rough number helps. If you go in knowing what similar homes nearby have sold for, the conversation is far more useful. A free property report gives you that in a few minutes.

How to start the conversation

You don't need a script. Just be upfront about where you're at. Agents can help you far better when they know what you actually want. A few openers that work:

• "We're thinking about selling sometime next year. I'd like a rough idea of what we'd get, but we're not ready to sign anything."
• "We've been offered a job in another town and might need to sell quickly. What would that look like?"
• "We're pre-approved up to a certain amount and looking for a three-bedroom place near the station. Can you let me know about anything coming up?"
• "I've had one appraisal already and want a second opinion. Can you show me the sales you'd compare us to?"

If you'd rather not get a string of follow-up calls, say so at the start. "I'd prefer one call to go through it, then email" is a perfectly reasonable thing to ask, and a good agent will stick to it.

Good questions to ask

You'll get the most out of any agent by asking for evidence rather than opinions. A handful worth asking every time:

1. What have homes like mine sold for nearby in the last six months, and why would mine be above or below those?
2. Who is likely to buy a home like this, and where are they coming from?
3. What would you fix or leave alone before listing?
4. What's your commission, and what will marketing cost on top of that?
5. Who will I actually deal with day to day?

There's a longer list, with what a good answer sounds like, in free real estate advice: what to ask.

What not to say to a real estate agent

When you're buying, remember who the agent works for. Anything you tell them can reach the seller.

• Don't tell them the most you'll pay. Give a range you're looking in, and keep your top number to yourself.
• Don't say you've already sold and need something fast. It tells the agent you're under pressure.
• Don't gush about how much you love the place at the open home. Be friendly and interested, and save the excitement for when the contract's signed.

When you're selling, the risks are different.

• Don't sign an agency agreement on the spot because you liked the first agent. Sleep on it and speak to at least one more.
• Don't choose an agent just because their price was the highest. Ask what evidence is behind it. A big number that falls apart a few weeks into the campaign costs you time and money.
• Don't hold back known problems with the house. In NSW agents have to tell buyers about certain serious issues, and problems that come out late can sink a sale. Your agent can only plan around what they know about.

Phone, email, chat or in person?

Each has its place.

• A phone call is the quickest way to get a real answer, and the best way to get a feel for an agent before you invite them round.
• Email gives you a written record, which is handy for prices and fees, but it's slow for anything that needs a bit of back and forth.
• Live chat suits a quick question when you're not ready to pick up the phone, or you're at work and can't take a call. You still get a person, and you have the conversation in writing.
• In person is the only way to get a proper appraisal. An agent needs to walk through a home to price it well.

Talk live with your local agent

That's why we've added live chat to Home Reality Check. Tap the chat button in the corner of any page and you'll be talking to our approved local agent, someone with more than 10 years in the job who knows the streets, the recent sales and what buyers are paying for right now. We look after homeowners and buyers right across NSW.

Ask anything. What your home might be worth, whether to sell now or wait, what to fix before listing, what an agent should cost, or how to approach a home you're keen on. We'll ask for your name, email and number before the chat starts, so the person you're talking to knows who they're helping and can ring you back if that's easier. If nobody's online when you message, leave your number and we'll call you.

It's free. There are no fees for the chat or the advice, no pressure and no obligation. Your details aren't sold or passed on to other agents. You can also talk to a local real estate agent online by sending your question, and we'll ring you back.

Start a live chat

Prefer to start with the numbers? Get your free property report first, then chat about it with someone who knows your area.