The Questions That Separate Successful Sellers from the Rest

The conversation most sellers skip

You're about to trust someone with your largest asset and most sellers spend more time researching which coffee machine to buy than which agent to instruct. The conversation before signing matters infinitely more than reassurances after your property's overpriced and stagnant. Here are the questions that reveal whether your agent operates or just tells you what you want to hear.

What have comparable properties sold for?

Not "what are they listed at." Not "what they're worth in a better market." What did similar properties in your immediate area actually achieve at completion in the past three months? If your agent can't provide specific addresses, sale prices, and completion dates for at least three genuine comparables, they're guessing. You're not paying commission for guesses.

This question separates evidence-based pricing from optimistic valuations designed to win your instruction. Agents suggesting prices significantly above recent comparable sales aren't seeing hidden value. They're buying your signature with numbers they'll spend months reducing.

What's your average time from listing to sale?

Industry averages are irrelevant. You need this agent's actual performance data for properties similar to yours in your area. If they're vague, if they deflect to general market chat, if they can't provide specific numbers, that's information. Successful agents discuss their track record confidently with verifiable data.

Ask specifically about properties that didn't sell. Every agent has them. How they discuss failures reveals more than how they present successes. Agents blaming markets and difficult sellers rather than acknowledging pricing or presentation issues will do exactly that when your property sits unsold.

How do you determine your marketing strategy?

If the answer is "professional photos and Rightmove listing," that's not strategy, that's basic service. What specifically will they do to position your property? Which buyers are they targeting? How will they reach them? What makes their approach different from the agent down the street listing identical properties?

Vague answers about "maximum exposure" and "extensive networks" mean nothing. Specific answers about buyer databases, targeted marketing, and strategic positioning indicate actual thought beyond uploading photos and waiting.

What happens if we don't get offers?

This reveals everything about how agents handle difficult situations. Do they immediately suggest price reductions? Do they analyse why viewings aren't converting? Do they adjust marketing approach? The agents worth instructing have specific processes for properties not performing, not just reflexive price-cutting recommendations.

Ask directly: at what point do you recommend reducing price, and by how much? Their answer shows whether they understand pricing strategy or just panic-reduce until something sells.

What are your actual fees and what exactly do they cover?

Not just the percentage. What's included? What costs extra? Professional photography? Floor plans? EPC if needed? Enhanced listing features? Early exit fees if you're unhappy? Get everything specified in writing before signing anything.

Cheaper isn't better if it means amateur photos and basic listings. Expensive isn't better if you're paying premium fees for identical service. Understand exactly what you're buying.

Why these questions matter

Sellers who ask these questions before instructing agents rarely spend months with overpriced properties and underwhelming service. They identify realistic agents with proven track records over smooth talkers promising impossible results. That difference determines whether your sale completes smoothly or becomes a six-month nightmare of price reductions and frustration.

Our team provides independent guidance on agent selection and realistic sale strategy, get expert advice today.