Why Choosing the Right Real Estate Agent Can Add (or Cost) You Thousands
When selling your home, most owners focus on the market, the timing, or the price — but one of the biggest financial decisions you’ll make is who you choose to sell it.
The difference between an average agent and the right agent can easily mean tens of thousands of dollars in your final result. It’s not just about commission or brand — it’s about strategy, negotiation, and how your property is positioned from day one.
This guide explains why agent selection matters, where sellers often go wrong, and how to choose an agent who genuinely maximises value rather than just getting a sale done.
Not All Agents Sell the Same Way (or Get the Same Results)
Two agents can list identical homes on the same street and achieve very different outcomes.
Why? Because selling property is not just transactional — it’s psychological and strategic.
The right agent understands:
Buyer behaviour in your specific market
How to create competition
How to protect momentum
When to push — and when to hold firm
An average agent relies on hope. A strong agent relies on process and data.
The Hidden Cost of Choosing the “Cheapest” Agent
Many sellers are tempted to choose an agent based on:
The lowest commission
The highest price promise
A well-known brand name
Unfortunately, these choices often come at a cost.
A lower commission means nothing if:
The home sells for less
The campaign drags on
Negotiation is weak
Price reductions become necessary
The cheapest agent can quickly become the most expensive mistake.
Pricing Skill Matters More Than the Price Itself
One of the biggest value-drivers is accurate pricing strategy.
A skilled agent knows how to:
Price to attract buyers, not repel them
Use early interest to create urgency
Adjust strategy before momentum is lost
Overpricing is the fastest way to lose buyer confidence — and once it’s gone, it’s difficult to recover.
Great agents don’t “buy the listing” with inflated promises. They protect your result by setting the market up properly.
Negotiation Is Where the Money Is Made (or Lost)
Marketing gets buyers through the door. Negotiation determines the outcome.
Strong agents:
Control the conversation
Read buyer motivation
Improve terms as well as price
Keep multiple buyers engaged
Weak negotiation often looks like:
Accepting the first decent offer without testing the ceiling
Letting buyers dictate conditions
Losing leverage late in the campaign
The difference between good and great negotiation is often five figures or more.
Experience Beats Volume Every Time
High-volume agents often rely on systems. Experienced, hands-on agents rely on judgement.
When challenges arise — finance delays, buyer hesitation, contract conditions — experience matters.
Ask yourself:
Will this agent personally manage my sale?
Do they adapt strategy when needed?
Can they clearly explain buyer behaviour?
Selling is not a “set and forget” process. It requires active management.
The Agent Should Be Advising — Not Just Updating
A strong agent doesn’t just tell you what’s happening. They explain:
Why buyers are behaving a certain way
What to expect next
How to respond strategically
If an agent can’t explain their strategy clearly, they probably don’t have one.
Signs You’ve Chosen the Right Agent
The right agent will:
Be honest about price, not optimistic
Have a clear launch plan
Communicate regularly and clearly
Back advice with evidence
Focus on outcome, not ego
They work for you, not just for the transaction.
Why Strategy Beats Brand Every Time
Big brands don’t sell homes — people do.
Buyers don’t pay more because of a logo. They pay more when:
They feel urgency
They feel competition
They feel confident in value
That’s created by strategy, not signage.
What Smart Sellers Do Before Choosing an Agent
Before signing:
Compare recent results, not just promises
Ask how offers are handled
Ask how price is protected
Ask how buyers are qualified
Ask what happens if the first strategy doesn’t work
The answers matter more than the sales pitch.
📞 Selling Your Home? Choose an Agent Who Protects Your Value
If you’re considering selling and want an agent who focuses on maximising your outcome — not just listing your property, speak with a team that treats selling as a strategy, not a process.
📱 Steven Norton – 0488 496 277
📱 Lawrence Norton – 0415 279 807
📧 Email: nortons.re@gmail.com
🌐 Website: www.nortonsrealestate.com
Contact Norton’s Real Estate for a confidential discussion about your property and a selling strategy designed to protect and maximise your result.
Disclaimer
This article is provided for general information and marketing purposes only. Real estate sale outcomes vary based on property characteristics, market conditions, and individual circumstances. This content does not constitute legal, financial, or property advice. Sellers should seek independent professional advice before making decisions regarding the sale of their property.