In early 2026, selecting the right agent is crucial, but requires careful due diligence. Vendor confidence has increased, with listings up nearly 40% since December 2025 (Raine & Horne), however recent RBA rate hikes have introduced caution (Domain’s Dr Nicola Powell). Prioritise agents with a proven track record in your specific suburb, a clear pricing strategy, and a comprehensive marketing plan, and scrutinise the fine print of any agency agreement.
The increase in listings throughout late 2025 and into early 2026 means more choice for vendors, but also increased competition for buyer attention. While open for inspection attendances are up 3% year-on-year (Raine & Horne), buyer urgency has dampened following the February and March 2026 RBA rate hikes (Domain). A well-considered agent selection process is therefore more important than ever.
What track record should I look for?
Verify any agent you consider has recently sold properties comparable to yours in your suburb – within the last 6–12 months. Review their sold listings on realestate.com.au and domain.com.au, paying close attention to whether properties sold at or above the initial guide price, the number of days on market, and whether any price reductions were necessary. A consistent record of success is paramount.
How can I assess an agent’s pricing strategy?
Victorian law prohibits underquoting, but price guides set 10–15% below eventual sale prices remain common in Melbourne’s inner and middle-ring suburbs (Consumer Affairs Victoria). Ask each agent to detail how they arrived at their price estimate and ensure the proposed price guide aligns with your expectations and the property’s reserve price. A transparent and realistic approach is essential.
What about commission and the agency agreement?
Commission structures vary. A fixed percentage is most common and aligns vendor interests, while tiered structures should be viewed with caution (Victorian Property Settlements). Carefully review the termination clause in the agency agreement – understand your rights and obligations should you wish to change agents mid-campaign. Obtain two vendor references from the agent’s recent sales in your suburb.
The real uncertainty: The appraisal spread.
Appraisals can vary significantly between agents, even for the same property. This spread reflects differing market interpretations and sales strategies. There is no single ‘right’ price; instead, focus on the agent’s reasoning, their proposed marketing reach, and their ability to generate genuine competition – not simply the highest initial valuation.
Frequently asked questions
Will the agent be handling the entire campaign, or will it be an assistant?
Clarify who the primary contact will be throughout the campaign. While assistants play a vital role, you need direct access to the lead agent for strategic decisions and updates. Ensure the agent is readily available and responsive – a delay of 24+ hours in responding to initial inquiries is a red flag.
What happens if the property passes in at auction?
Discuss the agent’s post-campaign strategy if the property doesn’t sell at auction. A proactive plan, including immediate follow-up with interested parties and a clear timeline for negotiations, is crucial. Don’t assume a sale will automatically follow the auction.
What’s included in the marketing package, and are there extra costs?
Obtain a detailed breakdown of the marketing package, including professional photography, floorplans, copywriting, online advertising, and print materials. Understand all additional costs, such as staging or video production, before signing the agreement. Transparency is key.
How many active buyers are currently on the agent’s database?
A strong agent database of qualified buyers can significantly boost your campaign’s success. Ask about the size and relevance of their database, and how they plan to leverage it to generate interest in your property. Genuine competition drives the best results.
Questions to ask your agent
- How many properties have you sold in this specific suburb in the past 12 months, and what was the average days on market for those properties?
- Can you walk me through a recent successful campaign you ran for a similar property, detailing the strategy and the final sale price?
- What is your specific plan to generate competition for my property, beyond simply listing it online?
This article contains general market information based on data current
as at April 2026. It does not constitute financial, legal, or real estate
advice specific to your property or circumstances. For an appraisal and
tailored advice, speak with a Fletchers agent in your area.