How to choose a real estate agent in NZ: 10 questions to ask
The questions that separate a genuinely good agent from a good talker — and the two answers that should end the meeting.
Most sellers choose an agent on the strength of a letterbox flyer, a friend’s recommendation, or whoever gave the highest appraisal. All three are poor predictors of the result you will get. Here is what to ask instead, and what a good answer sounds like.
Before the meeting: shortlist on data, not on who turns up
The agents who door-knock your street are the agents who want listings, which is not the same as the agents who sell them well. Before you interview anyone, find out who has actually sold homes like yours, nearby, recently — and how quickly, and for what. That is public information, and it is exactly what we do for free. Interview from that list.
The 10 questions
1. “What have you sold within two kilometres of here in the last 12 months?”
You want specifics: addresses, sale prices, days on market. An agent who genuinely works your area will rattle these off. One who doesn’t will talk about the agency’s results instead. The agency’s results are irrelevant — you are hiring the person.
2. “How did those sale prices compare with your appraisals?”
This is the question that keeps agents honest. If they appraised at $1.2m and sold at $1.05m three times running, the appraisal they are about to give you is a listing tool, not a forecast.
3. “What is your average days on market, and what is the suburb average?”
Both numbers matter. A good agent will know both without looking them up, and will be able to explain any listing that went long.
4. “Which method of sale do you recommend for this property, and why?”
Auction, tender, deadline sale, or a price. The right answer depends on the property and the market right now, and a good agent will explain the trade-offs rather than defaulting to whatever their office prefers. Be wary of an agent who recommends auction for everything — or never. Our guide to methods of sale covers this in detail.
5. “What does your marketing plan look like, and what will it cost me?”
Ask for a written plan: portals (Trade Me, realestate.co.nz), photography, video, print, social, open home schedule. Ask which items are vendor-paid and which the agency covers. A vague answer here becomes an expensive surprise later.
6. “Who will actually handle my sale — you, or someone in your team?”
Top agents run teams, which is a good thing. But you want to know who is taking buyer calls, who runs the open homes, and who negotiates. Meet that person.
7. “How will you handle an offer in the first week?”
Early offers are where inexperienced agents cost sellers the most — either by rushing a good one or by mishandling a multi-offer situation. Listen for a clear process: how they qualify the buyer, how they run a multi-offer, how they keep you informed.
8. “What is your commission, and is it negotiable?”
It usually is. But the cheapest agent is rarely the best value: a one-percent saving on fees is worth nothing if the sale price is five percent lower. Ask about the structure too — some agents will agree to a sliding scale that rewards a result above a threshold. See what agents charge in NZ.
9. “What is the term of the agency agreement, and what happens if I want out?”
Ninety days is common. Understand the notice period, and what you owe if you sell to a buyer the agent introduced after the agreement ends. Read the agreement before you sign, and read the REA’s guide that the agent is required to give you.
10. “Can I speak to your last three vendors?”
Not their three best. Their last three. A confident agent will say yes.
Two answers that should end the meeting
“I already have a buyer for this property.” Occasionally true. Usually a line. If it is true, ask for the buyer’s name and a written offer.
An appraisal well above everyone else’s, with no comparable sales to back it. Overpricing costs you your best buyers in the first fortnight, and the price cut that follows is public.
What to do next
Interview two or three agents shortlisted on results, ask the questions above, and choose the person — not the brand, not the flyer, not the highest number. If you would like the shortlist done for you, tell us about your property. It’s free, independent, and there is no obligation.
Common questions
How many agents should I interview before choosing?
Two or three is plenty if they are the right two or three. Interviewing five agents picked at random tells you less than interviewing two picked on verified local results.
Should I choose the agent who gives the highest appraisal?
No. An appraisal is an opinion, not an offer, and a high number is the oldest way to win a listing. Ask each agent to show you the recent sales their figure is based on.
Does the agency brand matter?
Far less than the individual. Every major brand has top performers and passengers. You are hiring a person, not a logo.
This guide is general information for New Zealand home sellers, not legal, tax or financial advice. Check anything that matters to your situation with your lawyer or accountant.