How to choose a real estate agent in New Zealand

Choosing the right agent is probably the single biggest lever you have when selling your home. The difference between a good agent and an average one in your area isn't a small thing — it can be tens of thousands of dollars, weeks of time, and a lot of stress.

Most sellers don't approach it that way. They pick whoever knocked on the door, whoever sold a neighbour's place, or whoever gave the highest appraisal. None of those are good reasons.

The other trap is running a beauty parade — inviting three agents through, comparing their pitches, and picking the one you liked best. That puts you in consumer mode, not decision mode. You end up choosing the best presenter, not necessarily the best agent for your situation.

The better approach: get clear on your own situation first, then assess each agent against it. You're not shopping around — you're looking for the one person who's the right fit, and you'll know it when you find them.

Start with results, not personality

The most common mistake is choosing an agent you like. Likeable agents aren't necessarily effective agents. What you want is someone with a genuine track record in your specific area — your suburb, your property type, your price range.

Ask any agent you're considering for their last 10 sales in your area. Not their best sales. Their last 10. Look at:

• Days on market — how long did it take to sell?
• Sale price vs asking price — did properties sell above, below, or at the asking price?
• Sale method — auction, tender, price by negotiation? Does it suit your property?

If they can't give you this information, or they pivot to talking about how long they've been in the industry, that tells you something.

Commission is negotiable — always

Standard agency commission in New Zealand typically runs around 3–4% on the first $400,000 and 2% on the remainder, plus GST. On a $750,000 home, that's roughly $18,000–$20,000.

That number is not fixed. Most agents have more flexibility than they let on, especially in a competitive market or if you're also buying through them.

"What's your standard commission, and what would you accept?"

Ask that directly. Don't accept the first number. Any agent worth their salt won't flinch at the question — it's a normal business conversation. Also ask about marketing costs. Some agencies charge these separately — photography, online listings, signage — and these can add $2,000–$5,000 on top of commission. Clarify what's included before you sign anything.

Questions worth asking before you commit

• Who will actually be doing the work? Senior agents sometimes hand off to juniors once the listing is signed. Ask who will be running open homes and handling negotiations.
• What's your recommended method of sale, and why? A good agent can explain clearly why auction, tender, or negotiation suits your property. Be wary of agents who push every property to auction regardless.
• What's your communication style? Will they call you after every open home? Weekly? You want to know how you'll be kept in the loop.
• What's the listing term? Standard is 90 days. Some agents push for longer. Keep it shorter — you can always extend.

Red flags to watch for

• The high appraisal trap. Agents sometimes quote inflated appraisals to win the listing, then manage your expectations down once you're locked in. Be suspicious of any appraisal that's significantly higher than others you've received.
• Pressure to sign quickly. A good agent is confident enough to give you time to think. Anyone pushing you to sign at the first meeting is prioritising their pipeline over your outcome.
• Vague answers about process. If an agent can't clearly explain how they'll market your property, who their target buyer pool is, and what happens after an open home, that's a gap in their process.
• No recent local sales. An agent who works mostly in another suburb or price bracket is learning on your property.

The thing that makes the biggest difference

The sellers who get the best outcomes aren't the ones who shopped around hardest. They're the ones who walked into the conversation knowing exactly what they wanted, what their property's strengths and weaknesses were, and what questions mattered.

An agent can sense immediately whether they're talking to someone who's thought it through or someone who's still working it out. The first type gets taken seriously. The second type gets managed.

The preparation isn't complicated — it's mostly just thinking clearly about your situation before you pick up the phone.