Knowing the right things to ask a real estate agent when buying can help you understand the seller’s position, identify potential risks, clarify how the sale will be handled and uncover information that may not be obvious from the online listing.
The more useful information you can gather, the better placed you are to tailor a negotiation strategy to the individual property, the selling agent and the seller’s circumstances.
In a competitive market, that can be an important part of successfully securing the property.
The things to ask a real estate agent when buying can also help you build rapport with local agents and give you a feel for how they communicate. Over time, you may get a better sense of whether they answer questions directly, whether their information remains consistent and how much confidence you place in what they tell you.
1. Why is the owner selling, and what terms would suit them?
This is one of the most useful questions because it may tell you more than simply why the property is on the market.
The owner may be upsizing, relocating, selling an investment property, already committed to another purchase, finalising an estate or simply testing the market. You may not receive the full story, but the aim is to understand whether the seller has any timing pressure or particular priorities.
Useful follow-up questions include:
- Is there a settlement date that would suit the seller?
- Would they prefer a shorter or longer settlement?
- Do they need flexibility around settlement?
- Would they consider a rent-back arrangement after settlement?
These terms can matter to the seller and may help make your offer more attractive without increasing the price. Understanding the seller’s circumstances can also help you structure a negotiation strategy that is specific to that property rather than relying on a generic approach.
2. How long has the property been on the market?
Ask how long the property has been available, whether the asking price has changed and whether it has previously been under contract. A property that has been on the market for some time may have unrealistic price expectations, a hidden drawback, a previous failed contract, poor presentation or marketing, or a seller who is not highly motivated.
If it has previously been under contract, ask: “Do you know why the previous contract fell over?”
A failed contract does not automatically indicate a serious problem. Finance can fall through for many reasons. But if a previous buyer terminated after building and pest, body corporate enquiries or another due diligence issue, it may warrant closer investigation.
3. What price is the seller realistically expecting?
Among the most useful things to ask a real estate agent when buying are questions that clarify the seller’s expectations. Try: “What price is the seller realistically looking for?” or “What level would the seller seriously consider?”
The selling agent is negotiating on the vendor’s behalf, so their price guidance should be interpreted cautiously. Your own assessment of recent comparable sales should play a much larger role in determining what you are prepared to pay. For a more detailed guide, see How Much Should I Offer on a House in Brisbane?
4. Which comparable sales support the price?
Rather than simply asking the agent what the property is worth, ask: “Which recent sales do you think are the best comparables?” Then investigate those sales in detail.
It is not enough to look at the sale price and photographs and assume two properties are directly comparable. Important differences may not be obvious from the online listing, including superior or inferior street position, flood exposure, easements, slope, outlook, noise, renovation quality, building condition, orientation, land usability, floor plan, development potential, nearby public housing, future development, or unapproved work.
A property may appear almost identical online but be worth significantly more or less for reasons that only become apparent after deeper investigation. In Brisbane and the Gold Coast, values can vary considerably within the same suburb, so comparable-sales research needs to go well beyond simply matching bedrooms and bathrooms.
5. Have any offers been made, and how much genuine buyer competition is there?
Ask about other buyer interest once you are considering an offer. Find out:
- Have any written offers been made?
- Has the seller rejected any offers?
- Is the seller currently considering multiple offers?
- Is the seller asking for best-and-final offers?
- When does the seller intend to decide?
- Have buyers returned for second inspections?
- Have other buyers arranged building and pest inspections?
The last two questions can be particularly useful, as they may indicate how serious competing buyers are. You can also build your own picture by attending more than one open home, noting how many groups are inspecting, watching whether the same buyers return, and paying particular attention to activity in the days leading up to auction.
None of these methods are foolproof, but together they can help you distinguish between genuine buyer interest and general open-home traffic. The things to ask a real estate agent when buying should help you gather evidence rather than simply react to statements such as “there’s lots of interest”.
If the property moves into a formal competitive process, see our guide to buying property with multiple offers in Queensland. Your maximum price should still be based on your own assessment of value, not the perception of competition.
6. If I offer $X, is the seller prepared to sign?
This can be more useful than repeatedly asking: “How much more do I need to offer?”
Try asking: “If I submit an offer at $X on these terms, is the seller prepared to sign the contract?”
This can encourage a more concrete discussion and may help you determine whether you are genuinely close to a deal or simply being encouraged to keep increasing your offer.
7. What renovations or additions have been completed?
Potentially unapproved work is high on the list of things to ask a real estate agent when buying, particularly with older Queensland homes. Ask what has been altered, when the work was completed and whether relevant approvals are available.
Pay particular attention to decks, enclosed downstairs areas, extensions, converted garages, additional bathrooms, pools, sheds, carports and retaining walls. Ideally, carry out some preliminary research before inspecting.
If you find something specific, ask about it directly. For example: “The downstairs area appears to have been enclosed after the original construction. Do you know whether that work has council or building approval, and is it legal height?”
An agent believing something is approved is not the same as seeing the approval, so consider making your offer subject to formal verification.
8. Are there known building, termite or water issues?
Ask whether the owner or agent is aware of structural movement, significant cracking, water ingress, termite activity, roof leaks, drainage problems or retaining-wall issues.
This is one of the things to ask a real estate agent when buying, and it should be treated as a starting point rather than a substitute for a professional inspection. An agent may genuinely not know about a defect.
If you are serious about the property, an independent building and pest inspection is generally an important part of due diligence. Also ask whether a report already exists, whether another buyer has previously commissioned one, and whether a prior contract terminated after an inspection.
9. What due diligence red flags should I investigate further?
Flooding, easements, and planning restrictions are all important things to ask a real estate agent when buying, but you should ideally investigate them before the inspection where possible.
Depending on the property, preliminary checks may include:
- flood and overland-flow mapping
- sewer and stormwater easements
- access easements
- heritage controls
- bushfire overlays
- vegetation constraints
- nearby development applications
- busy roads, train lines and aircraft noise
- school catchments
- property history
For a Brisbane property, review Brisbane City Council flood information before attending where relevant. On the Gold Coast, check the relevant council mapping and planning information. Other Queensland councils provide their own property information and overlays.
If you identify a concern, ask about that specific issue. Instead of “Does the property flood?”, ask: “The council mapping shows overland flow through the side of the property. Do you know whether water entered the house, garage or yard during previous heavy rain events?”
Where a risk is material, independently verify it through council records, property searches, professional inspections, insurance quotes or legal advice as appropriate.
10. What are the ongoing costs?
For houses, ask about council rates, water charges and any unusual recurring costs. For an apartment or townhouse, ask about body corporate levies, what the levies include, current and proposed special levies, and major planned expenditure.
This is one of the things to ask a real estate agent when buying an apartment or townhouse that can help avoid an unpleasant financial surprise. The agent’s summary should not replace a proper review of the body corporate records.
11. What should I know about the body corporate?
For units and townhouses, useful questions go beyond simply asking how much the annual levies are. Ask whether the agent knows:
- whether special levies have been raised or are proposed
- whether major works are planned
- whether there are waterproofing or structural issues
- whether there are fire-safety concerns
- whether there are legal disputes
- whether there have been significant insurance claims
- roughly how many properties are owner-occupied versus investor-owned
- whether short-term letting is common or permitted
The proportion of owner-occupiers versus investors can sometimes give you a feel for the character and management of the complex, although it is only one factor and should not be considered in isolation.
Where possible, verify important details through body corporate records, including meeting minutes, financial statements and planned expenditure.
12. Is the property currently tenanted?
If the property is rented, useful things to ask a real estate agent when buying include the current rent, when the lease expires, whether notice has been given, whether the tenant intends to stay and whether the property will be sold with vacant possession.
For owner-occupiers, the lease expiry date may materially affect when you can move in. For investors, the current rent is useful information, but you should independently assess whether it reflects the current market.
13. Are there any known insurance issues?
Ask whether the property has been difficult to insure, whether there have been significant insurance claims, whether flood or bushfire exposure affects premiums, or whether the body corporate has experienced insurance problems.
In parts of Brisbane, the Gold Coast and regional Queensland, insurance premiums can vary substantially between properties. Getting an insurance quote before you commit can sometimes reveal a risk that isn’t obvious from the inspection itself.
14. What should I know that is not obvious from the listing?
This is one of the simplest questions you can ask. You may learn about neighbouring development, road or aircraft noise, shared access, unusual title arrangements, previous building problems, proposed nearby construction or other matters not obvious from the photographs.
You may not receive anything especially revealing, but it is still worth asking.
15. What is the process for making an offer?
Before negotiating, clarify the process. Ask:
- How should the offer be submitted?
- Does the seller require a signed contract?
- Is there an offer deadline?
- When will the seller respond?
- Will buyers be asked for best-and-final offers?
- What deposit is expected?
- What settlement period is preferred?
In Queensland, contract conditions can have significant consequences. Speak with your solicitor or conveyancer about appropriate finance, building and pest, due diligence or other conditions before signing.
Brisbane buyers may also find our guide to how properties are sold in Brisbane useful. If the property is going to auction, see Bidding at Auction in Brisbane – What You Need to Know.
Do your due diligence before inspecting where possible
A common mistake is treating due diligence as something that only begins once you have found a property you like. In reality, some of the most useful things to ask a real estate agent when buying become obvious only after you have completed your own preliminary checks.
Research before the inspection can help you rule out unsuitable properties earlier and make the inspection itself more productive. It also changes the quality of the conversation with the agent: instead of asking broad questions, you can ask about the specific risks that you have already identified.
This approach will not uncover every problem, but it can make the limited time at an open home far more useful.
Use the conversation to assess the agent as well
What to ask a real estate agent when buying isn’t only about gathering property information. Your conversations can also help you understand the agent’s communication style and, over time, how much confidence you place in what they tell you.
Pay attention to whether they answer questions directly, respond promptly, provide requested documents, acknowledge when they do not know something, remain consistent in what they tell you, apply unnecessary pressure, and provide information that later proves accurate.
Building professional rapport with local agents can be valuable, particularly if you are searching for several months. Serious buyers who communicate clearly, ask informed questions and follow through are more likely to be remembered when another suitable property becomes available.
What not to tell the selling agent
While there are many useful things to ask a real estate agent when buying, you do not need to disclose everything about your own circumstances. Be cautious about volunteering your absolute maximum budget, maximum borrowing capacity, how urgently you need to buy, that your lease is about to expire, how many properties you have already missed, or that this is your “dream home”.
You can demonstrate that you are a credible buyer without giving away information that may weaken your negotiating position. For example, “Our finance is organised and we are in a position to proceed” is usually more useful than telling the agent exactly how much the bank is prepared to lend you.
Ask, investigate and verify
Some of the things to ask a real estate agent when buying are primarily about understanding the seller and negotiation. Others relate to matters you should verify independently.
Ask the agent | What you are trying to learn | How you may be able to check it |
Why is the owner selling? | Seller motivation and preferred terms | Often difficult to verify, but requested settlement or rent-back terms may support the explanation |
Are there other buyers? | Level of competition | Attend multiple opens, note repeat buyers, ask about second inspections and building-and-pest activity |
Have renovations been approved? | Compliance risk | Council/building records |
Has the property flooded? | Flood history | Council mapping, insurance and property searches |
Are there building issues? | Physical condition | Independent building and pest inspection |
Are there easements or overlays? | Restrictions on the property | Title, council and property searches |
Are special levies proposed? | Future ownership costs | Body corporate records |
What is the property worth? | Seller expectations | Detailed comparable-sales analysis |
The agent can be a useful source of information, but they are only one source. The stronger approach is to ask, investigate and verify.
Final thoughts
There are many things to ask a real estate agent when buying, but asking more questions is not automatically better. The strongest buyers tend to do some homework first, identify the issues that could materially affect the property and then ask focused questions.
For Queensland buyers, whether you are searching in Brisbane, the Gold Coast or elsewhere, the aim should be to gather as much useful information as possible about the property, the sales campaign, the agent and the seller’s circumstances.
You also need to remember the selling agent’s role. Their job is to achieve the best possible outcome for the seller. Creating urgency and competition can be part of the sales process, and statements such as “there is a lot of interest”, “another buyer is about to offer” or “you need to act today” are not always easy to verify.
That does not mean you should assume those claims are false. Genuine competition is common. The challenge is separating meaningful information from sales pressure and making decisions based on evidence, not emotion. Experience can make a significant difference: buyers who have negotiated many properties tend to become better at identifying patterns, asking the right follow-up questions and assessing what is likely to be fact, what is opinion, and what may simply be part of the negotiation process.
If you have already found a property but want independent help assessing value, due diligence and negotiation strategy, learn more about our Expert Negotiation service. If you would prefer help from the property search through to settlement, see our Complete Search to Settlement service.
You can also learn more about working with a Brisbane buyer’s agent or a Gold Coast buyer’s agent.
Ask questions. Build rapport. Gather as much information as you can. Then confirm what matters and use that information to develop a negotiation strategy specific to the property in front of you.