What I wish more buyers asked real estate agents.

Real estate agent conversations are a primary information source for property buyers. Yet most buyers ask the same standard questions ("how long has it been on the market?", "are there other interested parties?", "what's the lowest the vendor will accept?") and receive standard answers that contain little useful information.

The agent has substantially more information about the property than most buyers realise. The right questions extract substantial useful information that the standard questions do not.

This post lists the seven questions that consistently produce more informative answers, and what each tells you.

Question 1: "What's the story behind the sale?"

What it asks

Why is the vendor selling? What are their circumstances? What are their priorities?

What it reveals

• Vendor motivation level (downsizer? relocator? distressed? estate?)
• Timing flexibility (can they accept a slower settlement?)
• Price flexibility (are they seeking quick sale or maximum price?)
• Negotiation positioning

Why it matters

The vendor's motivation shapes negotiation. A downsizer with a defined timeline has different priorities to an investor seeking maximum return. An estate sale by executors has different dynamics to an owner-occupier seeking emotional closure on a family home.

Agents typically share some vendor context if asked directly. They cannot reveal confidential information but they often share enough to inform your approach.

Question 2: "What's been done to the property in the last 10 years?"

What it asks

What major works have been completed? What has been maintained vs deferred?

What it reveals

• Whether the property has been kept in good condition
• What's "new" vs "old" in the building systems
• Items that may be approaching end-of-life
• Quality of past workmanship

Why it matters

A property where the kitchen is 8 years old, the bathroom 12, the hot water 6, and the roof 25 has a different forward maintenance profile to one where everything is recent. Understanding the timeline of past works informs the forward budget.

Question 3: "What questions do other buyers usually ask?"

What it asks

What patterns have emerged in the agent's conversations with prospective buyers?

What it reveals

• Common concerns about the property
• Issues that recur across multiple buyers
• Aspects the agent has had to explain repeatedly

Why it matters

If multiple buyers have asked about a specific issue (flood, sewer easement, neighbour dispute, body corporate issue), that issue exists. The agent's pattern of responses tells you what the recurring concerns are.

Most agents will share the pattern even if not the specifics. "Buyers often ask about the rear setback" tells you the rear setback is something to investigate.

Question 4: "Why didn't the previous sale go ahead?"

What it asks

If the property has had previous unsuccessful offers or pulled out of contracts, why did each fall over?

What it reveals

• Issues identified by previous buyers
• Bank valuation issues
• Building inspection issues
• Finance issues
• Buyer remorse patterns

Why it matters

A property with multiple pulled-out contracts typically has identifiable issues. The pattern of why offers fall over reveals what subsequent buyers will discover. Better to learn now than to discover the same issue at your building inspection or strata review.

Question 5: "What would you tell a friend who was considering this property?"

What it asks

Setting aside the sales positioning, what's the honest assessment of the property?

What it reveals

• The agent's actual view of the property
• Strengths and weaknesses
• Buyer profile the property suits

Why it matters

This question often produces more candid responses than direct questions about negatives. Agents who would not "advise" a buyer to investigate something specific (heritage controls, body corporate disputes, planning constraints) may reveal those issues in response to this question.

Agents have legal disclosure obligations but operate within professional and commercial constraints. The "friend" framing often produces more candid responses than other framings.

Question 6: "What's the body corporate or strata like?"

What it asks

For strata properties: what's the body corporate's character? Who are the owners? Are there disputes?

What it reveals

• Character of the body corporate (functional vs dysfunctional)
• Major decisions in process or pending
• Disputes or pending matters
• Owner mix (owner-occupiers vs investors)

Why it matters

Strata health substantially affects strata property value and ongoing cost. Agents often have substantial knowledge from selling multiple units in the building. The conversation can reveal information that the strata inspection package may not surface.

Question 7: "What are the comparable sales?"

What it asks

Which recent sales does the agent consider comparable for pricing purposes?

What it reveals

• Agent's view of the property's market positioning
• Comparable sales the agent considers most relevant
• Implicit pricing rationale

Why it matters

The agent's view of comparable sales informs the vendor's expectations and the agent's pricing strategy. Comparing the agent's nominated comparables to your independent analysis reveals where you agree and disagree. Disagreement is informative.

If the agent nominates comparables substantially above your view of comparable, the vendor's expectations may be unrealistic for the current market. If substantially below your view, there may be unidentified issues with the property.

Bonus questions for specific situations

For investment properties

"What rental return is realistic, based on current market conditions and the specific property condition?"

This question pressures the agent to provide realistic rather than optimistic estimates. Agents typically know the realistic rental from property managers in the area.

For renovation projects

"Have you seen this type of renovation done in this area? What are typical costs and challenges?"

Agents who have sold renovated properties in the area have informal knowledge of typical costs and timelines. The conversation can validate or challenge your renovation assumptions.

For first home purchases

"What do first home buyers typically miss with this type of property?"

Agents who work with first home buyers see patterns of common oversights. The conversation can highlight items worth specific investigation.

What not to ask

Some questions consistently produce uninformative answers:

"What's the lowest the vendor will accept?"

The agent typically deflects with "make an offer and we'll see." The question signals that you're price-sensitive, which is information the vendor can use against you. Better to do your own analysis and make a confident offer.

"Are there other interested parties?"

The agent's answer is structurally biased toward "yes" regardless of reality. The question produces little information.

"Is the price negotiable?"

All prices are negotiable. The question produces no information. Make an offer and observe the response.

"What do you think it's worth?"

The agent represents the vendor. Their view of value is structurally biased. Better to ask about comparable sales and form your own view.

How to use agent conversations

Three principles for effective agent conversations:

Principle 1: ask open questions

Open questions ("what's the story behind...") produce more information than closed questions ("is the kitchen renovated?"). The agent has more latitude to share useful context.

Principle 2: listen for what's not said

If you ask about flooding and the agent gives a brief deflective answer, that's information. If you ask about strata health and the agent immediately changes the subject, that's information.

Principle 3: triangulate with other sources

Agent information is one input. Triangulate with:

• Building inspection report
• Strata inspection
• Council planning records
• Title search
• Neighbour conversations (where appropriate)
• Comparable sales data

Where sources agree, confidence is high. Where they disagree, investigate the discrepancy.

Why agents matter

Despite competing incentives, real estate agents have substantial value as information sources:

Value 1: local market knowledge

Agents typically have deep local market knowledge built over years of transactions in the area.

Value 2: property specific knowledge

The selling agent typically has substantial knowledge of the specific property: history, condition, issues, owner motivation.

Value 3: comparable sales knowledge

Agents track comparable sales as part of their work. Their knowledge of recent sales typically exceeds public sources.

Value 4: process knowledge

Agents understand the practical process of property purchase: timing, contracts, negotiations.

The relationship dynamic

A respectful, professional relationship with the agent typically produces better outcomes than an adversarial one:

Good relationship behaviours

• Treat the agent professionally
• Be honest about your interest level
• Communicate decisions promptly
• Engage with their questions and process

Counterproductive behaviours

• Lowballing aggressively as opening tactic
• Disrespecting the agent or vendor
• Being indecisive or unresponsive
• Treating the agent as opponent rather than counterpart

Agents have ongoing relationships with vendors and with other buyers. Reputation matters. Buyers viewed as serious and reliable receive better treatment in subsequent interactions.

The seven questions in this post consistently produce useful information. Most agents respond positively to thoughtful questions and engage substantively with prepared buyers. The 30-minute conversation with the agent, properly structured, can reveal substantial information about the property and the transaction context. The information complements but does not replace formal due diligence. Together, they provide the comprehensive view that supports informed property decisions.