What Does a Real Estate Agent Actually Do When Selling Your Home

Most vendors have a general sense that their agent does things in exchange for their commission, but few could articulate exactly what those things are and at what stage they happen. Understanding the full scope of what a good Canterbury agent provides helps you assess whether you are getting value for what you are paying.

Before You List

A good agent starts well before the property hits the market. They provide a written comparative market appraisal (CMA) based on recent comparable sales in your suburb, giving you a realistic price guide and a recommended listing strategy. They advise on presentation, staging, and any pre-sale work that is likely to add more than it costs. They help you choose the right sale method (auction, deadline sale, price by negotiation, or tender) based on your property type and the current market conditions. They arrange professional photography, videography, floor plans, and copywriting for your listing.

During the Campaign

Your agent manages all buyer enquiries, qualifies potential buyers (checking they are genuine and financially capable before they attend private viewings), conducts open homes and private viewings, and provides regular written feedback from buyers. They upload and manage your listing on realestate.co.nz, Trade Me Property, and their own agency database. They brief their colleagues and other office agents on your property. They field and negotiate all offers, advising you on the merits of each and the negotiating dynamics at play. For an auction, they manage the marketing campaign timeline, brief the auctioneer on reserve, and conduct pre-auction negotiations if buyers approach before auction day.

At and After the Sale

Once a sale agreement is reached, your agent ensures the sale and purchase agreement is correctly documented and signed by all parties. They liaise with your solicitor to ensure the settlement process proceeds smoothly. They manage any conditions - building inspections, finance approval, LIM review - ensuring deadlines are met and advising you if conditions look like they may fail. They handle key handover on settlement day and provide the settlement completion statement showing the final proceeds after commission and costs are deducted.

What a Poor Agent Does Not Do

A poor agent lists your property, runs a handful of open homes, and waits for buyers to come to them. They provide minimal feedback, respond slowly to enquiries, and negotiate passively when offers come in. The difference between a good Canterbury agent and an average one is not the brand above the door - it is the quality of their buyer communication, the depth of their local knowledge, and the skill with which they manage the negotiation at the critical moment of offer and acceptance.

For general information only. Always engage a licensed real estate agent under a written agency agreement reviewed by your solicitor.