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Selling your home? Don’t get played.

Here’s how to take control and make sure you’re the one calling the shots. Most sellers unknowingly fall into the same trap when choosing an agent. They trust an agent’s price promise without questioning it, and they lock into high fees without any real strategy. The reality? Agents win business by overpromising on price to get you locked in. Then, a few weeks later, you hear the usual line: “Market feedback suggests we need a price reduction.”

Selling your home? Don’t get played.

Here’s how to take control and make sure you’re the one calling the shots. Most sellers unknowingly fall into the same trap when choosing an agent. They trust an agent’s price promise without questioning it, and they lock into high fees without any real strategy.The reality? Agents win business by overpromising on price to get you locked in. Then, a few weeks later, you hear the usual line: “Market feedback suggests we need a price reduction.”

If you want to sell for top dollar—without overpaying your agent—here’s how to do it right.

Step 1: Know what your home is really worth

Buyers don’t care what an agent says—it’s the market that decides. Look up what’s actually selling, not just what’s listed. Compare homes with similar features, land size, and location. If needed, get an independent valuation so you have real numbers to work with.

Step 2: Study the market before you list

Spend 30 minutes researching:

  • How are other homes being marketed?
  • What’s the most common sales method—auction, private treaty, expressions of interest?
  • Who’s dominating local sales? You’ll notice the same names coming up.
  • This way, you’re choosing the agent—not letting them choose you.

Step 3: Interview three agents, back-to-back, on the same day

Why? It creates competition. Tell them upfront: “I’m meeting three agents today—impress me.” Watch how they react. They’ll suddenly work harder for your business instead of assuming they’ve already won it.

Step 4: Ask the hard questions

Most agents default to what’s easiest for them—not what’s best for you. So put them under the pump:

  • Why is your recommended sales method the best for my home?
  • Who handles buyer inquiries, negotiations, and updates—you or a junior?
  • How often will I hear from you, and what kind of updates will I get?

If they stumble on these, they’re not your agent.

Step 5: Demand a performance-based fee

Most sellers get ripped off on agent fees. A flat commission means there’s no incentive to push for a better price. A sliding scale means they earn more only if they deliver more. Make them earn it.

Step 6: Negotiate everything

The fee they quote is never the fee they expect you to accept. Once you pick your top agent, go back and push for better marketing deals, better fees, and better performance conditions. They negotiate for a living—so should you.

The Bottom Line

Don’t trust price promises without proof. Make agents compete for your listing. Challenge their strategy, demand performance, and negotiate their fee.

Most sellers leave thousands on the table—don’t be one of them.

Thinking of selling? Drop Scott a message — he will help you get it right.