How to Deal With Selling Agents When Buying Property in Brisbane
In a competitive Brisbane market, how you deal with the selling agent can decide whether your offer is taken seriously. Selling agents (also called sales agents or listing agents) work for the vendor, and the best of them negotiate hard. That is not a problem to fight. It is the system you are buying in, and buyers who understand it get better results.
Here is how selling agents think, what to expect when you negotiate with one, and how to deal with real estate agents when buying a home or investment property in Brisbane and South East Queensland.
Selling agents work for the seller, not the buyer
A selling agent is appointed and paid by the vendor. Their job is to achieve the highest possible price and the best terms for their client. Expecting them to do anything less for you as a buyer is unrealistic. The best selling agents will always negotiate hard and use their experience to push for maximum value. That can be frustrating when you are on the other side of the table, but it is exactly what sellers pay them to do.
Any selling agent who tells me they “work well with buyers” is a red flag. Not because I’m a buyer’s agent, but because it raises a serious question about whether they understand their role in the transaction. A selling agent’s job, at all times, is to represent the seller, uphold the value of their asset and secure the best sale result. If an agent is focused on pleasing buyers rather than negotiating firmly for the seller, I would question their commitment to their client.
Selling agents must still deal with you honestly and must not mislead you. But their loyalty belongs to the vendor. If you want someone whose only loyalty is to you, that is what a buyer’s agent is for. Our guide to the difference between a buyer’s agent and a real estate agent explains how the two roles compare.
Why tough negotiators are good selling agents
Strong selling agents know how to negotiate. They leverage demand, create urgency and test how far each buyer will go. If you come across an agent who is holding firm on price, it is usually because they are good at their job. These are the agents you would want working for you when you sell: they make sure no money is left on the table.
For buyers, the lesson is to respect that skill rather than take it personally. A firm agent is not your enemy. They are a professional doing what they were hired to do, and your best response is preparation, not frustration.
Occasionally you will meet a weak selling agent: someone who doesn’t negotiate hard and settles for a lower price just to close a deal quickly. As a buyer, that can feel like a win, and in the short term it is one. But I would never want to sell my own property with that agent. They are not truly representing their client’s best interests, and in a shifting market that matters even more.
Strong agents maximise value for the seller, and that is exactly who sellers need. If you are buying now and selling later, remember which kind of agent you would want in your corner when it is your turn.
The buyers who do best with selling agents are prepared, clear and easy to deal with. Here is what that looks like in practice.
- Know the value before you talk price. Research recent comparable sales so you can tell a fair price from an ambitious one, and back your offer with evidence.
- Have your finance ready. A pre-approval from your broker shows the agent you can perform, which carries weight when offers are close.
- Keep your maximum to yourself. Anything you tell the selling agent can be passed on to the vendor. Share what helps your offer (finance, timing, flexibility on settlement), not your ceiling.
- Put offers in writing, with clear terms. Price is only part of an offer. Deposit, finance and building-and-pest conditions, and settlement timing all affect how the vendor sees it.
- Respond promptly and do what you say. Agents remember buyers who are reliable. Being easy to deal with can tip a close decision your way.
- Don’t burn bridges. The same agent may control the next property you want, including listings that never reach the portals. Our article on genuine off-market access explains why relationships matter.
A good buyer’s agent is on the front line every week, inspecting, tracking results and talking to selling agents. They see the subtle changes most people miss. I personally dislike two common sayings, “there are markets within markets” and “that’s the current market”, but there is truth in both.
“There are markets within markets” means that one type of property moving up or down in a suburb doesn’t mean everything else there is following the same trend. I have seen houses in a suburb decline in value while units and townhouses in the same area kept rising. When we first wrote this article in October 2024, some segments of the South East Queensland market were already softening, while entry-level homes aimed at first home buyers stayed highly competitive.
“That’s the current market” is something I often hear from selling agents. I’m a firm believer that you can create your own luck. With thorough research and a deep understanding of the local market, you are not simply at the mercy of the headlines. You can find opportunities where others don’t look.
If you don’t have the time to research, inspect and negotiate, and would rather reclaim your Saturdays, this is where a buyer’s agent earns their fee. We deal with selling agents every day across Brisbane, Moreton Bay, the Sunshine Coast, the Gold Coast, Ipswich, Logan and the Redlands. We assess value, test the agent’s price guidance against the evidence, and negotiate on your behalf, so you have a professional on your side of the table too.
Because selling agents know us, our clients’ offers are taken seriously, and we often hear about properties before they are advertised. If you’re weighing up the cost, see how much a buyer’s agent costs in Brisbane, or talk to us about your brief.
As a buyer, there is little to gain from getting offside with a selling agent. Rubbing them the wrong way or underestimating their role can backfire, especially when there are multiple offers on the table. Engaging respectfully and recognising their position goes a long way. At the end of the day, their job is to secure the best result for the seller, and good agents take that seriously.
In any market, the smartest buyers and sellers understand the value of having a tough negotiator on their side. If you come across a weak agent, enjoy the short-term win as a buyer, but remember you would never want that agent selling your property. Whatever the market does next, having the right professionals in your corner is what gets you the best outcome.
Does a selling agent work for the buyer or the seller?
The seller. The vendor appoints and pays the selling agent, whose job is to get the best price and terms for the vendor. Selling agents must not mislead buyers, but their loyalty is to the seller.
How do you negotiate with a real estate agent when buying a house?
Be prepared: know the recent comparable sales, have your finance pre-approved, put your offer in writing with clear terms, and respond promptly. Treat the agent professionally. They present your offer to the vendor, and a buyer who is easy to deal with is often favoured when offers are close.
Should I tell the selling agent my maximum budget?
No. Anything you tell the selling agent can be passed on to the vendor. Share what strengthens your offer, such as finance and timing, but keep your ceiling price to yourself.
Can a buyer’s agent deal with the selling agent for me?
Yes. A buyer’s agent represents only you. We research the property, assess its value and negotiate with the selling agent on your behalf.