We are all susceptible to being sold, mainly because humans are generally trusting and can be manipulated through our emotions. Any experienced salesperson will be aware of this, and they will generally be playing on two of your most powerful emotions: greed and fear.
So how do you know if you are being sold by your real estate agent?
‘Who else are you talking to?’
If you are sitting with a surgeon talking about a procedure, it is very unlikely that the doctor will ask, “What other surgeons are you considering at the moment?” It is equally unlikely that they would follow up with, “I wouldn’t use them. I think they had a patient who died on the operating table.”
Being a professional, the surgeon will talk you through the procedure, likely outcomes, recovery times and risks. They are focused on you, the procedure and making sure you have all the information needed to feel confident in your decision-making.
If you are interviewing agents and they ask ‘who else you are talking to?’, this should be a huge red flag. They are now interested in poisoning the well and creating fear around your decision to talk with other agents. You are in the process of being sold.
‘We have all the buyers.’
Agents are great at saying they have the buyer for your property. This statement is used to, create a fear of loss that if you don’t select them, you will miss out on that particular buyer.
The truth is that all buyers operate in the same market and have no loyalty to any brand. They are simply looking for property.
This statement also highlights a lack of understanding of the selling process. The goal of taking a property to market is to expose it to as many buyers as possible. The real conversation should be about how many buyers have been identified and how the agent intends to reach them.
The “I have the buyer” statement is another red flag to be aware of.
Too eager to please.
There is a big difference between listing and selling. Listing a property is the lowest skill level of the job. A brand-new agent can do some paperwork, organise the photography and get it online.
The real skill in real estate comes from managing the campaign, the ability to overcome objections and communicating effectively between parties.
An agent who doesn’t back their process and simply agrees with the owner’s position on selling is a red flag, as it indicates they are reactive rather than proactive.
If an agent considers themselves a professional, they will have a process they recommend and a clear plan for how they intend to execute it.
Like the surgeon example, it’s unlikely you would question their approach, and it would be concerning if they simply asked you what you preferred.
‘I’ll get you a premium!’
This is the one most owners will hear: “I’ll get you the best price.” And this is designed to appeal to the emotion of greed.
This statement is flawed on so many levels. It is impossible to determine what a premium for a property might be unless you have a competitive process.
The statement you want to hear from your agent is, “I’m going to run a process that will give us the best opportunity to create competition that will, in turn, create a premium price.”
The Wellington Market
We are in the countdown to the end of the year with election day looming large. November is looking like a big month for listings, and this is unlikely to be matched by the same number of buyers looking to purchase. As with the beginning of the year, supply and demand will be at play with smaller numbers at open homes and days on the market pushing out.
In the current market sellers should have two plans and they should be discussed upfront. That might mean starting with an Auction, Deadline or Tender and then setting a pricing strategy based on market feedback should the property not sell through the initial process.
What’s on in Welly?
High Tide Festival –Waitangi Park 7th November 2026
High Tide is back and bigger than ever. Waitangi Park on the Wellington waterfront will again host the multi-genre music festival. With drum & bass, house, grime, and hip-hop on the music menu there should be something for anyone looking for a party atmosphere.
New Zealand Cricket: Summer Season – Hnry Stadium and Cello Basin Reserve 27 October 2026 – 19 January 2027
It looks like New Zealand Cricket (NZC) has smashed it for six. The 2026-27 international home season of cricket promises an exciting few months of action across the country. Wellington has scored six major opportunities to see the BLACKCAPS and WHITE FERNS in action. Three formidable opponents are travelling to New Zealand’s shores. The Indian, Bangladeshi, and Sri Lankan teams have booked their tickets for Aotearoa and will play tests, ODIs, and T20 matches against the Kiwi women’s and men’s teams.
Stan Walker — A Symphonic Experience – TSB Arena, 20 November 2026
With a foot in both New Zealand and Australia, Stan Walker is one of Australasia’s finest pop/R&B singers. His show, Stan Walker: A Symphonic Experience Pōneke, brings him to the capital for an evening of his biggest hits. Accompanied by his full live band and a powerful orchestra, each song has been completely reimagined to create an unforgettable night of music. From Black Box and Take It Easy to I AM, Māori Ki Te Ao, and more, this is Stan Walker elevated into something cinematic, spiritual and powerful.
Meet the Ben Stevens & the Team
If you, or anyone you know, could benefit from a considered market assessment by Wellington’s only licensed agent and registered property valuer, please do not hesitate to call. We are always happy to help.
