The Truth About Selling Your Home: What Agents Won’t Tell You
By Leigh Martinuzzi – Martinuzzi Property Group
Selling your home is one of the biggest financial decisions you’ll ever make. But let’s face it, the real estate industry has a reputation problem. Too often, sellers are promised the world by agents who then deliver far less. Over-inflated price expectations, “free” marketing offers, lock-in contracts, and commission structures that reward mediocrity are far too common.
The truth is, most of this comes down to one thing: too many agents prioritise getting the listing, not delivering the result. That’s why I want to share some honest advice from inside the industry, the traps to avoid, the questions to ask, and the things that really matter when choosing who to trust with your biggest asset.
1. Referrals Are Good, But Do Your Own Homework
A recommendation from a friend or family member can be a great starting point. After all, they’ve had a direct experience and can tell you what it was like. But remember, their situation might not be the same as yours, and not all agents perform consistently.
That’s why independent review platforms like RateMyAgent are so powerful. They allow you to read verified feedback from recent clients, both buyers and sellers. And here’s the key, focus on the most recent reviews. An agent may have been brilliant five years ago, but what about now? Are they still delivering consistent results?
I often compare it to choosing a restaurant. If I’m going somewhere new, I don’t just look at the star rating. I check the latest reviews. Was someone’s experience fantastic last week? Did another customer feel disappointed yesterday? The same principle applies when choosing an agent. You want someone who is consistently showing up for their clients, not a “one-hit wonder.”
2. Beware of the Dangling Carrot
This is one of the biggest traps in the industry. Agents will often dangle carrots in front of you to win your business. Free marketing. Discounted fees. Big promises about their “exclusive buyer database.”
Here’s the truth: if it sounds too good to be true, it usually is.
Take “free marketing,” for example. On the surface, it sounds amazing, why wouldn’t you take it? But here’s the catch: when marketing is free, it’s rarely comprehensive. You might end up with a few quick photos and a basic listing on one portal. That’s not a campaign designed to generate real competition and strong offers. Instead, you become a liability, the agency just wants to flip your property cheaply and quickly to recoup their costs.
A strong marketing campaign should be an investment, not an afterthought. High-quality photography, video, targeted online ads, and exposure across multiple channels, this is what actually drives buyer interest and competition. And competition is what drives your price up.
The same goes for promises about “special databases” or “exclusive buyers.” Most serious buyers are looking online, and the best way to reach them is through proper exposure, not secret lists.
3. The 90-Day Exclusive Myth
This is a big one. Most agencies want you to sign an exclusive agreement for 90 days or more. On paper, it seems standard, but ask yourself: why so long?
Here on the Sunshine Coast, the average time on market is around 30 days. Most of the serious interest and activity happens in the first two to four weeks. If an agent has a strong process, they should be able to generate offers in that timeframe.
So why do they want 90 days? The truth is, it protects them, not you. With a long contract, there’s less motivation to hustle. They know you’re tied up, so even if the property lingers, they’ve still got your listing.
Instead, try asking for a 30-day exclusive. If the agent hesitates, ask them to explain why. A confident, capable agent should have no problem backing themselves with a shorter term. Think of it as a “try before you buy” arrangement. If they perform well, you’ll likely stay with them anyway. If they don’t, you’ve still got options.
And here’s a personal note, I’ve seen too many sellers stuck with agents who become what I call “social ghosts.” They show up all charm to win your signature, then vanish once you’re locked in. A shorter contract keeps them accountable and present throughout the process.
4. Rethinking Commission Structures
Let’s talk about money. Most agents work on a flat commission rate, say 2.5–2.75% of the sale price. Sounds fair, right? But here’s the problem: whether your property sells for your dream price or hundreds of thousands less, their pay barely changes. There’s little incentive for them to fight tooth and nail for every last dollar.
Imagine this: you want $1.2 million for your home. Your agent tells you they’ve got an offer at $1.1 million. That $100,000 difference means the world to you. But for the agent? On a 2.5% commission, it’s a difference of just $2,500. Not exactly life-changing for them.
That’s why I believe sellers should consider incentive-based commission structures. Reward agents for exceptional results. If they achieve or exceed your dream price, they earn a bonus. If they fall short, their fee adjusts accordingly. It’s how many industries operate, performance-based pay drives better results. Real estate should be no different.
5. Communication: The Forgotten Skill (But the Most Important One)
This one still baffles me, and I’ve been in real estate for over a decade. Time and time again, I hear the same feedback from buyers and sellers: “We never heard back from the agent.”
Think about that for a second. Buyers enquire about a property, sometimes they’re ready to make an offer, and the agent never calls them back. I’m not exaggerating when I say I hear this at least once a week. Imagine being a seller and finding out that potential buyers for your property weren’t even contacted. That’s money and opportunity lost, all because of poor communication.
And it’s not just buyers. Sellers often get the same treatment. I’ve spoken with people who tell me their property has been sitting on the market for weeks, sometimes months, and they’ve barely heard from their agent. No updates. No feedback. No guidance. Just silence.
To me, that’s unacceptable. As a seller, you should never be left wondering what’s happening. You should feel confident that your agent is working for you, keeping you in the loop, and being proactive with both buyers and your campaign.
So how do you spot this before you sign with someone? A simple way is to check the reviews from buyers as well as sellers. Buyer reviews are just as important as seller reviews and share a great deal of insight into their overall experience. If you see reviews praising the agent’s communication from both sides of the deal, that’s a good sign you’ll be in safe hands.
For me, communication is the foundation of trust. Without it, nothing else matters. That’s why at Martinuzzi Property Group, we make it a priority that no seller or buyer is ever left in the dark. Whether it’s feedback after an open home, updates on buyer interest, or advice on next steps, you’ll always know where things stand.
6. What Really Matters
At the end of the day, selling your home isn’t about gimmicks, free offers, or who shouts the loudest. It’s about finding an agent who:
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Is present and accountable (not a social ghost).
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Runs a clear, professional process to generate buyer competition.
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Provides flexibility in agreements, not lock-ins that serve them more than you.
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Structures their fee in a way that aligns their success with yours.
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Delivers transparent communication every step of the way.
That’s what we stand for at Martinuzzi Property Group. Time and again, we’ve proven that honesty, flexibility, and a tailored approach lead to happier sellers, happier buyers, and stronger results, often in less than 30 days.
Final Thoughts
Selling your home should be empowering, not stressful. But to get there, you need to go in with your eyes open. Do your research. Don’t fall for the carrots. Question lock-in contracts. And don’t be afraid to ask for different commission structures.
Remember: this is your property, your investment, and your future. You deserve more than promises. You deserve results.
Want to talk about selling your home the smart way? Contact me today for a no-pressure chat — 0490 812 205.
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