What Does a Real Estate Agent Do for Sellers in New Zealand

TL;DR

● They work for you under NZ law
Licensed agents must act in your best interests, follow a professional Code of Conduct, and give you clear information before you sign anything. Guidance for home buyers and sellers.

● They help you plan your sale from the start
A good agent will discuss your goals and timing, give a realistic price range based on recent sales, recommend a method of sale (auction, deadline sale, tender or price), and outline the steps from “thinking of selling” to settlement. Selling your house

● They run the marketing and manage buyers
Your agent organises photos, writes the listing, decides where to advertise, runs open homes and private viewings, and follows up serious buyers with honest feedback on price and interest. Settled.govt.nz provides a clear overview of your options when deciding whether to sell with an agent or privately.

● They handle offers, negotiations, and paperwork.
When offers come in, your agent must present them, explain the key details, help you compare and negotiate, and coordinate conditions, timelines and communication with your lawyer so the deal moves smoothly to settlement.

● If something goes wrong, there’s a formal process
You can raise concerns with the agency, and if that doesn’t sort it out, there are official complaint pathways and dispute options. Consumer Protection explains how this works in solving issues with the owner or real estate agent.

Quick note: This article is general information for New Zealand homeowners. It’s not legal or financial advice – always talk to your own lawyer or adviser about your situation.

Why does it help to understand your agent’s role?

Most Kiwi homeowners focus on two numbers: the final sale price and the commission. Sitting between those two is all the work your agent actually does – the day-to-day real estate agent do for sellers like advice, planning, marketing, buyer management and paperwork.

If you don’t understand that role, it’s easy to feel frustrated, or to pick an agent based on charm or the lowest fee instead of who is likely to get you the best net result. When you’re clear on what a real estate agent do for sellers at each stage, you know what to expect, you can ask better questions and you can spot early warning signs when something’s not right.

This guide follows the journey from the first meeting and appraisal, through marketing and open homes, into negotiation and finally settlement, always from your side of the table.

If you’re already thinking about selling, you don’t have to start from scratch. You can find top-performing local real estate agents for free with My Top Agent, using independent sales data and reviews to build a shortlist that actually suits your property and area.

Who does your agent legally work for in New Zealand?

Before you think about photos or open homes, it helps to be clear on who your agent actually works for and what a real estate agent do for sellers under New Zealand law.

In New Zealand, this is set by the Real Estate Agents Act 2008 and the REA Code of Conduct. Together, they set minimum standards for how agents must behave and how they must look after you as the seller.

Licensed professionals, not just salespeople

When you list your home with an agency:

● You’re hiring a licensed real estate professional, supervised by the Real Estate Authority.

● They must give honest, realistic advice about price and market conditions.

● They must communicate regularly, act in your best interests, treat buyers fairly, and manage conflicts of interest properly.

The law expects your agent to be more than a “door opener” – they’re meant to be a professional adviser with clear duties to you.

Agency agreements – the contract that sets the rules

Before an agent can market your property, you’ll be asked to sign an agency agreement. This is a legally binding contract between you (the seller) and the real estate agency, not just the individual salesperson.

An agency agreement usually:

● Authorises the agency to market and sell your property

● Sets out what the agent will actually do for you

● Records the commission and any other fees

● States whether it’s a sole agency or a general agency

● Confirms the time period the agreement covers

Before you sign, a good agent will:

● Give a written price appraisal that reflects current market conditions

● Explain the recommended method of sale and why

● Explain how commission is calculated, with an estimated dollar amount

● Provide the approved agency agreement guide and make sure you’ve read it

If more than one person owns the property, all owners usually need to sign, or you must have the authority to sign for everyone.

For a full breakdown of sole agency vs general agency (including pros, cons and key clauses), see Sole Agency vs General Agency Agreement in New Zealand 2025.

What this means for you day to day

Once you’ve signed:

● The agency is working for you – everyone in that office involved in your listing owes you duties under the Act and Code of Conduct.

● They must keep you informed, communicate regularly and pass on all written offers (unless you’ve agreed otherwise in writing).

● You should expect a copy of the signed agency agreement within 48 hours and clear written terms around fees, timeframe and marketing.

Your side matters too. You need to give complete and honest information about the property, and if you’re unsure about anything in the agreement, you should get independent legal advice before signing.

Understanding this framework helps you read your agreement with confidence and know what level of service you’re entitled to once the “for sale” sign goes up.

Before the sign goes up: what agents do before you list

Long before the marketing starts, a good agent is laying the groundwork. This stage often makes the biggest difference to your result.

Understanding your goals and timing

A decent agent begins by asking questions, not pushing you to sign:

● Why are you selling – upsizing, downsizing, separating, relocating, freeing up equity?

● What’s your ideal timing – is price or speed more important?

● What are your non-negotiables – minimum price, settlement date, tenants, chattels?

This first visit is also your chance to interview them. Do they listen? Do they understand your suburb? Do they explain things clearly?

If you’d like a structured checklist for that first conversation, read First Meeting With a Real Estate Agent NZ: What to Expect.

Pricing and market appraisal

Your agent will prepare a market appraisal – their evidence-based view of what your property is likely to sell for now. It usually includes:

● Recent comparable sales in your suburb

● Current listings you’re competing against

● Notes on market trends – demand, days on market, interest rates

A good appraisal gives a realistic range, backed by clear evidence and assumptions. If two agents give very different ranges, don’t just pick the highest number – ask each one to explain their reasoning.

Choosing the proper method of sale

One of the most important decisions is how to sell:

● Auction – fast and transparent, often used in strong markets

● Deadline sale/tender – all offers by a set date

● Price / by negotiation – more flexible, often for unique homes or softer markets

Your agent should explain what works best for your type of property, current market conditions and your personal situation, rather than defaulting to “we always auction”.

For a deeper comparison, see Auction vs Private Sale in NZ: Which Selling Strategy Suits Your Home.

Getting your property sale-ready

Before the photographer arrives, your agent will usually give a simple pre-sale checklist, covering things like:

● Decluttering and styling

● Minor repairs and touch-ups

● Street appeal (lawns, gardens, entrance)

● Access and logistics (pets, valuables, kids’ toys)

Some will suggest a basic pre-sale building report and gathering LIM, title, body corporate, or tenancy information early, so buyers can move quickly.

Turn planning into a concrete strategy.

Once you’ve had a couple of appraisals, it helps to see who is actually performing well – not just who sounds confident.This is where you really see the difference in what a real estate agent do for sellers, long before any buyer walks through the door

You can use My Top Agent’s free matching service to find proven agents in your suburb, using independent sales data to build a shortlist of local agents who have already done well with similar properties.

Marketing your home: what happens once you sign

After you’ve chosen an agent and signed the agency agreement, things move from planning to action. This is where a lot of their behind-the-scenes work happens.

Building the marketing plan

A good agent will put their plan in writing. It should clearly show:

● Who they’re targeting (first-home buyers, upsizers, downsizers, investors, developers)

● Your key selling points (school zones, layout, sun, section, parking, location)

● The core marketing pieces (photos, floor plan, video if relevant)

● Where your home will appear (property websites, signboard, social media, email database, maybe print)

● The campaign timeline (launch date, open homes, review dates)

You should know what’s included in your standard fee, what’s extra vendor-paid marketing, and when you’ll see and approve photos and copy.

Advertising, open homes and feedback

Most buyers first see your home online. Your agent will usually arrange professional photography, write the listing, choose where and how to advertise, and decide whether to use premium placements or social campaigns.

Your job is to check the details: are the facts correct, do the photos match reality, and does the description feel accurate?

At open homes and private viewings, your agent should manage access, welcome buyers, answer questions honestly and follow up with anyone who looks serious. You should receive regular updates with:

● Enquiry and viewing numbers

● The type of buyers coming through

● Real feedback on price, condition and layout

● Clear recommendations if the strategy needs tweaking

You should never feel “in the dark” during the campaign – communication is a big part of what a good real estate agent do for sellers.

Negotiating the deal: offers, counter-offers and conditions

When offers start coming in, your agent’s negotiation skills come to the fore.

Presenting offers clearly

Your agent must present every serious written offer and walk you through:

● Price

● Conditions (finance, LIM, builder’s report, sale of another property, etc.)

● Proposed settlement date

● Deposit amount

● Any special clauses

They should explain everything in plain language. Your job is to take your time, ask questions and have your lawyer review anything you’re unsure about before you sign.

Improving the deal

A strong negotiator looks for ways to improve the overall package, not just the headline price. They might:

● Suggest a counter-offer on price or settlement date

● Run a multi-offer process if more than one buyer is interested

● Help you weigh up price vs conditions (for example, a cleaner offer at a slightly lower price vs a higher but riskier one)

● Keep emotions calm so you can make clear decisions

You always stay in control – your agent can’t accept or reject an offer for you.

Managing the conditional period

Once an agreement is signed, many sales are conditional for a time. Common conditions include finance, LIM, builder’s report, valuation and sale of the buyer’s current home.

Your agent should:

● Track all key dates and reminders

● Check in with the buyer’s side as they work through conditions

● Keep you and your lawyer updated on any issues

● Help smooth out small problems where possible

When conditions are met, the sale becomes unconditional. At that point, both sides are committed, and you can plan your next move with confidence. It’s also when your agent’s commission structure becomes very real, so if you haven’t already, read Real Estate Agent Fees NZ: How Much Commission Do You Pay?

From “sold” to settlement: what your agent does after you sign

Going unconditional feels like the finish line, but there’s still important work between that day and settlement.

Your agent will usually:

● Confirm the key dates (pre-settlement inspection and settlement)

● Co-ordinate access for valuers or tradespeople if needed

● Help keep communication flowing between both lawyers

● Make sure everyone is clear on which chattels stay and what’s leaving

Before settlement, the buyer will normally do a pre-settlement inspection. Your agent arranges the time, attends with the buyer and passes on any concerns to you and your lawyer.

On settlement day, once your lawyer confirms that funds have been received, your agent is usually the person who hands over keys, remotes and access cards and helps tie up any last practical details. Many will also check in afterwards and keep you updated on the market if you’re planning another move.

Is it worth it? Comparing agent support vs going private

Some sellers ask, “Could I just sell privately and save the commission?” The honest answer is: sometimes, yes – but with trade-offs.

If you sell privately, you handle:

● Pricing and strategy

● Marketing and advertising spend

● Enquiries, viewings and buyer screening

● Negotiations and counter-offers

● Condition dates, paperwork and inspections

A good agent takes the lead on all of that – it’s the practical real estate agent do for sellers – while you stay in charge of the big decisions. For many people – especially if you’re working, juggling kids or selling and buying at the same time – that support is a major part of the value.

Private sale can work when the property is simple, you have time and confidence, and the local market is very hot. But you also face greater stress and risk if something goes wrong, and you may miss out on competition that could raise your final price.

A helpful way to decide is to ask:

● Do I have the time and confidence to manage this properly?

● Is my property straightforward, or are there quirks or risks?

● Could a strong agent realistically improve my net result, even after their fee?

You don’t have to guess. You can request a free My Top Agent property file and a shortlist of proven local agents to see real performance data, recommended strategies and expected commission before you decide.

Choosing and managing your agent (without the stress)

Once you decide to use an agent, the next step is choosing the right one – and making sure the relationship works once the campaign starts.

Shortlisting agents the smart way

Aim to meet at least two or three agents who genuinely work in your area. Compare:

● Local track record – similar homes sold in the last 6–12 months and how their results compare

● Strategy – can they clearly explain how they’d position your home and why they’d choose a particular method of sale?

● Communication – do they listen, explain things clearly and answer questions directly?

● Fees and value – what is their total fee (including GST and admin) and what are you getting in return?

To make this easier, you can find top-performing agents in your area through My Top Agent, using independent sales statistics to see who is actually getting results with properties like yours.

Questions to ask before you sign

Treat the first meeting like a job interview. For example:

● How did you arrive at your suggested price range?

● Which method of sale would you use for my home, and why?

● What will the campaign timeline look like from now to settlement?

● What marketing is included, and what costs extra?

● Who will actually run my open homes and handle buyer enquiries?

● What’s your full commission structure, including GST and fees?

● What happens if I’m not happy with how the campaign is going?

For a more detailed checklist, see First Meeting With a Real Estate Agent NZ: What to Expect.

Managing the relationship – and changing agents safely

Once the campaign starts, agree on how often you’ll get updates, how you’d like to be contacted and what your main priorities are (price, timing, or a balance). Stay engaged, read reports, ask questions and attend key meetings, but avoid micro-managing every detail.

Warning signs include:

● Patchy or unclear communication

● Promised marketing not happening as agreed

● Buyer interest or offers not being reported properly

● Pressure to drop your price without clear evidence

If this happens, talk to your agent first, then the office manager if needed, and review your agency agreement before making any changes. If you do decide to switch, it’s important to do it properly to avoid double-commission risks. For step-by-step help, see Change Real Estate Agents in NZ: The Simple, Safe Way.

If you’d like to start with a clear, unbiased view of who’s actually performing well in your suburb, you can find your top local real estate agent through My Top Agent.

Frequently asked questions – NZ sellers and real estate agents

Do I need a real estate agent to sell my house in New Zealand?
No. You can sell privately, but most sellers choose a licensed professional for the marketing reach, negotiation skills and help with the legal process.

Who does the agent legally work for when I’m the seller?
Once you sign an agency agreement, the agency and its licensed staff are engaged to act for you as your vendor, while still treating all buyers fairly and honestly.

How do real estate agents get paid in NZ?
They’re usually paid a commission that’s a percentage of the sale price, plus GST and sometimes a small admin fee or set marketing costs, as set out in your agency agreement.

Can I negotiate the commission?
Yes. Commission rates and structures aren’t fixed by law, so you can compare options from different agencies and negotiate a fee that reflects the work involved.

Do I still need a lawyer if I use an agent?
Absolutely. Your agent manages the sales process, but your lawyer or conveyancer looks after the legal side, checks contracts and handles settlement.

When should I choose an agent – right before I list, or earlier?
Ideally, a few weeks before you’d like to go live, so there’s time for appraisals, photos, marketing approvals and any small repairs or tidy-ups.

What should I expect at open homes?
Your agent should give you clear instructions before each open, manage sign-ins and questions on the day and report back afterwards with numbers and honest feedback.

What if I’m unhappy with my agent’s performance?
Raise concerns with your agent first, then the office manager if needed. Check your agency agreement, get legal advice if you’re thinking of changing, and use official complaint channels if the issue is serious.

Can I sell privately while I have a sole agency?
Often, not many sole agency agreements mean you’d still owe commission if a buyer introduced during the agency period later completes a purchase, even if you negotiate directly. Always check the wording before trying to sell privately.

How can I quickly see which agents are strong in my suburb?
You can use tools like My Top Agent to see recent performance data and get a shortlist of proven local agents, then meet with them to see who feels like the best fit for you and your property.

Bringing it all together: making the selling process work for you

Selling a home in New Zealand isn’t just about putting up a sign and waiting for the right buyer. There are many moving parts – pricing, timing, marketing, buyer management, negotiations, conditions, paperwork and finally settlement – and tying all of this together is what a real estate agent do for sellers.

Who you pick at the start matters. You’re choosing the person who will be talking about your home to every serious buyer – and the person you’ll lean on when things get tense or confusing.

If you’d like to start that process with more confidence and less guesswork, you can use My Top Agent to find top-performing real estate agents in your area. You’ll see who has a proven track record with homes like yours, then you can meet those agents, ask the right questions and decide who you trust to help you through the sale.