Most people think a real estate agent’s job is fairly simple.
Put the property online. Run a few open homes. Negotiate an offer. Put up a sold sticker.
After 30 years in Canberra real estate, I can tell you that’s only a small part of the job.
A good real estate agent starts working long before the first buyer walks through the door and continues working long after an offer has been accepted.
My role is to prepare your property, position it correctly in the market, qualify buyers, negotiate on your behalf, solve problems, and protect your interests from listing through to settlement.
So what does a real estate agent actually do when selling a house?
It Starts Before Your Home Goes to Market
One of the biggest misconceptions sellers have is that the selling process starts when the photographs are taken.
In reality, that’s often where problems begin.
Before a property goes live, one of my most important responsibilities is helping the owner prepare the home for market.
That means having honest conversations about:
- Presentation
- Repairs
- Pricing expectations
- Marketing strategy
These conversations aren’t always easy.
Sometimes a seller doesn’t want to hear that the property needs work before it can achieve its full value. Sometimes their price expectations don’t align with the current market.
A good agent doesn’t tell you what you want to hear.
A good agent tells you what buyers are likely to think when they walk through the front door.
Creating Perceived Value
Over the years, I’ve learned that buyers don’t simply purchase bricks and mortar.
They purchase perceived value.
Every buyer is asking themselves one question:
“Is this property worth the money?”
Everything they see contributes to that decision.
A well-presented home creates confidence.
A cluttered home creates doubt.
A freshly maintained property feels valuable.
A property with unfinished repairs feels like work.
Even when a property presents beautifully, some buyers will still look for faults. That’s part of the process. However, good presentation ensures buyers are focused on the property’s strengths rather than its shortcomings.
My job is to maximise perceived value before buyers ever arrive.
Helping Sellers Avoid Costly Marketing Mistakes
Not every property should be marketed the same way.
Part of my role is educating sellers on the various ways a property can be brought to market and helping them choose the strategy that best suits their circumstances.
One area where I often provide different advice to other agents is auctions.
Many sellers are attracted to auctions because they’re promised exceptional results. However, auctions rely heavily on competition.
In Canberra, that competition isn’t always present.
In my experience, a well-managed negotiation campaign often gives both buyers and sellers more time to make considered decisions, resulting in stronger outcomes and less pressure.
Every property is different. The right marketing strategy should be chosen because it suits the property, not because it’s the latest trend.
What Happens After the Property Goes Live?
This is the part sellers rarely see.
Once a property is on the market, much of an agent’s work happens behind the scenes.
This includes:
- Responding to buyer enquiries
- Conducting inspections
- Following up open home attendees
- Gathering buyer feedback
- Qualifying potential buyers
- Understanding buyer motivation
- Reviewing finance readiness
- Managing negotiations
Not every enquiry is a genuine buyer.
One of the biggest mistakes sellers make is assuming that every person who attends an open home is seriously interested in purchasing.
The reality is very different.
Some people are neighbours.
Some are curious.
Some are tyre kickers.
Some make enquiries with no real intention of buying.
And occasionally, some buyers will make offers based on incomplete information or assumptions about the property.
A good agent’s role is not simply to find buyers.
It’s to identify the right buyers.
Qualifying Buyers Protects Sellers
When an offer comes in, most sellers only see a number.
An experienced agent sees much more.
By that stage, I’ve usually had multiple conversations with the buyer.
I understand their situation.
I understand their motivation.
I have a clearer picture of their financial position and whether they are genuinely capable of completing the purchase.
Not everyone tells the truth.
An offer is only as good as the buyer behind it.
A slightly lower offer from a qualified buyer can often be far more valuable than a higher offer from someone who cannot proceed.
This is where experience becomes important.
Solving Problems Before They Become Deal Breakers
Many people think an agent’s job ends once an offer is accepted.
In reality, that’s often when some of the most important work begins.
Building reports, finance approvals, contract conditions, and settlement requirements all have the potential to derail a transaction.
Over the years, I’ve seen buyers raise concerns about properties that were either misunderstood or based on incorrect assumptions.
Because I understand ACT legislation and disclosure requirements, I’ve often been able to clarify issues, provide context, and prevent unnecessary concerns from becoming deal breakers.
A good agent doesn’t create conflict.
A good agent solves problems.
The Biggest Myth About Choosing an Agent
One of the most common mistakes sellers make is choosing the agent who provides the highest appraisal.
A high appraisal doesn’t necessarily tell you what your property is worth.
Sometimes it simply tells you what an agent believes they need to say to win your business.
Eventually, the market decides value.
If expectations have been set unrealistically high, the result is often a longer selling campaign, price reductions, and disappointment.
I’d rather provide honest advice at the beginning than difficult news later.
What Sellers Value Most
After 30 years in Canberra real estate, I’ve found that sellers ultimately value one thing above all else:
Integrity.
They want honest advice.
They want realistic expectations.
They want genuine feedback from buyers.
They want recommendations that are made in their best interests.
Most importantly, they want to know that the person representing them is working to achieve the best possible outcome, not simply the easiest one.
Final Thoughts
Selling a property involves far more than putting a listing online and waiting for offers.
A good real estate agent prepares the property, creates perceived value, educates the seller, qualifies buyers, negotiates strategically, solves problems, and protects their client’s interests throughout the entire process.
That’s what I’ve been doing for Canberra homeowners for the past 30 years.
If you’re considering selling and would like honest advice about your property, I’d be happy to have a conversation and help you understand the best path forward.
About Nathan Giannasca
Nathan Giannasca has been helping Canberra buyers and sellers navigate the property market for more than 30 years. His focus is on honest advice, realistic expectations and helping clients make informed decisions at every stage of their property journey.
If you have questions about buying or selling property in Canberra, get in touch with Nathan for an obligation-free conversation.
