Buying your first home can feel like stepping into a game where everyone else already knows the rules. If you don’t learn how to negotiate with real estate agents, you risk paying more than a property is worth or missing out altogether.
In Queensland, where house prices in Brisbane have jumped over 9% in the past year, knowing what’s a reasonable price versus a bad deal matters more than ever. The property market is competitive, fast-moving, and full of agents who know exactly how to steer you toward their goals, not yours.
That’s why learning to push back, ask the right questions, and stand your ground is key.
In this guide, we’ll share 12 negotiation tips for first-time buyers to help you save money, avoid stress, and stay in control of your property deal.
If you’re ready to buy your first home, our Queensland mortgage brokers can help! Apply for a home loan with Zest Mortgage Solutions and get expert support every step of the way. Call (07) 3461 6499 or visit zestmortgagesolutions.com.au for a free consultation.
Tips for Negotiating with Real Estate Agents
#1. Understand How Real Estate Agents Get Paid
Most buyers think agents work for them. Wrong.
Agents are paid by the seller, typically around 2–2.75% of the final sales price. This creates a bias; they want a higher purchase price.
What does that mean for you?
They’re motivated to push you higher, not find your bargain price. Knowing this helps you stay sceptical of their “price guide” or pressure to offer above the listing price.
Negotiation strategy: Don’t treat agents like advisors. Treat them like salespeople working for the other side.
#2. Do Your Homework on Local Property Prices
Knowing the local market value is your best defence against overpaying. Many real estate agents will pitch a price guide that suits the seller, not you. By researching recent sale prices of similar homes in the area, you’ll have a clear idea of what a reasonable price looks like.
Use tools like CoreLogic, PropTrack, or Domain to compare listings and filter by suburb, features, and date sold.
Negotiation strategy: Use recent sales data to justify your offer and confidently challenge inflated listing prices.
#3. Don’t Reveal Your Maximum Budget Too Early
Real estate agents will often ask about your budget early on, but it’s not just small talk. Once they know your maximum price, they’ll anchor all suggestions near or above that figure, reducing your chance of finding a bargain price.
Keeping your budget vague gives you more room to negotiate and stops agents from using that number to their advantage. Share only what’s necessary and let your property choices do the talking.
Negotiation strategy: Respond with a general range or say you're still finalising your numbers to avoid locking yourself into a higher price bracket.
Here’s a scenario: Agents love asking: “What’s your budget?” They’re fishing. If you say “$750k,” expect every house they show to be $749k+.
Instead say: “We’re looking for the right property at the right price.” Or, “We’ll decide based on market dynamics and condition.”
Keep your max price close to your chest to keep negotiation power.
#4. Interview Multiple Buyer’s Agents
Not all buyer’s agents work the same way, so it’s worth speaking to a few before deciding. Some will push properties that don’t suit you, while others will take the time to understand your needs.
You don’t need to rely on the seller’s agent. A buyer’s agent can represent your interests, and some even offer rebates. Ask them key questions like: What’s your experience with private treaty sales? Do you have access to off-market or pre-auction listings? How do you handle emotional decisions?
Always compare agency agreements before signing anything.
Working with a mortgage broker alongside this process gives you even more control. Brokers will help you get pre-approved, clarify your price limit, and offer independent advice when agents apply pressure.
Negotiation strategy: Mention that you’re speaking with multiple agents and working with a broker to encourage more competitive support and better results.
#5. Ask for a Buyer’s Agent Rebate
Many first-home buyers don’t realise that some buyer’s agents offer rebates, a portion of their commission returned to you after the sale. It’s legal, and it could save you thousands, especially in higher-priced markets.
But most agents won’t offer it unless you ask. Bringing it up early in the conversation shows you’re informed and serious about value.
Negotiation strategy: Politely ask if they offer buyer rebates or referral incentives as part of their service before signing anything.
How to ask: “Do you offer client rebates or referral incentives? Just checking all options before we proceed.” Stay polite. Keep it casual.
Want the best deal on your first home? Let Zest Mortgage Solutions help you unlock better offers with expert guidance and smart loan strategies. Call (07) 3461 6499 or visit zestmortgagesolutions.com.au to get started.
#6. Learn the Art of the Lowball Offer
Yes, lowballing can work, but timing is key. It’s most effective when a property has been sitting on the market for a while, the seller seems eager to settle quickly, or there are visible issues like damage or needed repairs.
Agents expect offers to be close to the asking price, but a smart buyer uses real data to justify going lower. A well-structured low offer shows you're serious, informed, and not willing to overpay.
Negotiation strategy: Present your low offer with a clear reason, like, “We’d like to offer $665k due to recent comparable sales prices and the need for $20k in repairs.”
#7. Understand the Listing Agent’s Motivation
Real estate agents aren’t always working in your best interest, especially if they’re trying to double-end the commission by representing both the seller and the buyer.
Is the agent pushing you toward a fast deal? That’s often a sign they’re more focused on closing quickly than finding you the best terms.
Watch for red flags like discouraging you from using your own conveyancer, rushing the contract reviews, or avoiding direct contact with the seller. Always ask, “Are you representing both sides?” because transparency matters.
Negotiation strategy: Ask upfront who the agent represents to uncover any conflicts of interest and protect your position in the deal.
#8. Don’t Be Afraid to Walk Away
The most powerful words in real estate? “We’re going to keep looking.” Walking away shows confidence, signals that you’re a smart buyer, and often makes agents and sellers reconsider their stance.
If the price or terms don’t feel right, stepping back puts you in control and can lead to better counteroffers. Remember, no deal is better than a bad deal.
Negotiation strategy: Say, “We appreciate the opportunity, but this isn’t aligning with our budget and goals,” and be prepared to walk.
#9. Ask for Seller Concessions
The sale contract isn’t just about price—it’s about terms. You can negotiate on things like repair cost, closing costs, a shorter settlement period, or even getting appliances and furniture included.
These concessions can save you thousands without changing the purchase price. Don’t be afraid to ask. Many sellers are open to small trade-offs to close the deal.
Negotiation strategy: Say, “We’re happy with the offer if the seller agrees to cover the cost of the pest inspection and paint repairs.”
#10. Use Inspection Results as Leverage
A building & pest inspection report is gold; it gives you solid ground to renegotiate after you’ve made an offer. If the report uncovers issues like drainage problems, structural cracks, or electrical faults, you’re well within your rights to ask for a price reduction or repairs.
Sellers are often more flexible at this stage because they don’t want to lose a serious buyer. Use the findings to back up your request with facts, not emotion.
Negotiation strategy: Say, “The inspection report showed $10k in immediate fixes, so we’d like to adjust our offer accordingly.”
#11. Set a Clear Communication Style and Boundary
Agents may call multiple times a day, especially when they're trying to push a deal forward. Stay in control by setting clear communication boundaries from the start. Let them know how and when you prefer to be contacted.
This keeps things on your terms and avoids pressure-based decisions. Simple scripts like “Thanks. We’ll review with our mortgage broker and get back to you” give you breathing room to think.
Negotiation strategy: Set expectations early by saying, “We prefer written updates by email and will respond daily at 5pm.”
#12. Get Everything in Writing
Verbal promises = bad deal traps.
Agents or sellers might say one thing during discussions, but if it’s not written into the contract, it doesn’t count. Always confirm key details like special conditions, settlement time, and any terms around finance, insurance, or deposit rules.
Relying on memory or “he said, she said” can cost you time, money, or even the property.
Negotiation strategy: Ask for every agreement or change to be confirmed in writing, email or text at a minimum.
Exploring your first home options? Zest Mortgage Solutions can help you compare the best home loan choices tailored to your budget and goals. Call (07) 3461 6499 or visit zestmortgagesolutions.com.au to explore your loan options today.
Frequently Asked Questions (FAQs)
What is the 70/30 rule in negotiation?
The 70/30 rule means listening 70% of the time and talking only 30% during the negotiation process. This helps you better understand the selling price, seller motivation, and improves your chances of a successful negotiation.
How do you negotiate with a real estate agent?
Do your research on the market price and stick to your price range. Stay firm, be respectful, and always review the contract of sale carefully before accepting any counter offers.
What are the 5 rules of negotiation?
Know your walkaway point, base offers on real market trends, avoid emotional decisions, ask the right questions, and get everything in writing. These rules apply across property negotiations, especially in a competitive market.
How to negotiate price as a buyer?
Start with recent sales data to justify your offer and consider offering a flexible settlement date. You can also use a pre-auction offer, inspection findings, or needed repairs to push for a price discount.
What are the home loan options for first-time buyers?
First-time buyers can access fixed or variable rate loans, low-deposit loans, and some government-backed schemes such as the First Home Owner Grant. Your broker can help tailor options to fit your property purchase needs, timeline, and the conveyancing process.
How long do property negotiations usually take?
Most property negotiations wrap up within a few business days, especially in hot real estate markets. However, timing may vary based on the seller’s settlement dates and how fast prospective buyers respond.
Conclusion
Buying your first home in 2025 doesn’t have to feel overwhelming; you just need the right strategy and support. Whether you’re preparing to deal with real estate agents or already deep into property negotiations, a broker can step in at any stage to help you stay on track.
From getting your home loan or property loan pre-approved before making an offer, to reviewing terms in the contract of sale after negotiations, our team at Zest Mortgage Solutions can help you make informed choices. We offer free consultations, and with offices in Ipswich and Springfield, we proudly support buyers across Queensland.
Need expert guidance? Call (07) 3461 6499 or visit zestmortgagesolutions.com.au to book your free consultation today.
