Canberra property hunters are spoiled for choice and buyers agents are growing in popularity – but can you tell the difference between a trusted professional and someone simply chasing commission? Photo: Michelle Kroll.
Once considered a niche service for wealthy investors or expatriates, buyers agents are now sought out by everyday families, time-poor professionals and even first home buyers eager to navigate an increasingly competitive landscape.
But not all buyers agents are created equal.
With the sector’s rapid growth, experts say it’s more important than ever to ensure buyers find true, trusted professionals to secure them the right opportunity.
“Buyers agents are not just there to find your perfect property,” Cohen Handler’s James Meli says.
“Without the right experience and skills, buyers could end up overpaying, experiencing poor service or, perhaps worst of all, missing out on the right opportunities altogether.”
At its core, a buyers agent should act as a safeguard for a client’s financial and personal interests. That means being licensed, insured and able to demonstrate a proven track record in the local market.
That’s the bare minimum.
James says good buyers agents are geared up to go well beyond this, interpreting building reports, spotting red flags, negotiating strategically and navigating the fine print that can otherwise turn a dream home into an expensive misstep.
From strata regulations and special levies to state-based grants and incentives, the right buyers agent not only understands the market but the rules and government frameworks shaping it.
Experience and relationships remain two of the most important indicators of quality.
“The main thing you’re looking for when engaging a buyers agent is their reputation, their relationships with agents and the amount of time they’ve spent in the industry,” James says.
“Strong connections give buyers agents access to pre-market and off-market properties – but only if they’ve earned the respect of selling agents over time.
“When you’re being offered something nobody else is seeing, agents need a level of trust. A known and respected brand goes a long way.”

Cohen Handler buyers agent James Meli says experience and reputation are major factors when securing his clients the right opportunity. Photo: Michelle Kroll.
That trust must also extend to the client. A professional buyers agent should be transparent about their credentials and processes.
Buyers should not be afraid to ask agents for proof, in the form of recent references, client outcomes and whether a firm employs other industry professionals.
For example, a buyers agency with in-house licensed builders means a firm can take a deep dive into a building and pest inspection report, decipher the difference between minor and major defects, and estimate the cost of repairs.
“At Cohen Handler we have a licensed builder and building assessor with 30 years’ experience on our team, so we’re not just relying on the report itself,” James says.
“We’re interpreting it, weighing the implications, and protecting our clients from costly surprises.”
Once the right purchase has been found and vetted, a good buyers agent will excel at negotiation.
James says this is often where the difference between a seasoned operator and newcomer is quite evident.
“Those crucial relationships and industry knowledge put experienced buyers agents in the best position to secure the right property at the right price,” he says.
“It’s about ensuring clients don’t overpay, but also that they don’t lose the perfect property through hesitation or missteps.”
The demand for buyers agents shows no sign of slowing, but with demand comes responsibility.
James says as the sector expands, buyers will be wise to ask tough questions before engaging an agent.
“Respect in this industry is something that’s earned over time,” he says. “Someone without it won’t get the same opportunities and ultimately, their clients will be the ones who miss out.”
For more information visit Cohen Handler.