Choosing the right estate agent: A three-part guide to help you sell your property

Part 2 - What to ask your estate agent

This is the second in a three part guide to help you choose the right estate agent to sell your property. In part one of our guide - Shortlisting your choice of Estate Agent - we looked at the criteria you should be looking at in order to whittle down the choice of agents available in your local area to a manageable shortlist.

In this second part of our guide - What to Ask Your Estate Agent - we will help you to understand how to decide on which estate agent from your shortlist you should choose. In the third part - Contracts, Charges and Choices - we help you to make your final choice.

So first things first. Go back to three names on your shortlist. Time to give them a call and arrange for them to come and value your home. Everything counts so pay attention to how your call is handled. How quick did they answer your call? How personable were they? Were you able to arrange an appointment relatively easily? Overall, the agent should be reasonably flexible and accommodate a time suitable to you.

Before they arrive, have a clear idea of what you want from them. Services offered as standard vary from agent to agent so it is best to be clear from the outset what is included in your fee and what you want from them. Remember, cheaper is not always better. Ask each agent which of these services is included in the standard fee and what else they offer:

• Marketing pack – hard copy / electronic property details including photographs. Ask for examples.
• Energy Performance Certificate. Check cost for this and ask for their payment options.
• Online / offline property marketing. Ask for list of publications in which your property will be listed and for how long.
• Online analysis of your property. Can they provide detailed reports on the click through of visitors to your property online?
• In-branch marketing
• Assisted viewings – including evenings and weekends.
• Dedicated contact person
• Detailed floor plans – ask for examples
• Photography. How many images are included as standard? Ask to see examples.
• Periodic sales progression updates
• Liaison with involved third-parties – mortgage brokers, solicitors, surveyors etc
• Written offers from buyers
• Buyer negotiations on your behalf

The answer to the above questions will give you an overview of the generic approach from each estate agent. Now you want to find out what they can do for you. Specifically, you need to know how they will handle the sale of your home, the expected value and what you can reasonably expect in terms of activity and costs.

The consumer group Which? produced an Estate Agents Checklist, 10 simple questions that we believe is a pretty comprehensive approach that will help you decide on which agent to appoint to sell your home.

1. How many similar properties have they sold? At what price?
2. How many viewings and how long did it take to sell the properties?
3. How many buyers are looking for properties like yours?
4. Which trade associations are they members of?
5. Ask for a minimum and maximum price for your property: What price would they market your property for? What price would they expect you to get for your property? What price would they value your home for a ‘quick sale’?
6. Who will do the property visits?
7. Can you have a copy of their contract?
8. How and where will they promote your property?
9. What are their charges – and when do you have to pay?
10. How would complaints be handled? Is there a third party complaints procedure?

                                                                                                                                                                                    © Which? Finding the best estate agent – www.which.co.uk

There is one other important factor at this stage. Personal relationship. This is very individual and there is no guide anywhere that can help you make this choice. It is purely down to the chemistry between both parties. The estate agent can influence this by being on time, smart and knowledgeable and he or she should, during the course of this interview process, be professional enough to earn your trust. You should feel confident in them and in your ability to work with them.

By now, you will have a pretty clear picture of the strengths and weaknesses of each of your shortlisted estate agents and quite possibly you will be pretty sure who you wish to work with. But before you go ahead and sign anything, there is one final step to take. READ THE CONTRACT. This is such an important step that we will cover it in detail in Part 3 of our guide to choosing the right estate agent, - Contracts, Charges and Choices.