Is My Estate Agent Costing Me a Sale?

When it comes to selling your home, it’s tempting to believe that the most important job of an estate agent is simply to find a buyer. Many sellers think that once someone expresses interest and makes an offer, the hard part is done and it’s just a matter of paperwork from there. But this is one of the biggest misconceptions in property sales and, sadly, one that can cost homeowners significant time, money, and stress if they choose the wrong agent.

Finding a buyer, in truth, is often the easier part of selling a property, especially in an active market where plenty of buyers are browsing online portals and booking viewings. It’s what happens after an offer is agreed that truly tests an agent’s skill and professionalism. The job of an estate agent doesn’t stop once they’ve slapped a “Sold” sign on your board or sent you a congratulatory email about an offer. In fact, the critical work starts at that very moment.

This is where sellers often underestimate the importance of choosing the right estate agent. Many people are swayed by low fees or impressive marketing presentations filled with glossy photos, virtual tours, and promises of getting the highest price. Others are seduced by agents who quote sky-high valuations for their property, which can be flattering but are sometimes unrealistic and ultimately damaging. Yet the reality is that no matter how many buyers an agent lines up, or how good their photographs look, if they cannot guide a sale through to completion, then they may well cost you the sale altogether.

Progressing a sale to completion is a demanding, often delicate task. It involves constant communication and negotiation, not only between you and your buyer but also among a whole host of other professionals who are involved in the process. Solicitors need chasing to produce searches and draft contracts. Surveyors might flag up issues that have to be explained and negotiated. Mortgage brokers could be waiting for paperwork to move an application forward. Other estate agents might be managing linked sales or purchases in a chain. Each party has its own timescales, pressures, and demands, and it’s the estate agent’s role to keep everyone moving in the same direction.

A skilled estate agent will anticipate potential hurdles before they become serious problems. They’ll understand how to handle delays, how to manage expectations on both sides, and how to keep communication flowing so that buyers don’t get cold feet and sellers don’t become frustrated. They’ll know the typical timescales for various steps in the process and will be able to advise you honestly and confidently. Unfortunately, there are agents in the industry who simply don’t possess this depth of knowledge or experience. Some lack the confidence or assertiveness to chase solicitors effectively or to have frank conversations with buyers and sellers when difficult news arises. Others may shy away from giving honest updates for fear of upsetting a client or revealing that progress has stalled.

Then there’s the issue of honesty and integrity. While many estate agents work collectively and honourably, striving to achieve the same good result for their clients as we do for ours, the truth is that not all agents play by the same rule book. Some agents might gloss over problems, give vague or overly optimistic updates, or fail to admit when a sale is at risk. Sellers can be left in the dark, believing everything is fine until a buyer suddenly withdraws, leaving a collapsed chain and dashed hopes.

Appointing an estate agent should never be a decision made purely on cost. Of course, fees matter, and everyone wants to get good value for money, but a lower fee is worthless if your sale falls through because your agent couldn’t manage the process effectively. Similarly, the agent who promises you the highest valuation might not be the one who can actually deliver a successful sale at that price. Overpricing a property can leave it languishing on the market for months, forcing price reductions later and making buyers suspicious that something is wrong.

Instead, sellers should choose an estate agent based on their full service and, crucially, their ability to see a sale through to completion. This means selecting someone who understands the complexities of the transaction, who is experienced enough to handle negotiations and solve problems, and who is honest enough to keep you informed every step of the way, even when the news is less than ideal. You want an agent who will be proactive rather than reactive, someone who picks up the phone rather than waits for things to happen, and who genuinely cares about getting your sale over the line.

Selling your home is one of the largest financial transactions you’ll ever undertake, and it’s not something to entrust to the cheapest option or the agent who tells you only what you want to hear. It’s worth taking the time to ask the right questions: how many sales have they progressed successfully to completion? How do they handle survey issues or delays? Do they personally liaise with solicitors and brokers, or do they leave that to someone else in the office? How often will they update you, and will those updates be frank and honest?

A good estate agent earns their fee many times over by meandering the pitfalls of the transaction, resolving disputes, and keeping the sale moving. When they do their job well, much of this hard work happens behind the scenes, and sellers often don’t see just how many fires have been put out on their behalf. But when the wrong agent is chosen, the consequences become painfully obvious: deals fall through, chains collapse, and sellers are left back at square one, often with less trust in the entire process.

So, ask yourself this question as you consider putting your home on the market: is your estate agent simply offering to find you a buyer, or are they truly capable of taking you all the way to completion? The difference could mean everything when it comes to a successful sale.