Selling your house: what to expect from a good estate agent?

A person with a minimum of knowledge on the subject may decide to proceed alone with selling their property. However, there is the risk of making certain errors that professional assistance would easily avoid. The consequences of these errors can be highly penalising: generally a loss of money and time.

Using an estate agent requires having complete trust in them. Both experienced individuals and novices should be able to benefit from the same effective service, beyond the friendly working relationship the agent may establish. Let’s examine what the seller of a house (or flat) can expect to gain in terms of actions and benefits from the professional’s involvement.

A genuine preparation for the sale

First of all, a proper market study must be carried out in order to complete the most critical operation in a property sale: the price valuation. This study must take into account the characteristics of the property, the quality of the environment, local amenities and the history of sales completed in the area.

Next, it goes without saying that a good estate agent will visit the property before putting it up for sale, even if you make contact externally and provide sufficient photos. The feel of the property and studying its surroundings will greatly influence how it is presented to potential buyers. A owner can ensure during the discussion that the agent has noted the various strengths of the property and plans to highlight them appropriately.

This is all the more essential as these positive points will have a direct influence on the sale price valuation. If this initially provides a price range, positioning on this scale may evolve based on particular strengths such as exceptional light, an open view, luxurious fixtures or a recent renovation.

Effective marketing

Next, certain indicators may show that the estate agent will be able to carry out their main mission effectively and thus transmit information to a large number of buyers, if possible in a targeted manner. After writing a description of the property’s characteristics, two elements come into play, which can favour the marketing.

Property presentation tools are essential, and on this point, technology gives agents who take care to equip themselves a real advantage. Photos of the property constitute the first click criteria for an advertisement spotted online, and certainly explain why a passer-by walks through an agency’s door after spotting a visual in the window. Professional-quality equipment is therefore essential, as is training in photography.

A video tool or virtual tour proves a good complement to allow potential buyers to better imagine themselves in the property. They can thus avoid a pointless visit if the property does not match their criteria, which saves time for everyone.

Next, it is important to ensure that the sale advertisement is well distributed across the best French and international media. If this list is an advantage, the estate agent will certainly mention it.

Managing potential buyers

For the next stage, a seller is entitled to expect their estate agent to secure the sales process through to the signing of a contract. Here again, two essential points:

• The selection of potential buyers, to measure their genuine interest and make a visit conditional on a sound financial file. The idea is to minimise the number of visits, and therefore the disruption for the seller.

• The organisation and handling of visits, to free the seller from both the constraint of being present, managing the human relationship and the delicate task of highlighting the property. A owner indeed tends to do too much, most often: in trying to do well, they risk harming their sale.

End-to-end support

For the entire sales process, a competent estate agent will provide active support to the seller. From the compilation of the sale file – which it is essential to prepare as soon as possible because a buyer can appear at any time – through to the final signing appointment, a good estate agent will ensure the seller is aware of the various stages and timelines.

This support comes at every level: from preparing the property to preparing it for sale, to drafting the highly regulated sales contract, via carrying out the various technical surveys, the list of which varies depending on the property’s characteristics.

Negotiating the sale price

While the initial pricing of the property is of paramount importance, the final negotiation should not be left to chance either. This requires know-how that experience will make even more effective.

A choice between several scenarios can be made from the point of sale, which the estate agent’s expertise can guide. Depending on the market context, the initial price can thus include a negotiation margin, or conversely be set as low as possible to encourage the arrival of potential buyers. For a property with some defects or requiring renovation, the seller would be well advised to anticipate a price reduction, which buyers will certainly request.

A time saving

It should be noted that the main benefit of using a property professional, in addition to the elements mentioned above, lies in the time saved.

The entire action of an estate agent should be geared towards this:

• Speeding up the compilation of the administrative file,
• Monitoring returns from the various distribution channels,
• Selecting potential buyers to avoid unnecessary visits,
• Passing elements to the notary,
• Completely managing the relationship with the buyer.

The attitude of a good estate agent will clearly aim to take the entire sales process off your hands, and will explain concretely how they intend to go about it.

The importance of clarity in their offer

Finally, and as the signing of a listing agreement precedes any involvement, an estate agent’s professionalism can be detected through the presentation of their offer. This must clearly specify the extent of their commitment, each point of assistance they propose to provide, and of course what financial consideration they expect.

The fee amount may be important, as it is added to the vendor’s net price set for the sale. A high amount could thus result in a final price above market value and harm the sale. This is why it is essential that the estate agent details their strategy and wins the vendor’s trust.

The mission of an estate agent should not be limited to placing an advertisement, in the hope of almost случайно attracting a buyer. For the trust placed in a professional not to be disappointed, it is essential that a genuine partnership is established and that the seller remains at the heart of their sales process. The role of the agent therefore consists of guiding with clear discourse, reassuring with a smile, and ensuring that each key point is properly in place to optimise the chances of a quick and smooth sale.