Marc Lockley
Estate Agent or not? Many people prefer the assurances of using an Estate Agent, however there are plenty of opportunities to sell your house directly via websites such as www.propertybroker.co.uk or via a local newspaper, potentially saving you thousands in fees.
Choose your agent carefully. If you decide to go via an Estate Agent, interview them with meticulous care. What is their success rate and are they well respected (as sellers) in the area? Do they come across as being honest and trustworthy, however as you are relying upon them to sell your house, do they seem positive and persuasive? During the sale, you should keep control of the negotiations and ensure you are being kept fully informed of their progress and any discussions they have with prospective purchasers – after all, where else would you allow a total stranger control over such a huge sum of money?
Do not necessarily sign up with the agent who suggests the highest price for your property. Obtain valuations from several reputable agents in the area to get a feel for what the asking price should be.
Negotiate the fee. The Estate Agent business is hugely competitive and although they advertise a particular fee it is not set in tablets of stone and may have potential for negotiation. Let your preferred agent know you are happy to offer them the sale of your property under YOUR terms; that could mean a lower percentage, an agreed fee and/or conditions that you deem fair. To get an understanding of what is possible, research the various offers available.
Tidy up and spruce up. Make the home look appealing to prospective buyers; de-clutter, tidy and clean. It has been suggested the aroma of freshly ground coffee or baking bread is appealing during a viewing, but I am not convinced it will persuade someone to part with half a million pounds! However, giving a fresh coat of paint to the front door and perhaps tired walls, a couple of hours work to create a tidy garden and a throw over a thread-bare sofa will probably help.
Don't give away 'desperate selling signals'. If you are present during a viewing, do not show signs of being anxious to sell or disclose you have a deadline, for example moving for work/family reasons, as this can give the impression you will lower the price to secure a quick sale – unless of course you want to.
Marc Lockley is a negotiation coach who writes for Guardian online as The Negotiator. Marc's opinions are his own and for general information only - always seek independent, professional, financial advice.