21 Questions to Ask an Estate Agent When Selling A House or Flat (UK)

Choosing the wrong estate agent can cost you thousands. Worse, it can lock you into a contract for months while your property sits unsold.

The problem? Anyone in England and Wales can set up as an estate agent without formal qualifications. There is no licensing exam. No mandatory training. No competency test. The only legal requirements are registering with HMRC for anti-money laundering supervision and joining an approved redress scheme (House of Commons Library, 2024).

That means the quality gap between agents is enormous.

A brilliant agent will price your property correctly, market it aggressively, and negotiate the best possible price. A poor one will overvalue to win your instruction, let the listing go stale, and leave you chasing updates.

The difference? Asking the right questions before you sign anything.

Here are 21 questions that separate the good agents from the ones you should avoid.

Fees and Costs: Questions 1 to 4

1. What is your commission rate, and what exactly does it include?

This is the single most important financial question you will ask.

Estate agent fees in the UK typically range from 1% to 2% of the sale price for sole agency, plus 20% VAT. The average sits at roughly 1.42% including VAT (AgentSeeker, 2026).

But “commission rate” only tells half the story. You need to know what is included:

• Professional photography and floor plans
• Listings on Rightmove, Zoopla, and OnTheMarket
• A “For Sale” board
• Accompanied viewings or just booking them in
• Energy Performance Certificate (EPC) arrangement
• Marketing to their buyer database

Some agents quote a low headline fee but charge extras for photography, premium listings, or early exit. Others bundle everything in.

Get it in writing.

2. Are there any additional charges or hidden fees?

Beyond the commission, ask specifically about:

• Withdrawal fees: Will you be charged if you decide not to sell?
• Advertising costs: Are premium portal listings or featured property slots extra?
• Referral fees: Does the agent earn commission for referring you to a mortgage broker, solicitor, or surveyor?

3. Is the fee a fixed amount or a percentage?

Most high-street agents charge a percentage of the final sale price. Some online and hybrid agents offer fixed fees, typically ranging from £500 to £2,500 regardless of what your property sells for.

The trade-off? Fixed-fee agents often require payment upfront (whether or not the property sells), and the service can be more self-service. Traditional percentage-fee agents are motivated by a higher sale price because their fee goes up accordingly.

4. When do I pay, and what happens if the property does not sell?

With most traditional agents, you only pay when the property completes. But not always.

Clarify:

• Is the fee payable on exchange or on completion?
• If the sale falls through after the buyer is found, do you owe anything?
• Is there a “ready, willing, and able purchaser” clause? (This means the agent is owed their fee if they find a buyer, even if you decide not to proceed.)

If the agent insists on upfront payment or a “ready, willing, and able” clause, treat it as a red flag and push back or walk away.

Contract Terms: Questions 5 to 8

5. What is the tie-in period, and can I negotiate it?

The tie-in period (or “sole agency period”) is how long you are locked into the contract with that agent. You typically cannot switch agents or sell privately during this time without still owing commission.

Standard tie-in periods range from 8 to 16 weeks, though some agents push for 20 weeks. Shorter is better from your perspective.

Here is the key: this is negotiable. Many agents will agree to 6 to 8 weeks if you ask. If an agent refuses to budge on a 16-week tie-in, question why they need that long.

Also check the notice period. Some contracts include a 2- to 4-week notice period on top of the tie-in. That means a “12-week contract” could actually lock you in for 16 weeks.

6. Is this a “sole agency” or “sole selling rights” agreement?

This question could save you thousands.

These two terms sound similar but are legally very different under the Estate Agents (Provision of Information) Regulations 1991:

• Sole agency: You appoint one agent. If they find the buyer, you pay commission. If you find the buyer yourself (say, a neighbour or friend), you do not pay commission.
• Sole selling rights: You pay commission no matter who finds the buyer, even if it is someone you already knew before instructing the agent.

In the Court of Appeal case Great Estates Group Ltd v Digby [2011], the distinction between these terms was tested and upheld. The agent lost their commission claim because the contract was a sole agency agreement and the seller had found their own buyer.

Always check which one you are signing. If you know someone who might buy your property, make sure they are excluded from the contract terms before you sign.

7. What is the notice period to cancel?

Even after the tie-in period ends, most contracts require written notice before you can leave. This is usually 1 to 4 weeks.

Ask:

• How much notice do I need to give?
• Does the notice period start from when I send the letter, or when they receive it?
• Is there a cancellation fee?

Get confirmation in writing that there will be no charges for cancelling after the tie-in period has expired and notice has been served.

8. What happens if I am unhappy with your service during the tie-in period?

This is the question most sellers forget to ask.

If the agent is not performing (no viewings, no communication, stale listing), you need to know your options. Some agents will agree to a “performance break clause” that lets you exit early if certain benchmarks are not met (for example, no viewings within 4 weeks).

Others will hold you to the full tie-in regardless.

You want an agent who is confident enough in their service to offer flexibility here.

Marketing and Pricing: Questions 9 to 12

9. How will you market my property?

A listing on Rightmove is the bare minimum. You want to know the full marketing plan:

• Photography: Will they use a professional photographer, or take photos on a phone?
• Floor plans: Are these included as standard?
• Virtual tours or video walkthroughs: Increasingly expected, especially for higher-value properties.
• Social media: Do they actively promote listings on Instagram, Facebook, or TikTok?
• Buyer database: How large is their registered buyer list, and will they email your listing to it?
• Portal reach: Are they on Rightmove, Zoopla, and OnTheMarket, or just one?

The quality of listing photographs alone can make or break your sale. Dark, blurry photos taken on a rainy afternoon will put buyers off before they have read the description.

10. How have you arrived at this asking price?

This is where you separate the honest agents from the ones trying to win your instruction by flattering you with an unrealistic price.

A good agent will show you:

• Recent comparable sales in your area (not just asking prices, but actual sold prices)
• Properties currently on the market that yours will compete against
• How long similar properties are taking to sell locally

Be cautious of any agent whose valuation is significantly higher than the others. Overpricing is one of the most common reasons properties sit unsold for months. Once a listing has been on the market for six months or more, buyers start scrolling past it, assuming something is wrong.

Properties priced correctly from day one sell up to 10 weeks faster than those that are reduced later.

11. What is your track record for achieving the asking price?

Any agent can list a property. The question is whether they can sell it for the price they suggested.

Ask for:

• Price achievement rate: What percentage of the asking price do they typically achieve?
• Listing-to-sale ratio: What proportion of properties they list actually sell (rather than being withdrawn or transferred to another agent)?
• Average time on market: How quickly do their listings go under offer?

A strong agent should be able to share this data. If they cannot, or will not, that tells you something.

12. How will you handle price reductions if the property does not sell?

No one wants to think about reducing their price. But it happens, and you want an agent who has a clear strategy for it rather than one who just waits and hopes.

Ask:

• At what point would you recommend a price reduction?
• How much would you suggest reducing by?
• Would you recommend taking the property off the market temporarily and relisting?

A proactive agent will have a timeline in mind. For example, if there have been fewer than five viewings in the first four weeks, something needs to change.

One thing worth knowing: if you take your property off Rightmove and relist it with the same agent within four months, the listing still shows the original date. Buyers can see how long it has been on the market. Switching to a new agent resets the listing date, but that only works if you have actually addressed the underlying issue, which is usually the price.

Viewings and Communication: Questions 13 to 16

13. Who will conduct the viewings?

With some agencies, the person who values your property is not the person who shows buyers around. Junior staff or even contractors may do the viewings instead.

Ask:

• Will the same person handle all viewings, or will it vary?
• Do they accompany viewers, or just hand them the keys?
• Will they pre-qualify buyers before arranging a viewing (proof of funds, mortgage agreement in principle)?
• Can they accommodate evening and weekend viewings?

An agent who pre-qualifies buyers before sending them to your home saves you a huge amount of wasted time.

14. How will you keep me updated?

Poor communication is the number-one complaint sellers have about estate agents. Weeks of silence followed by a vague “no news, really” is not good enough.

Set expectations upfront:

• How often will I receive updates?
• Will you call after every viewing with feedback?
• Is there an online portal or app where I can track activity?
• Who is my main point of contact, and what happens if they are away?

A good agent will proactively call you after each viewing with buyer feedback. You should not have to chase them.

15. How do you handle offers?

Estate agents are legally required to pass on all offers in writing and promptly. But the way they handle the negotiation process varies enormously.

Ask:

• Will you present all offers to me, even low ones?
• Do you research the buyer’s position before recommending I accept?
• Will you check the buyer’s chain status, mortgage situation, and timescale?
• How do you handle multiple offers?

A skilled negotiator can often get a buyer to increase their offer. An unskilled one will just relay the number and ask you what you want to do.

16. What feedback do you typically get from buyers, and how do you act on it?

Buyer feedback is gold. It tells you exactly why people are not making an offer and what you can do about it.

A proactive agent does not just pass on feedback (“they said it was nice but not for them”). They analyse patterns and suggest changes. If three buyers in a row mention the same issue, a good agent will flag it and suggest a solution.

Local Knowledge and Expertise: Questions 17 to 19

17. How many properties like mine have you sold in this area recently?

An agent who specialises in your type of property (flats, period houses, new builds) and your specific area will outperform a generalist almost every time.

Ask for:

• Specific examples of similar properties they have sold nearby
• What those properties sold for and how long they took
• Whether they currently have registered buyers looking for properties like yours

An agent with active buyer demand for your property type is worth more than a big-name brand with no local stock of similar properties.

18. What do you know about upcoming local developments?

Good local knowledge is a genuine competitive advantage. An agent who understands what is happening in your area can help you time your sale and market your property more effectively.

They should know about:

• New transport links or stations
• Planned housing developments nearby
• Changes to school catchment areas
• Regeneration projects or commercial developments
• Planning applications that could affect your property’s value

19. Are you a member of a professional body?

Since there is no mandatory licensing for estate agents in England and Wales, voluntary professional body membership is one of the few quality signals you can check.

Look for:

• NAEA Propertymark: Members must hold a Level 3 qualification, carry professional indemnity insurance, and follow a code of conduct. Client money is protected through mandatory Client Money Protection (CMP) insurance.
• RICS (Royal Institution of Chartered Surveyors): Higher entry requirements but fewer estate agents hold this.
• Guild of Property Professionals: A network of independent agents with shared marketing resources.

Membership alone does not guarantee a good agent, but it does provide a complaints process and accountability that unaffiliated agents lack.

Compliance and Legal: Questions 20 and 21

20. Are you registered with HMRC for anti-money laundering supervision?

This is a legal requirement, not optional. Every estate agent in the UK must be registered with HMRC for Anti-Money Laundering (AML) supervision before they can trade.

Estate agents are the most heavily penalised HMRC-supervised sector for AML non-compliance, with 548 fines issued in 2024/25 (HMRC, 2025).

If an agent cannot confirm their HMRC AML registration, walk away. Operating without it is a criminal offence.

21. Can you explain the key terms and conditions in your contract before I sign?

This is not really a question about their knowledge. It is a test of their transparency.

Before you sign anything, you should understand:

• The exact fee (percentage or fixed) and when it is payable
• Whether it is sole agency or sole selling rights
• The tie-in period and notice period
• Any withdrawal fees or cancellation charges
• Whether there is a “ready, willing, and able purchaser” clause
• What happens if you find a buyer yourself
• The agent’s obligations (viewings, marketing, communication frequency)

A trustworthy agent will walk you through the contract clearly. An agent who rushes you into signing is not someone you want handling the biggest financial transaction of your life.

Bonus: 5 Extra Questions for Leasehold Properties

If you are selling a leasehold flat or house, there are additional questions your agent needs to answer competently.

How many years are left on the lease, and how does that affect the sale?

This is critical. A lease with fewer than 80 years remaining is significantly harder to sell because most mortgage lenders will not lend against it. Below 70 years, some lenders will refuse entirely.

A good agent should explain the implications clearly and advise whether a lease extension would be worthwhile before marketing.

What are the current service charges, ground rent, and any planned increases?

Buyers will ask about these costs, and a knowledgeable agent should have the figures ready. High service charges or escalating ground rent can put buyers off.

Are there any restrictions on alterations, subletting, or pet ownership?

Lease restrictions can narrow your buyer pool. An agent should know about these upfront so they can market the property honestly and avoid surprises during the legal process.

Who manages the building, and are there any planned major works?

Upcoming major works (roof replacement, lift refurbishment, cladding remediation) can mean large service charge bills. Buyers’ solicitors will ask for this information, and a good agent will have it ready.

What to Do Before You Invite Agents Round

Preparation makes a huge difference. Before any agent steps through your door, do the following:

1. Research sold prices in your area. Use the Land Registry’s free price-paid tool to see what similar properties actually sold for. This gives you a baseline to compare against agent valuations.
2. Get 2 to 3 appraisals. Never instruct the first agent who walks through the door. Compare valuations, fees, marketing plans, and communication style.
3. Prepare a list of your property’s key features. Recent improvements, energy efficiency upgrades, planning permissions, or anything else that adds value. The agent cannot sell what they do not know about.
4. Check your EPC. You legally need a valid Energy Performance Certificate before marketing. If yours has expired (they last 10 years), arrange a new one. Your agent can often organise this for you.
5. Gather your paperwork. Title deeds, guarantees for any building work, FENSA certificates for windows, electrical safety certificates, and building regulations sign-off. Having these ready speeds up the legal process significantly.

Red Flags to Watch For

Not every agent who quotes the highest price or the lowest fee is the right choice. Watch out for these warning signs:

• Significantly higher valuation than other agents. This is often a tactic to win your instruction. The agent knows the property is not worth that much and will push for a price reduction within weeks.
• Reluctance to provide data. If an agent cannot share their track record, sale-to-list ratio, or average time on market, be cautious.
• Pushing you to use their solicitor or mortgage broker. Ask about referral fees. They may be earning hundreds of pounds per referral, and the service you receive may not be competitive.
• Long tie-in periods with no performance clause. An agent demanding 16+ weeks with no option for early exit is prioritising their security over your flexibility.
• No mention of pre-qualifying buyers. An agent who sends anyone with a pulse to view your property is wasting your time and theirs.
• Vague marketing plan. “We’ll put it on Rightmove” is not a marketing strategy.

Sole Agency vs Joint Agency vs Multi-Agency: Which Should You Choose?

This depends on your situation, but here is a straightforward breakdown:

Sole agency is the default for most sellers. You instruct one agent, they market your property, and you pay the lowest fee (typically 1% to 2% plus VAT). This works well in most situations, especially in areas with strong buyer demand.

Joint sole agency means two agents share the instruction and split the commission regardless of who finds the buyer. The fee is higher (2.5% to 3% plus VAT), but you get access to two agents’ buyer databases and marketing reach.

Multi-agency means you instruct multiple agents and only pay the one who finds the buyer. The fee is the highest (2.5% to 3.5% plus VAT), but agents may rush to secure a buyer rather than maximise your price.

For most sellers, starting with sole agency makes sense. If the property is not generating interest after a reasonable period, you can always escalate to joint or multi-agency later.

One situation where joint agency genuinely adds value is when local agents struggle with a property because of the area’s reputation. A nationwide brand with a database of out-of-area buyers can reach people who do not carry the same local preconceptions. Sometimes it is not the property that is the problem; it is the buyer pool seeing it.

Frequently Asked Questions

Can I sell my house without an estate agent?

Yes. You can sell privately, through auction, or directly to a cash buyer. Private sales save on fees but require you to handle everything yourself. Cash buyers offer speed and certainty but typically purchase below market value.

How much should I expect to pay in estate agent fees?

For sole agency, expect 1% to 2% plus VAT. On a £300,000 property, that is roughly £3,600 to £7,200 including VAT. Fixed-fee online agents charge £500 to £2,500 upfront.

Can I negotiate estate agent fees?

Yes. Fees are not fixed. Getting 2 to 3 appraisals and comparing quotes gives you leverage. Many agents will match or beat a competitor’s fee to win your instruction.

What is the difference between an estate agent and a property buyer?

An estate agent markets your property and charges commission when it sells. A property buyer purchases directly, usually below market value, but offers speed and certainty with no fees.

How long should I give an estate agent to sell my property?

If you have had no viewings or offers after 4 to 6 weeks, review the price, marketing quality, and whether the agent is actively working your listing.

What should I do if my estate agent is not performing?

Raise your concerns in writing and ask for a clear action plan. If nothing changes, check your contract for exit options. Once the tie-in and notice periods have passed, you can switch agents.

Do estate agents have to pass on all offers?

Yes. Under the Estate Agents Act 1979, agents must inform you promptly of any offer received. Failing to do so is a breach of their legal obligations.

Should I choose a local agent or a national chain?

Local agents often have deeper neighbourhood knowledge. National chains have larger buyer databases. In some cases, a joint sole agency agreement combining both can work well.

When Selling Through an Agent is Not the Right Route

Estate agents work well when you have time, a sellable property, and the patience for a process that typically takes 5 to 6 months from listing to completion.

But not every seller has that luxury.

If you are facing repossession, dealing with probate, going through a divorce, or simply need to sell quickly for financial reasons, the traditional agent route may not be fast enough.

In those situations, selling directly to a cash buyer can be a better fit. You skip the marketing, the viewings, the chain, and the uncertainty. The trade-off is price: cash buyers typically offer 75% to 85% of market value, but they provide guaranteed completion and cover your legal costs.

Quick Reference: All 21 Questions at a Glance