How to negotiate estate agent fees when selling your property

Estate agent fees are often one of the biggest costs when selling a property, typically ranging from 1% to 3% of the sale price.

However, these fees are not set in stone, and you have the option to negotiate with agents. Knowing how to negotiate estate agent fees effectively can help you save money while still getting the service you need.

In this guide, we’ll discuss the steps and tips for negotiating estate agent fees, ensuring you get the best deal possible.

1. Research typical estate agent fees in your area

Before entering negotiations, it’s important to research the standard rates for estate agent fees in your area.

Fees can vary depending on location, the value of your property, and the services offered. High street agents often charge a commission of around 1% to 3% of the sale price, while online estate agents may offer fixed-rate packages.

Use this information as a starting point to set realistic expectations when discussing fees. Understanding the going rates gives you a solid basis for negotiating estate agent fees that are fair for both parties.

2. Choose the right time to negotiate

Timing can play a big role when you negotiate estate agent fees.

Some estate agents might be more open to offering a reduced rate during quieter market periods when they’re looking to attract more clients. Alternatively, if your property is particularly desirable or in a sought-after location, you might have more leverage to request a lower fee.

The best time to bring up the topic of fees is before signing a contract. Once you’ve signed, it becomes much more challenging to renegotiate terms. Discussing fees upfront allows you to walk away if you can’t agree, giving you the option to switch estate agents if needed.

3. Highlight the competition

One effective negotiation tactic is to let the agent know you are considering other options.

Mention that you’re speaking to several agents, both high street and online, to find the best deal. This can put pressure on them to offer a more competitive rate. You might also mention that online estate agents typically charge lower fees, which could motivate a high street agent to reduce their rate.

Tip: If you’re still in the decision-making process, consider whether you prefer an online or high street estate agent, as their fees and services can vary significantly.

4. Ask about different service levels

Estate agents often offer various service packages, ranging from basic listings to full-service options that include professional photography, marketing, and managing viewings. If you’re looking to negotiate estate agent fees, ask about scaling down the services to match a lower fee.

For example, if you’re willing to handle viewings yourself or use your own photography, you might be able to agree on a reduced commission. This way, you can tailor the service to your needs while bringing down the overall cost.

5. Compare fees and services

When negotiating estate agent fees, it’s useful to have a clear understanding of what each agent is offering.

Some agents may charge higher fees but provide a more extensive estate agent marketing plan, which could result in a quicker sale at a higher price. In contrast, others might offer a more basic service for a lower fee. Comparing these options helps you decide what you’re willing to pay for.

Tip: During negotiations, ask questions to determine the agent’s marketing strategy, advertising platforms, and how they plan to promote your property. Understanding their marketing plan allows you to assess whether the fees align with the services provided.

6. Ask the right questions

Knowing the right questions to ask your estate agent can give you insight into their willingness to negotiate. Here are some examples:

• Are there any discounts for first-time sellers?
• Do you offer a reduced commission if the property sells within a certain timeframe?
• Is there room to lower the fee if I handle some aspects of the process myself?

These questions show the agent that you are serious about reducing costs while being open to collaboration. Agents who are eager to secure your business may be more flexible with their fees.

7. Request a performance-based fee structure

Another option when negotiating estate agent fees is to suggest a performance-based structure.

For example, you might agree on a lower base commission with the potential for a higher fee if the property sells above a certain price. This aligns the agent’s interests with yours, providing them with an incentive to achieve the best possible sale price.

Performance-based fees can be particularly effective in competitive markets, where properties tend to sell quickly and for higher values. However, it’s important to clearly define the terms of this arrangement in the contract to avoid any misunderstandings later.

8. Don’t be afraid to walk away

If you’re not satisfied with the fee or the services being offered, be prepared to walk away and consider other options. There are plenty of estate agents out there, and it’s important to find one that meets your needs and fits your budget. Sometimes, letting an agent know you’re willing to explore other avenues can encourage them to reconsider their fee.

Switching estate agents is always an option if negotiations don’t go as planned. Just ensure you read through the terms of any contracts before making a change, as some agreements may have clauses about terminating services.

Final thoughts

Negotiating estate agent fees can be an effective way to reduce the cost of selling your property.

By researching standard fees, comparing services, and being open to performance-based structures, you can find a deal that works for both you and the agent.

Remember to ask the right questions and assess the estate agent’s marketing plan to ensure you’re getting the best value for the fee you’re paying.

If negotiations don’t go as expected, don’t hesitate to explore other options, whether that means considering another agent or switching to an online or high street estate agent with different rates and services.