Selling your home is one of the largest financial transactions you will make. Getting the process right — from choosing the right estate agent to pricing correctly — can mean tens of thousands of pounds difference in what you walk away with.
Preparation Before Listing
1. Get Your Property Valued
Get valuations from at least three estate agents. They will:
- Assess your property’s value based on comparable sales
- Suggest an asking price
- Explain their marketing strategy and fees
Beware of overvaluation — some agents deliberately overvalue to win your business, then pressure you to reduce the price later.
2. Obtain an Energy Performance Certificate (EPC)
An EPC is legally required before marketing. It rates your property’s energy efficiency from A (best) to G (worst).
| EPC Details | Information |
|---|---|
| Cost | £60–£120 |
| Valid for | 10 years |
| Required by | Law, before marketing |
| Rating impact | Higher ratings can add value (buyers know costs will be lower) |
3. Prepare Your Home
Cost-effective improvements that add value:
| Improvement | Cost | Potential Impact |
|---|---|---|
| Deep clean | £200–£500 | High |
| Declutter | Free | High |
| Fresh neutral paint | £200–£500 | Medium-High |
| Garden tidy-up | £50–£200 | Medium |
| Fix minor issues (dripping taps, squeaky doors) | £50–£200 | Medium |
| Professional photos | £150–£300 | Very High |
4. Instruct a Solicitor Early
Instruct your conveyancer before listing. They can prepare:
- Title deeds and property information forms
- Leasehold information (if applicable)
- Any documents buyers will need
This prevents delays once you accept an offer.
Choosing an Estate Agent
Fee Structures
| Agent Type | Typical Fee | Payment |
|---|---|---|
| High street (sole agency) | 1.0–1.75% + VAT | On completion only |
| High street (multi-agency) | 2.0–3.0% + VAT | On completion only |
| Online agent | £500–£2,000 | Upfront (regardless of sale) |
| Hybrid agent | £1,000–£3,000 | Varies |
Sole vs Multi-Agency
| Feature | Sole Agency | Multi-Agency |
|---|---|---|
| Fee | Lower (1.0–1.75%) | Higher (2.0–3.0%) |
| Agents marketing | One | Multiple |
| Wider exposure | Less | More |
| Best for | Most sales | Hard-to-sell properties |
Questions to Ask Agents
- What is your fee structure (and what is included)?
- How many similar properties have you sold locally in the past 6 months?
- How long did they take to sell?
- What is your marketing strategy (portals, photography, floor plans)?
- What is your tie-in period?
- Who will conduct viewings?
- Can I see example listings of similar properties?
Pricing Your Property
Get It Right First Time
The first 2-4 weeks are critical — your property gets the most attention from buyers when it first appears on the market. Overpricing leads to:
- Fewer viewings
- Longer time on market
- Eventually selling for less than if priced correctly from the start
Pricing Strategies
| Strategy | Approach | Best Used When |
|---|---|---|
| At market value | Price at comparable sales evidence | Standard approach |
| Slightly below | Attract more viewers, create competition | Fast sale needed |
| Offers over | Set a guide price and invite offers | Scotland (standard), strong markets |
| Offers in excess of | Set below value to attract interest | High-demand areas |
The Selling Process
| Stage | Timeline | What Happens |
|---|---|---|
| 1. List property | Week 1 | Photos, floor plans, portal listings go live |
| 2. Viewings | Weeks 1–8 | Potential buyers visit |
| 3. Receive offers | Weeks 2–12 | Assess and negotiate offers |
| 4. Accept offer | — | Agree price and terms with buyer |
| 5. Sale agreed | — | Property marked as “sold subject to contract” |
| 6. Conveyancing | 8–16 weeks | Solicitor handles legal process |
| 7. Exchange | — | Legally binding; buyer pays deposit |
| 8. Completion | 1–4 weeks after exchange | Keys handed over; funds received |
Costs of Selling
| Cost | Typical Amount |
|---|---|
| Estate agent fee (1.5% on £300,000) | £4,500 + VAT = £5,400 |
| Conveyancing | £800–£1,500 + VAT |
| EPC | £60–£120 |
| Mortgage early repayment charge | 0–5% of outstanding balance |
| Removal costs | £500–£2,000 |
| Total | £6,000–£12,000+ |
Capital Gains Tax
If this is your main residence, there is no CGT on the sale. If it is a second home or investment property, CGT applies on the gain.
Tips for a Successful Sale
- Price right from the start — check recent comparable sales on Rightmove and Zoopla
- Present your home well — clean, tidy, neutral decor, good lighting
- Professional photography — most buyers browse online first
- Be flexible with viewings — accommodate evenings and weekends
- Be honest — disclose known issues; they will come out in the survey
- Respond quickly — to offers and conveyancing queries
- Keep your chain short — already having a property to move to (or being chain-free) makes you more attractive
For the buying side of the process, see our first-time buyer guide and mortgage calculator.