Seller’s Top 10 Tips for Negotiating with an Estate Agent

When selling a property, negotiating with an estate agent is just as important as negotiating with a buyer. An agent’s goal is to sell your property quickly, as they typically only earn their commission once the sale is complete. While most agents are working in your best interests, it’s important to remember that some may overvalue a property just to win your business—only to later suggest a price reduction to generate more interest.

To ensure you get the best possible price for your property while keeping control of the process, here are 10 key tips for negotiating with your agent.

 

1. Agents Need a “Story” to Take Back to Buyers

An agent doesn’t just sell a house—they sell a home. Buyers want to connect emotionally to a property, and the agent needs more than just a list of specifications to help them do that.

 

Give your agent a story they can take back to potential buyers. Tell them why you’re selling. Let them know what you love about the property—the summer evenings in the garden, the quiet Sunday mornings, the community feel, the cosy winter nights.

 

Buyers want to know what makes a home special—not just the number of bedrooms. Sometimes, you have to give up the things you love for the things you want. Tell the agent what’s next for you—whether it’s moving for a new job, upsizing for a growing family, or relocating for a fresh start.

 

A well-told story creates emotional appeal, which makes buyers more likely to connect and offer stronger terms.

If an offer comes in lower than expected, don’t just reject it outright—ask questions. A good agent needs a valid reason to go back to the buyer with a counteroffer. Before considering a reduction, ask:

• Is the buyer in a chain?
• Have they already sold their home?
• Are they ready to proceed immediately?

If the buyer is not in a chain, a cash buyer, or has proof of mortgage approval, they may be worth negotiating with. However, if they are still waiting to sell their home, you could be wasting time negotiating at this stage.

 

2. Don’t Be Rushed into Accepting an Offer

Agents will often tell sellers that the first offer is the best offer, but this is not always true. If a buyer really wants your property, they will often increase their offer if their first one is declined. Don’t accept too quickly—take time to assess the market and compare interest levels before making a decision.

 

3. Be Wary of Agents Who Overvalue Your Property

Some agents inflate valuations to secure your instruction. If your home is priced too high, it may sit on the market for months, forcing you to reduce the price later.

 

When comparing valuations, ask agents:

• What comparable properties have recently sold at this price?
• How long do they expect it to take to secure an offer?
• Would they personally buy a property at this price?

A realistic asking price attracts serious buyers and avoids stagnation in the market.

4. Negotiate the Agent’s Commission

Most estate agents charge between 1% and 2% commission, but their fees are often negotiable. Before signing a contract, discuss:

• Can they reduce their commission if you accept an offer within a certain timeframe?
• Will they agree to a sliding scale (a higher fee if they achieve a better price)?
• Are there any additional marketing costs hidden in the contract?

Make sure you’re getting value from your agent and that their fee structure incentivises them to get the best price.

5. Avoid Long Tie-In Contracts

Some agents tie sellers into long, restrictive contracts (12+ weeks) even if they fail to generate interest. Instead:

• Negotiate a shorter exclusivity period (4-6 weeks) to test their performance.
• Ensure you can switch agents if they fail to deliver within the agreed timeframe.
• Clarify whether you’ll owe them commission if you later switch agents.

This keeps the agent motivated and ensures you aren’t locked into a poor service.

6. Make Sure They Are Targeting the Right Buyers

A good agent will not just list your property and wait for interest—they should be actively marketing it to the right audience. Ask:

• Are they contacting registered buyers directly?
• Are they leveraging online property portals effectively?
• Do they have a database of serious buyers they are actively calling?

If an agent isn’t proactively marketing your property, you may want to switch to one that will.

7. Control the Negotiation Process

Estate agents are skilled negotiators, but that doesn’t mean you should leave everything to them. If an offer comes in:

• Ask the agent how much interest the buyer has shown before making an offer.
• Don’t disclose your lowest acceptable price too early.
• Use competing offers to your advantage—if multiple buyers are interested, push for best and final offers.

You are in control—don’t feel pressured into accepting an offer unless it meets your expectations. You can only sell the property once!

 

8. Consider Buyer Position Over Price

A higher offer isn’t always the best offer—buyer reliability is just as important. Before accepting, consider:

• Is the buyer a first-time buyer or in a chain?
• Are they fully approved for a mortgage?
• Have they shown strong commitment (arranging multiple viewings, asking key questions)?

I think you could be surprised to learn that your agent might not even know the answers to these questions... be in control, no one will work harder than you, for you! (if that makes sense..)

 

A motivated, chain-free buyer can be worth more than an unreliable higher offer that may collapse later.

9. Ensure Your Agent Justifies Any Price Reductions

If an agent suggests reducing the price, push them to justify why. Before agreeing:

• Ask what feedback they’ve received from buyers.
• Request a report on recent market trends in your area.
• Ensure they have exhausted all marketing options first.

A price reduction should be a last resort, not the first strategy after a few weeks on the market.

10. Keep the Agent Accountable

You are paying the agent to sell your property, so make sure they earn their commission. Stay in regular contact and ask:

• How many viewings have been arranged in the last two weeks?
• What feedback have buyers given?
• What is the agent actively doing to secure interest?

If an agent isn’t delivering, don’t be afraid to challenge them or switch agents. The best agents communicate frequently, offer realistic advice, and work hard to secure the best price for your property.

Final Thoughts

Selling a property is a negotiation from start to finish, and your estate agent plays a key role in that process. By asking the right questions, staying informed, and holding your agent accountable, you can achieve the best possible outcome.

 

At Space Acquisitions Limited, we work with sellers to ensure strategic pricing, effective marketing, and skilled negotiation—giving you the confidence that your property is in the right hands. If you need expert guidance on selling your property, get in touch today.

 

Written by Edward Gray, Managing Director, Space Acquisitions Limited