Home Selling Guide

Preparation

• Decide on how you want to sell your house, whether privately, through an estate agent, or at auction
• Estimate the costs involved in the sale
• Make your house more attractive to the buyer by cleaning and doing necessary repairs, maybe even refurbishing

When To Sell

Some periods of the year are better than others for selling your home. The ideal time to maximise your sale price is when the market is in your favour - when there are few properties for sale and lots of buyers. Understanding market conditions and seasonal patterns can help you time your sale effectively.

Market Conditions

The property market moves in cycles. When interest rates are low, more buyers can afford mortgages, increasing demand. When interest rates rise, fewer people can afford to buy, reducing demand. Keep an eye on interest rate trends and economic forecasts.

Seasonal Factors

Spring is traditionally the busiest time in the property market. Families often want to move during the summer holidays to avoid disrupting their children's education. This means listing your property in early spring (March-April) can maximise viewings and competition between buyers.

Autumn is the second-best period, as people who didn't find properties in spring re-enter the market. December and January are typically quieter, though serious buyers still search during these months.

Chain Considerations

If you're part of a property chain, timing becomes more complex. You'll need to coordinate your sale with your own purchase. Being a cash buyer or having no onward purchase makes you more attractive to sellers and gives you more flexibility on timing.

Costs Involved

Selling a house involves several costs that you should budget for. Understanding these expenses helps you calculate your net proceeds from the sale.

Preparation Costs

Before marketing your property, you may need to spend money on repairs, decoration, or presentation. While not essential, these improvements can significantly increase your sale price. Budget anywhere from £500 to several thousand pounds depending on your property's condition.

Estate Agent Fees

If you use an estate agent, their commission typically ranges from 0.75% to 3.5% of the sale price plus VAT. Higher street agents may charge 1.5-3.5%, while online agents often charge lower fixed fees or percentages around 0.75-1.5%. Always negotiate and compare multiple agents.

Energy Performance Certificate (EPC)

Legally required before marketing your property, an EPC costs around £60-£120 and is valid for 10 years. Check if you have a valid one from when you bought the property.

Conveyancing Fees

Solicitor or licensed conveyancer fees for sellers typically range from £250-£500 plus disbursements. Shop around and get quotes from several conveyancers. Online conveyancing services often offer competitive rates.

Removal Costs

Professional removal services vary widely based on distance and volume. Expect to pay £300-£1,500 for a typical house move. Get multiple quotes and book early for better rates.

Early Repayment Charges

If you're selling before your mortgage deal ends, check for early repayment charges. These can be substantial - sometimes 1-5% of the outstanding mortgage amount.

Who Will Sell Your House?

You have three main options for selling your property: using an estate agent, selling privately, or selling at auction. Each method has advantages and disadvantages.

Using An Estate Agent

Advantages: Professional marketing, wider audience reach, experience in negotiations, handling of viewings, legal knowledge, and time-saving.

Disadvantages: Commission fees (0.75-3.5%), less control over the process, potential delays in communication.

Selling Privately

Advantages: No agent fees, complete control, direct contact with buyers, flexibility in viewings and negotiations.

Disadvantages: Time-consuming, requires marketing knowledge, safety concerns with viewings, limited reach, handling negotiations yourself, dealing with time-wasters.

Selling At Auction

Advantages: Quick sale (typically 28 days to completion), legally binding on the day, competitive bidding can increase price, good for unusual properties.

Disadvantages: Upfront costs (£500-£1,000+), auction fees (2-3% plus VAT), reserve price risk, property may not sell, limited marketing time.

Making Your Decision

Consider three key factors: Money (can you afford agent fees or do you need to save them?), Time (do you have time to manage the sale yourself?), and Convenience (how much stress can you handle?). Most sellers use estate agents, but selling privately or at auction can work well in the right circumstances.

Valuation & Marketing

• Carry out a property valuation
• Create public awareness of your sale
• Arrange and conduct the viewings

Getting your property valuation right is crucial. Price too high and you'll deter buyers; price too low and you'll lose money. You have two main options: independent valuation or estate agent valuations.

Independent Valuation

An independent RICS surveyor can provide an objective valuation, typically costing £250-£600. This gives you an unbiased figure to work from and can be useful if you're unsure about estate agent valuations. However, it's an additional cost and the surveyor's market knowledge may be less current than an active estate agent's.

Estate Agent Valuations

Most sellers get free valuations from multiple estate agents (usually 3-4). This gives you a range of opinions and helps you choose an agent. Be wary of agents who over-value to win your business - they may reduce the price later. Look for agents who provide detailed comparisons with recently sold properties in your area.

Online Valuation Tools

Websites like Home.co.uk provide instant estimates based on sold prices, current listings, and property characteristics. While useful as a starting point, these should be combined with professional valuations as they can't account for your property's specific condition, improvements, or unique features.

Estate Agents

Choosing the right estate agent is one of the most important decisions in your selling journey. The right agent will achieve a higher sale price and smoother transaction, easily justifying their commission.

Types of Estate Agents

High Street Agents: Traditional agents with physical premises. They typically charge 1.5-3.5% plus VAT but offer comprehensive services including viewings, negotiations, and local market knowledge.

Online Agents: Lower cost (often fixed fees of £500-£2,000 or 0.75-1.5% commission) but you may need to conduct viewings yourself. Marketing reach can be good as they list on major portals.

Hybrid Agents: Combine online efficiency with some traditional services. Pricing falls between high street and pure online agents.

What Estate Agents Do

Estate agents handle property valuation, professional photography and floor plans, marketing on major property portals (Rightmove, Zoopla, OnTheMarket), creation of property particulars, arranging and conducting viewings, negotiating offers, liaising with solicitors, and progressing the sale through to completion.

Commission Rates

Typical commission ranges from 0.75% to 3.5% plus VAT. For a £300,000 property, this means £2,250-£10,500 plus VAT. Always negotiate - commission rates are not fixed. Multi-agent contracts (where several agents market your property) cost more but can sell faster.

Types of Contract

Sole Agency: One agent markets your property. Typical commission 1.5-2.5%. You can sell privately without paying commission.

Sole Selling Rights: One agent, but you pay commission even if you find the buyer yourself. Slightly lower commission (1.25-2%) but less flexibility.

Multiple Agency: Several agents market your property, but you only pay the one who finds the buyer. Higher commission (2.5-3.5%) but potentially faster sale.

Choosing An Agent

Interview at least three agents. Ask about their marketing strategy, how many properties they have on their books, their success rate, average time to sell, and references from recent sellers. Check their online reviews and presence on major property portals. Don't just choose based on the highest valuation - an experienced agent with a realistic price will serve you better.

Selling Privately

Selling your property privately can save thousands in estate agent fees, but it requires significant time, effort, and knowledge. You'll need to handle everything an estate agent would do, from marketing to negotiations.

Marketing Your Property

Create a compelling property listing with professional-quality photos (consider hiring a photographer for £100-£200). Write detailed, honest property particulars including room measurements. List on property portals (Rightmove, Zoopla charge private sellers, but sites like OnTheMarket and Gumtree offer options). Use 'For Sale' boards, local newspapers, social media, and word of mouth.

Conducting Viewings

Safety is paramount - never conduct viewings alone. Have someone else present or arrange viewings when family members are home. Pre-qualify viewers by phone to avoid time-wasters. Prepare your property: clean thoroughly, declutter, create good lighting, and eliminate odours. Be ready to answer questions about the property, local area, and reasons for selling.

Legal Requirements

You must obtain an Energy Performance Certificate (EPC) before marketing. Prepare property information forms honestly - misrepresentation can lead to legal action. Have building regulations certificates for any work done, and be prepared to answer questions about boundaries, disputes, and any issues affecting the property.

Handling Offers

When offers come in, verify the buyer's position: are they cash buyers, mortgage approved, in a chain? Don't accept the first offer immediately unless it's your asking price - negotiate respectfully. Get offers in writing and instruct a solicitor promptly once you've accepted an offer.

Potential Pitfalls

Private sales can attract more time-wasters. You may achieve a lower price without agent expertise. The process is time-consuming, especially if you work full-time. You'll need to chase solicitors and buyers yourself. Security concerns during viewings require careful management. Consider whether the agent fee saving justifies these challenges.

Selling At Auction

Property auctions offer a fast, legally binding sale method. They're particularly suitable for certain types of properties and sellers who need a quick, certain sale.

How Auctions Work

You instruct an auction house 6-8 weeks before the auction date. The auctioneer values your property and sets a reserve price (the minimum you'll accept). The property is marketed for 4-6 weeks, with viewings arranged. On auction day, bidders compete, and if the reserve is met, the hammer falls. The buyer immediately pays a 10% deposit and exchanges contracts. Completion typically occurs 28 days later.

Costs

Auction houses typically charge entry fees of £500-£1,000 plus VAT (payable even if the property doesn't sell), plus commission of 2-3% of the sale price plus VAT. You'll also need to pay for a legal pack (£300-£600), EPC, and marketing materials. Total costs can be £1,500-£3,000 before commission.

Suitable Properties

Auctions work well for unique or unusual properties that are hard to value, properties needing renovation (popular with developers and investors), tenanted properties, properties being sold by executors or in divorce settlements, land and development opportunities, and properties where speed is essential.

Advantages

Speed and certainty: sale agreed in one day with legal completion in 28 days. No chains or gazumping. Competitive bidding can drive prices up. Attracts serious, cash-ready buyers. Good for difficult-to-sell properties.

Risks

Property may not reach the reserve price and fail to sell. Upfront costs are payable regardless. Limited marketing period compared to traditional sales. May achieve lower price than private treaty if competition is weak. You're legally bound to sell at the reserve price even if you change your mind.

Preparing Your House For Sale

First impressions are crucial. Buyers form opinions within seconds of arrival. Proper preparation can add thousands to your sale price and reduce time on the market. Focus on repairs, cleanliness, decluttering, and creating a neutral, welcoming environment.

Essential Repairs

Fix obvious problems that will concern buyers or affect valuations: repair leaking taps, broken tiles, cracked windows, damaged plaster, squeaky doors, loose handles, and faulty light fittings. Address damp issues immediately as they significantly affect value. Ensure heating, electrics, and plumbing all work correctly.

Cleaning

Deep clean every room. Pay special attention to kitchens and bathrooms - buyers scrutinise these most. Clean windows inside and out. Wash or replace curtains. Clean carpets professionally if necessary. Remove cobwebs and dust from all corners. Clean appliances thoroughly. A sparkling clean property suggests good maintenance.

Decluttering

Remove personal items, family photos, and excess furniture. This helps buyers imagine themselves living there. Clear kitchen worktops, tidy wardrobes (buyers will look inside), organise storage areas, clear the loft and garage. Consider renting a storage unit for excess belongings. Minimalist spaces appear larger and more valuable.

Decoration

Neutral colours appeal to the widest audience. If walls are brightly coloured or dated, consider repainting in neutral tones (white, cream, light grey). This is inexpensive but highly effective. Ensure paintwork is clean and undamaged. Replace dated fixtures like light fittings and door handles if budget allows.

Kerb Appeal

The exterior creates the first impression. Tidy the garden, mow lawns, trim hedges, weed borders. Clean the driveway and paths. Paint or clean the front door. Polish door furniture. Ensure house numbers are visible. Add potted plants by the entrance for a welcoming feel.

Hall & Entrance

The hall is where buyers form their crucial first impression. It sets the tone for the entire viewing. A welcoming, spacious entrance makes buyers more receptive to the rest of the property.

Key improvements: Repaint in light, neutral colours to create a bright welcome. Replace or clean flooring - worn entrance carpets look particularly poor. Ensure excellent lighting - consider brighter bulbs or additional lighting. Remove coats, shoes, and clutter that make the space feel cramped. Add a mirror to create the illusion of space. Polish the front door and hardware. Ensure it opens smoothly.

Common issues: Dark hallways make properties feel unwelcoming. Worn flooring at entrances is common but off-putting. Cluttered halls make the whole property seem small. Musty odours from coats and shoes can be immediately noticed. Address these before viewings begin.

Kitchen

Kitchens are one of the most important rooms for buyers. A dated or dirty kitchen can significantly reduce your sale price, while a clean, modern kitchen adds substantial value. Many buyers mentally calculate kitchen replacement costs.

Essential tasks: Deep clean everything - ovens, hobs, extractors, tiles, worktops, cupboards inside and out. Remove all clutter from worktops to maximise perceived space. Ensure all appliances work properly. Fix dripping taps and loose handles. Clean or replace grouting if discoloured. Ensure good lighting.

Budget improvements: Replace dated cabinet handles (£50-£150 makes a surprising difference). Paint dated cabinets if they're solid but the wrong colour. Replace old taps (£30-£100 for a modern look). Add under-cabinet lighting if dark. Replace old flooring if badly worn.

Major improvements: If your kitchen is very dated and budget allows (£3,000-£15,000+), a new kitchen can add significant value, especially in higher-value properties. However, get multiple quotes and ensure you'll recoup the investment. In lower-value properties, a full kitchen refit may not return the cost.

Dining Room

Dining rooms are often underutilised spaces. Many homes use them as storage, offices, or play areas. For viewings, establish the room's purpose clearly - buyers need to see its potential.

Staging tips: If you have a dining table and chairs, set it with placemats or a simple centrepiece to define the space. Ensure adequate lighting - dining rooms are often dark. Remove excess furniture to maximise space. If the room is small, use a smaller table or remove it entirely to show the floor area. Paint in neutral tones. Clean carpets thoroughly.

Multipurpose rooms: If your dining room doubles as something else, temporarily restore it to a dining room for viewings. Buyers want to see a dining space, especially in family homes. Remove desks, gym equipment, or toys during viewings.

Lounge / Living Room

The lounge is where buyers imagine relaxing. Create a comfortable, spacious, neutral environment. Remove excess furniture and personal items. Buyers should be able to visualise their own lifestyle, not yours.

Key actions: Arrange furniture to maximise space and define areas. Remove oversized or excess pieces. Ensure good lighting - add lamps if necessary. Clean or replace worn carpets. Repaint bold walls in neutral colours. Remove personal photographs and collections. Clean windows thoroughly for maximum natural light. Ensure TV and cables are neatly arranged.

Focal points: If you have a fireplace, make it a feature - clean it, style the mantle simply. If not, create a focal point with furniture arrangement. Avoid pushing all furniture against walls - create conversation areas. Add cushions and throws for a welcoming feel, but don't over-clutter.

Bathroom

Bathrooms are scrutinised intensely by buyers. Cleanliness is paramount. Dated or dirty bathrooms can significantly reduce offers, as buyers factor in replacement costs (£2,000-£8,000+).

Essential cleaning: Remove all limescale from taps, showerheads, and glass. Clean or replace discoloured grouting. Scrub tiles until sparkling. Remove mould from sealant (or replace sealant entirely - costs £5-£10 DIY). Ensure drains smell fresh. Clean toilet thoroughly. Polish mirrors and chrome. Remove all personal toiletries and clutter.

Quick improvements: Replace worn bath mats and towels with fresh white ones for viewings. Update dated taps if possible (£30-£150). Replace toilet seat if stained (£15-£40). Add a new shower curtain if current one is tired. Ensure excellent lighting. Paint if necessary - bathrooms often have moisture damage to paint.

Major improvements: If your bathroom is very dated, consider refitting if budget allows, especially in higher-value properties. A modern bathroom can add substantial value. However, in lower-value properties, a full refit may not return the cost - focus on deep cleaning and minor updates instead.

Bedroom

Bedrooms should feel peaceful, spacious, and neutral. Remove personal items and excess furniture. Buyers want to imagine their own belongings, not see yours.

Master bedroom: This is a key selling point. Make it feel luxurious and spacious. Remove excess furniture - less is more. Use neutral bedding in white, cream, or grey. Add cushions for a hotel-like feel. Ensure wardrobes are tidy (buyers will look inside). Remove personal photographs and items. Ensure good lighting.

Other bedrooms: Define their purpose clearly. If used as offices or storage, temporarily convert back to bedrooms for viewings. Use appropriate furniture (single beds in smaller rooms, desks in potential studies). Keep children's rooms tidy and minimally decorated. Remove toys and clutter during viewings.

Common improvements: Repaint in neutral colours if bright or personalised. Clean or replace carpets if worn. Ensure windows are clean for maximum light. Fix any damaged plaster or cracks. Ensure all lights work. Create the illusion of space by removing oversized furniture. Add mirrors to make rooms appear larger.

Study / Home Office

With increased home working, studies and home offices have become major selling points. If you have a dedicated study, present it well. If not, consider staging a smaller bedroom as one.

Presentation: Keep the space tidy and organised. Use appropriate furniture - a desk and chair, shelving, good lighting. Remove clutter, paperwork, and personal items. Ensure cables are managed neatly. Show good storage solutions. Ensure the space has excellent lighting - important for working. Paint in neutral, calm colours.

Creating a study: If you don't have a study but have a spare bedroom, temporarily stage it as one for viewings. This can be more appealing than showing multiple bedrooms with unclear purposes. Use minimal furniture: a desk, chair, lamp, and a few books on a shelf. This demonstrates versatility and appeals to home workers.

Viewings

Viewings are your opportunity to convert interest into offers. Proper preparation and conduct can significantly affect the final sale price and speed of sale.

Before Viewings

Clean thoroughly before every viewing - don't assume the property is clean enough. Open curtains and blinds for maximum light. Turn on all lights, even during daytime. Adjust heating to a comfortable temperature (not too hot or cold). Eliminate odours - pets, cooking, smoke, damp. Air the property and use subtle air fresheners sparingly. Play soft background music at low volume (optional).

During Viewings

If your estate agent conducts viewings, ideally be out - buyers speak more freely. If you must be present, stay in one room and be available for questions. If conducting viewings yourself, greet viewers warmly, give a brief tour highlighting key features, allow them to explore freely, be honest about any issues, answer questions openly, don't follow too closely, provide property information if helpful.

Safety Considerations

If conducting viewings yourself, never be alone - have someone else present. Pre-qualify viewers by phone. Keep valuables and personal documents secured. Don't allow viewers to wander unaccompanied. Note vehicle registrations if possible. Trust your instincts - if someone makes you uncomfortable, end the viewing.

Weighing Up Buyers

Not all interested viewers are equal. Try to establish: Are they first-time buyers, in a chain, or cash buyers? Is their mortgage approved in principle? How quickly do they need to move? Are they serious or just looking? Cash buyers and those without chains are most desirable as they reduce the risk of sales falling through.

Negotiation

• Field the offers and push for higher prices
• Decide on the best offer

Who Negotiates?

If you're using an estate agent, they'll handle negotiations on your behalf. This is advantageous - they have experience, create a buffer between you and the buyer, and can play hardball without damaging relationships. However, ensure you're involved in decisions and set clear parameters for what you'll accept.

If selling privately, you'll negotiate directly. Remain professional and unemotional. Avoid revealing your circumstances or urgency. Don't accept the first offer immediately unless it's your asking price - buyers expect some negotiation.

Receiving Offers

When an offer arrives, don't make immediate decisions. Get offers in writing via your estate agent or solicitor. Establish the buyer's position: mortgage approved, deposit available, in a chain, proposed timescale. Compare offers on overall merit, not just price. A slightly lower offer from a cash buyer may be better than a higher offer from someone in a complex chain.

Counter-Offers

If an offer is below your expectations, don't reject it immediately. Make a counter-offer. Come down slightly from your asking price to show willingness to negotiate while maintaining value. Justify your position with comparable sales or property features. Multiple rounds of negotiation are normal.

Gazumping

Gazumping occurs when you accept a higher offer after already accepting a lower one. It's legal but controversial. While tempting if a much higher offer arrives, consider the reputational damage and risk that the new buyer may be less reliable. Most sellers honour their initial acceptance.

Choosing Between Offers

Consider multiple factors: offered price, buyer's position (cash, mortgage approved, chain), deposit available, proposed completion timescale, buyer's motivation and seriousness, solicitor instructed, survey arranged. The highest offer isn't always the best. A proceedable buyer offering slightly less may be preferable to a higher offer from someone in a lengthy chain.

Conveyancing

• Either instruct a solicitor or do it yourself

Conveyancing is the legal process of transferring property ownership. While legally you can do it yourself, most sellers use a solicitor or licensed conveyancer. The process is complex, and mistakes can be costly.

What Conveyancing Involves

Your conveyancer will: verify your ownership and right to sell, investigate and resolve any legal issues with the title, prepare the contract of sale, answer the buyer's solicitor's enquiries, manage the exchange of contracts, arrange repayment of your mortgage, handle the financial transaction on completion, transfer the title deeds to the buyer.

Costs

Conveyancing fees for sellers typically range from £250-£500 plus disbursements (additional charges for searches, Land Registry fees, etc.). Shop around and get quotes from multiple conveyancers. Online conveyancing services often offer competitive rates. However, don't choose solely on price - poor conveyancing can delay or derail sales.

Finding A Conveyancer

Ask for recommendations from friends, family, or your estate agent. Compare quotes from at least three conveyancers. Check online reviews. Ensure they're regulated (solicitors by the Solicitors Regulation Authority, conveyancers by the Council for Licensed Conveyancers). Ask about their experience, average completion times, and communication methods. Responsive communication is crucial - delays in conveyancing are a common complaint.

DIY Conveyancing

While legal, DIY conveyancing is not recommended for most sellers. The process is complex, paperwork intensive, and mistakes can have serious legal and financial consequences. However, if you're confident, organised, and the sale is straightforward (freehold, no chain, no complex issues), it's possible. You'll save solicitor fees but need to invest significant time learning the process.

Timeline

Conveyancing typically takes 8-12 weeks from offer acceptance to completion, though this varies significantly based on chain length, property complexity, and efficiency of all parties involved. Chase your conveyancer regularly for updates - proactive communication can speed things up.

Completion

Completion is the final stage of the sale when ownership legally transfers to the buyer. Understanding the process helps ensure a smooth handover.

Exchange Of Contracts

Before completion comes exchange of contracts. This is when the sale becomes legally binding. The buyer pays a deposit (typically 10% of the purchase price). Both parties are legally committed to complete on the agreed date. If either party withdraws after exchange, they may lose their deposit or face legal action. A completion date is set, usually 1-4 weeks after exchange.

Completion Day

On completion day, the buyer's solicitor transfers the remaining funds to your solicitor. Once your solicitor confirms receipt (usually between 12pm-2pm), you must vacate the property. The buyer's solicitor releases keys to the buyer. Your solicitor pays off your mortgage and transfers the remaining balance to your account within a few days.

Before You Leave

Take final meter readings for gas, electricity, and water. Inform utility providers of completion date and final readings. Leave instruction manuals and warranties for appliances. Leave any items agreed in the contract (curtains, carpets, appliances). Remove all personal belongings. Leave the property clean and tidy - this creates goodwill and avoids disputes. Leave all keys, including garage, shed, and window keys.

What To Take

Only take items that are yours and not included in the sale. Fixtures (items permanently attached) usually stay unless explicitly excluded in the contract. Fittings (freestanding items like furniture) usually go unless explicitly included. If in doubt, check your contract or ask your solicitor. Disputes over items are common and easily avoided by clarity from the start.

After Completion

Notify your council tax office. Cancel or transfer home insurance. Redirect your mail with Royal Mail. Update your address with banks, DVLA, medical services, etc. Your solicitor will handle Land Registry updates. Keep all completion documents safely - you may need them for tax purposes or future property sales.

Useful Contacts

These organisations can provide additional guidance and support throughout your selling journey: