10 Questions to Ask Before Choosing an Estate Agent to Sell Your Property in Spain
Choosing the right estate agent can make a considerable difference when selling a property in Spain.
It is tempting to choose an agent because they offer the highest valuation, charge the lowest commission or promise that they already have a buyer waiting. But selling a property involves far more than simply putting photographs online.
A good estate agent should be properly established, professionally insured, knowledgeable about the local market and prepared to invest both time and money in presenting your property effectively.
Before signing an agency agreement, here are 10 questions worth asking.
- Are you legally registered to operate as an estate agent?
This should be one of your first questions.
Ask the agent to explain under what company or professional structure they operate, where they are registered and what legal requirements apply to their activity.
Do not be embarrassed to ask for details. A professional agent should be perfectly comfortable explaining their legal status and providing the relevant information.
You are potentially entrusting someone with the sale of one of your most valuable assets. Knowing exactly who you are dealing with matters.
- Do you have Professional Indemnity and Public Liability Insurance?
Professional insurance is an important distinction between somebody who simply introduces buyers and an established estate agency business.
Ask specifically whether the agency carries Professional Indemnity Insurance (Seguro de Responsabilidad Civil Profesional) and what activities it covers.
Mistakes can happen in any business. Appropriate insurance provides an additional layer of protection for both the agency and its clients.
If an agent is unable or unwilling to answer the question clearly, ask why.
- How did you arrive at your recommended asking price?
A valuation should be more than an optimistic figure designed to win your instruction.
Ask the agent to explain the reasoning behind the price.
They should be able to discuss comparable properties, recent sales where information is available, current competing properties, location, condition, legal status, outside space, views, access and other factors affecting the local market.
Be particularly cautious about automatically choosing the agent who gives you the highest valuation.
An unrealistically high asking price can result in a property sitting on the market for months, becoming stale and eventually requiring price reductions.
A good agent should be prepared to have an honest conversation about price.
- What will you actually spend on marketing my property?
This is one of the most revealing questions you can ask.
There is an important difference between listing a property and marketing a property.
Ask exactly what is included within the agent's commission and whether the agency has a genuine marketing budget.
Will they pay for professional photography? Video? Drone photography where appropriate? Paid social-media campaigns? Featured portal listings? International advertising?
And importantly:
Who pays for it?
Some agencies rely almost entirely on free or standard property portal listings. Others actively invest their own money in generating enquiries.
If an agent is asking for several thousand euros in commission, it is reasonable to ask how much they are prepared to invest in selling your home.
- How will you present my property?
First impressions are enormously important.
Ask to see examples of the agent's current property listings.
Look beyond the words and consider the overall presentation.
Are the photographs professional? Are rooms prepared before photography? Are images bright and properly composed? Are floor plans provided where appropriate? Are descriptions detailed and accurate? Is there video content? Does the agent explain the lifestyle and location as well as the building itself?
For unusual properties, country houses, village homes and boutique hospitality businesses, good presentation becomes particularly important because the agent is selling more than square metres.
They are communicating what it might feel like to own the property.
- Where will my property be advertised?
"On the internet" is not a sufficient answer.
Ask which property portals the agency uses and whether your property will appear on the agent's own website.
Then ask about their wider strategy.
Do they market through social media? Do they use targeted advertising? Do they reach international buyers? Do they maintain a database of active purchasers? Do they collaborate with other reputable agencies?
For properties in areas attracting overseas purchasers, international exposure can be particularly valuable.
The objective should not simply be to achieve the greatest number of views. It should be to put the property in front of the right potential buyers.
- How will you qualify buyers before bringing them to my property?
Not every enquiry should become a viewing.
A good agent should establish as much as reasonably possible about prospective buyers before arranging an appointment.
What type of property are they looking for? What is their budget? Are they dependent upon finance? Have they already sold their existing property? Are they genuinely considering your area?
This is particularly important when selling a permanent home.
Preparing a property for repeated viewings takes time and allowing strangers into your home can be disruptive. Your agent should respect that and make reasonable efforts to ensure that viewings are worthwhile.
- What checks will you make on my property before marketing it?
Finding a buyer is only the first stage of a successful sale.
Problems frequently emerge because the physical property does not correspond correctly with the Escritura, Registro de la Propiedad or Catastro, or because extensions, swimming pools, outbuildings or other alterations have not been properly documented.
Ask your agent what documentation they want to see before putting the property on the market.
An experienced agent will often identify potential issues early and, where necessary, recommend that you obtain appropriate legal or technical advice.
Discovering a problem before a buyer is emotionally and financially committed to the purchase is considerably better than discovering it shortly before completion.
- What exactly is included in your commission?
Do not compare estate agency commissions simply by looking at percentages.
Ask what you actually receive for the fee.
Does it include professional photography and video? Property portals? Paid advertising? Accompanied viewings? Negotiation? Collaboration with other agencies? Assistance gathering property documentation? Liaison with lawyers, architects, surveyors and the notary during the sale?
Also establish whether the quoted commission includes or excludes IVA and read the agency agreement carefully before signing.
A lower percentage is not necessarily better value if very little is being invested in marketing or managing the sale.
The better question is:
What service am I receiving for the commission I am paying?
- Who will actually manage my sale from beginning to end?
Finally, ask who will be responsible for your property.
Will you have one principal point of contact or will you be passed between different departments?
How often will you receive feedback?
Will the agent tell you what viewers thought — including the comments you may not necessarily want to hear?
And once an offer is accepted, who follows the transaction through?
A good estate agent's work does not finish when a buyer says, "I'll take it."
There may still be negotiations, deposits, documentation, mortgage valuations, technical questions, lawyers, notaries and unexpected problems to coordinate before the keys finally change hands.
Choosing the Right Estate Agent
Selling a property is a significant financial transaction, and choosing the person or company representing you deserves a little due diligence of its own.
Meet more than one agent. Ask questions. Look carefully at how they market their existing properties and ask them to explain exactly what they will do for yours.
Most importantly, choose an agent who gives you clear, credible answers rather than simply telling you what they think you want to hear.
A professional estate agent should be able to demonstrate how they will value, prepare, market and manage your property — and what they are prepared to invest themselves in achieving a successful sale.
At Andalucía Country Houses, we believe sellers should understand exactly who they are instructing, how their property will be presented and where their agency commission is being spent.
Because selling your property isn't simply about putting it on the market.
It's about putting it on the market properly.
