Blog Post | Lancasters

Most sellers invite two or three estate agents to value their home and then choose based on gut feel, the highest number, or whoever seemed nicest. That is not a process. It is a gamble with your most valuable asset.

The valuation appointment is your interview. Here are the questions worth asking before you hand anyone the keys.

1. How did you arrive at that valuation? Any agent can quote a number. A good one can back it up. Ask them to show you the comparable sales they have used, what those properties actually sold for, and why they have adjusted up or down for your specific home. If they cannot produce evidence, the figure is not a valuation, it is a guess designed to flatter you.

2. What is your average time to sell? Not time to receive an offer, time from listing to completion. An agent with a long average is either overpricing properties, attracting the wrong buyers, or failing to manage sales through to the finish line. Ask for their current average and how it compares to the local market. If they do not know, that tells you something too.

3. What is your fall-through rate? Agreeing a sale is only half the job. A high number of sales collapsing after an offer is accepted suggests the agent is not properly qualifying buyers before putting them forward. Every fall-through costs you time, money, and market momentum. A good agent should be able to give you a figure and explain what they do to minimise the risk.

4. How will you market my property? A Rightmove listing and a few photos is the bare minimum, not a marketing strategy. Ask about professional photography, floorplans, social media, their registered buyer database, and whether they proactively match properties to buyers before going to market. The quality of the photography alone can meaningfully affect the number of viewings you get.

5. Who will actually be handling my sale? At larger agencies, the person who values your home is often not the person who manages your sale day to day. Find out who your main point of contact will be, what their experience is, and whether you will have a dedicated person or be passed between whoever is available. Continuity matters, particularly when a sale gets complicated.

6. What are your fees and what is included? Get the full picture before you compare percentages. Some agents charge separately for photography, floorplans, or premium portal listings. Others include everything. A slightly higher headline fee that covers professional marketing is often better value than a cheap rate with a list of add-ons. Ask for the total cost in writing.

7. What is the notice period if I am unhappy? This is the question most sellers forget to ask and later wish they had. Some agents tie you in for 16 or 20 weeks regardless of performance. Ask exactly how long the tie-in period is, what notice you need to give, and whether there are any exit fees. An agent who is confident in what they do should not need a lengthy contract to keep you.

8. How will you keep me updated? Ask specifically: how often will I hear from you, and what will you tell me when there is nothing to report? Regular, honest communication is one of the things sellers value most and complain about most when it is missing. If the agent is vague about this in the pitch, they will be vague about it once you are on the market.

9. Do you receive referral fees from solicitors or mortgage brokers? Agents are required by law to disclose referral fees, but not all do so proactively. If they recommend a conveyancer or mortgage broker, ask whether they receive a fee for that introduction. It does not automatically mean the recommendation is bad, but you deserve to know about any financial relationship that might influence their advice.

The bottom line
A good estate agent will welcome these questions. A bad one will waffle, deflect, or make you feel awkward for asking. That reaction alone tells you most of what you need to know.
This guide was written by the team at Lancasters Estate Agents on the Isle of Wight. If you are thinking of selling and would like a straight-talking valuation, we would be happy to talk.