Choosing the right estate agent involves more than commission rates or the highest valuation. This guide explains what to look for, how estate agents are paid, why realistic pricing matters, and the importance of communication, trust, and finding someone who genuinely represents your interests when selling your Marbella or Costa del Sol property.
Choosing the right agent to sell your Costa del Sol property
So, having decided to use an estate agent to sell your property, the next question is: how do you choose the right one?
Most homeowners only sell occasionally, and it is therefore understandable that the process can seem unfamiliar. You may receive different valuations, different commission rates and different advice, making it difficult to know who you should trust.
The truth is that choosing an agent isn't simply about finding the lowest commission or the highest valuation. It's about finding someone who you believe will represent your interests, communicate openly and give your property the best possible chance of selling.
There is no single formula for choosing the right estate agent, but there are a number of things that can help you make an informed decision.
Here are a few that are worth considering before you make your final decision.
How are estate agents paid?
Most estate agents work on a commission basis. The fee is usually calculated as a percentage of the final selling price of the property and is only payable when the sale has been completed.
In other words, they normally work on a no-sale, no-fee basis. In most cases, and certainly with us, even if you change your mind, decide not to sell and take the property off the market, the agent makes no charge.
This means that the agent invests their own time, money and effort into marketing your property without any guarantee of ever being paid. Professional photography, advertising, viewings, negotiations and ongoing communication all take place before a sale is ever completed and all fall within the no-sale, no-fee arrangement.
Understanding this business model is a fundamental part of understanding how estate agents' fees work. It is one of a very small number of businesses that operates in this way, and it means that you do not have to find money to pay the agent unless they achieve the result you are hoping for.
Is the asking price realistic?
It's always encouraging to hear that your home may be worth more than you had expected. However, it is worth bearing in mind that the highest valuation is not necessarily the best one. The valuation process can sometimes form part of the pitch for your business, and you don't necessarily want to work with someone who simply tells you what you want to hear.
A good estate agent should aim to achieve the highest realistic price the market is prepared to pay. The asking price needs to attract genuine buyers while still achieving an outcome that leaves you happy with the sale.
Pricing a property higher than the market is prepared to pay may seem attractive at first, but it can reduce interest, prolong the time on the market and sometimes result in selling for less than if the price had been realistic from the start.
What will the agent actually do?
Marketing isn't simply about putting your property on a website and waiting for enquiries. A good agent will consider:
- how the home should be presented
- where it should be advertised
- who is most likely to buy it
The aim is not to generate as many enquiries as possible. The aim is to attract the right enquiries. There's little benefit in arranging viewings for people who are unlikely to buy. The objective is to introduce suitable buyers who genuinely have an interest in purchasing your type of property.
How important is communication?
Good communication doesn't necessarily mean constant communication. Some sellers like regular updates, while others are happy to hear from their agent only when there is something worth discussing. There is no right or wrong approach.
What is important is that communication is open, honest and straightforward. You should feel comfortable contacting your agent whenever you have a question, and you should expect them to contact you whenever there is something you need to know. A good working relationship is built on trust rather than the number of telephone calls made.
Should I sign an exclusive agreement?
This is one of the questions sellers ask most often. Some agents work exclusively, while others are happy to market properties on a non-exclusive basis. Neither approach is automatically right or wrong.
Personally, I prefer exclusivity when it exists because both the seller and the agent want the relationship to continue, not because a contract forces them to. If you have confidence in your chosen agent and they are doing a good job, there is often little reason to involve anyone else.
At the same time, if communication breaks down or you no longer feel confident in the relationship, I believe you should be free to discuss the situation and, if necessary, move on without being tied into a fixed-term contract.
Trust is a far stronger foundation than obligation.
There are also occasions when using more than one agent may be entirely appropriate. Some agencies specialise in particular types of property or appeal to different markets and, like many aspects of selling property, there is no one-size-fits-all answer.
What if things aren't going well?
No relationship is perfect. If you have concerns, the first step should always be to discuss them openly with your agent.
Sometimes there is a perfectly reasonable explanation. Sometimes expectations simply haven't been communicated clearly enough. Most problems can be resolved through honest conversation, but if they can't, you should feel confident to move on and make a decision that better suits your needs.
What is a good estate agent really trying to achieve?
Of course, an estate agent wants to win your instruction. Without properties to sell, there is no business, but winning the instruction is only the beginning.
A good estate agent will want to complete the sale successfully, achieve the best realistic price and leave you feeling satisfied with both the outcome and the service you received. The best recommendation an agent can receive is when a happy client confidently recommends them to friends or family. That only happens when both your interests and theirs remain aligned throughout the process.
Final thoughts
Choosing an estate agent is one of the most important decisions you will make when you are thinking about selling your property.
Commission rates, valuations and marketing all have their place, but so do trust, communication and realistic advice. The right agent isn't necessarily the one who promises the most or the one who tells you what you want to hear. The right agent is the one who gives you confidence that they will represent your interests from the day your property goes on the market until the day the sale is completed.
If you are thinking about selling a property on the Costa del Sol and would simply like to discuss any aspect of the process, feel free to get in touch. Whether you eventually decide to use our services or not, we're always happy to offer straightforward, practical advice.
You can call us on (0034) 952 90 52 00, WhatsApp us, or email info@michael-moon.com.
