How can I get estate agents on my side?

Getting estate agents on your side can get you to the front of the queue for viewing houses and if you can show the agent you're in a strong position to buy it may make it more likely that your offer is accepted. Here’s how to do it.

Angela Kerr Director, Editor

KEY INFORMATION

How to get estate agents on your side: At a glance

• Make contact with local estate agents and be clear about your requirements.
• Show you’re a serious buyer by getting your mortgage in principle, finding your conveyancer and putting your property on the market if you need to sell it.
• Be open to getting quotes from estate agents’ in-house services – but don’t feel obliged to use them.
• Stay in contact with estate agents so they’ll keep you in mind.
• Consider using a buying agent

5 steps to getting estate agents on your side

Here’s the step-by-step guide to getting estate agents on your side.

1. Give the estate agents your requirements

Start by making contact with the estate agents in your area. You don’t need to do this in person, a phone call should suffice so you can explain your requirements and register with them. This means you’ll get on their email lists and the estate agent may phone you about new instructions they have before they’re listed on property portals like Rightmove.

Being clear about what you are looking for, including the property types and areas, can help to get estate agents on your side. It also helps if you’re realistic about what your budget will get you and if you can set out which requirements are set in stone and which you’re happy to be flexible about.

Give them a rough estimate of how much you are looking to spend, but don’t give them full details of your financial situation (it could put you at a disadvantage in negotiations if they know you can afford more).

2. Show you’re serious from the start

You’re more likely to get estate agents on your side if you can show you’re a serious buyer. You can do this by:

• Getting your mortgage in principle: If you need a mortgage to buy a property, make sure you get a mortgage in principle before you start house-hunting. This is an indication that a lender could lend you a specified amount, based on details you’ve provided about your income, spending and debts. The agent will be able to see that you’re looking at properties you’re likely to be able to afford to buy. You should be able to get a mortgage in principle for free. With our partners at L&C, you can get a personalised Decision in Principle in just a matter of minutes.
• Have your conveyancer lined up: You’ll need a conveyancer to handle the legal side of buying a house. By showing the estate agent you’ve already got your conveyancer lined up before making an offer, it gives the impression that you’ll be ready to move fast when you get an offer accepted. Get instant quotes from regulated and reviewed conveyancing solicitors that cover your area here.
• Make sure your property is already on the market: If you need a sell your house so that you can buy a new home, estate agents will take you more seriously if your property is already on the market. Read our guide on Buying and selling a house.

3. Get quotes for estate agents’ in-house services – but don’t feel you have to use them

The estate agent you’re speaking to may suggest you speak to their in-house mortgage broker and solicitor. But if you do this without shopping around elsewhere you may end up paying over the odds. However, it could work in your favour in terms of your relationship with the estate agent if you agree to get quotes from them. Although you should be clear you know your rights about being able to shop around for different providers and the fact they can’t hold back your offer if you don’t use their in-house services. Read more in our guide Do I have to use an estate agent’s mortgage advisor?

4. Stay in regular contact

Make sure you stay in touch with the estate agents to remind them you’re still looking so that you’ll be at the top of their list of who to call when they get a new instruction that fits your requirements. And it goes without saying that giving feedback on viewings is important too. Not only is it a courtesy to the estate agent that showed you around but it will help them understand your requirements better too.

5. Consider a buying agent

If getting an estate agent on your side sounds like too much work or if you want professional help to get you ahead of the pack, you may consider instructing a buying agent. These are like estate agents but they act solely in the interests of the buyer. It’s a buying agent’s job is to find their client the property that best fits what they are looking for and then negotiate the best price and terms. However, while getting a professional on board can help level the playing field, you’ll pay for their services. Find more in our guide Buying agents explained.

Do I need to offer the asking price?

No. While having a good relationship with estate agents has its benefits, it does not mean you’re obliged to offer any more on a property. Also, it’s important to note that while agents works for the seller, and are incentivised to get as high a price as possible for the house, most agents work on a no sale no fee basis so if they don’t sell, they get nothing for their efforts.

If they are the sole agent, they will be worried that if they don’t get a deal agreed, the seller will put it out to a multiple agency agreement. If they are already one of multiple agents marketing the property, they will fear that if they don’t seal the deal, another agent will.

This all means that agents can be keener than the seller to accept a lower price, just to make sure they get a deal. If a property is proving a little hard to shift, and is perhaps overpriced, the agent can effectively end up on your side, trying to get the seller to agree a lower price.

They might encourage the seller to accept an offer £10,000 lower than asking price, because while that might be a lot of money for you, it only equates to £200 in fees for the agent, and it is far better to get slightly lower fees than no fees at all.

But beware of making low-ball offers

However, while you don’t want to overpay for a house and might go in with a lower offer than you’re prepared to pay so you have room to negotiate upwards, putting in an extremely low offer can be risky as it can damage relationships. However, there are some circumstances in which it might work, such as if the property has been on the market for a long time. Find more in our guide How to make an offer on a house & negotiate effectively.

What does an estate agent do when you’re buying a house?

When you’re buying a house, the estate agent acts as an intermediary between the seller and the buyer. They’ll arrange and manage viewings and negotiate offers on behalf of the seller.

Also, under the Property Ombudsman Code of Practice, estate agents must take reasonable steps to find out from the buyer the source and availability of their funds for buying the house and give this information to the seller. This includes whether the buyer needs to sell a property, requires a mortgage, claims to be a cash buyer or any combination of these. 

They’ll usually ask the buyer to show a mortgage in principle from a lender to prove that they are in a position to afford the property. Although under the Code estate agents are also legally obliged to put all offers through to the seller, even if the buyer hasn’t been financially qualified at this stage.

Once an offer has been accepted, an estate agent should help make sure that the offer moves forward, unblock issues up and down the chain and work towards exchange of contracts and a date for completion.

Read more in our guide What does an estate agent do?

What’s the process of using an estate agent when buying a home

• Register with the estate agents that cover the area where you want to buy: Give them your requirements and budget so they’ll know which properties you may be interested in.

• You’ll be alerted to new properties that are due to hit the market: Don’t just rely on scrolling on Rightmove. By being registered with estate agents, you may get the heads up on properties before they officially hit the market.
• Viewings: The next step is to view properties. The estate agent will give you a tour of the house and answer any questions you have about the property. You may wish to see the property a number of times before making your final decision on it.
• Making an offer: Once you’ve found your ideal property, you’ll make your offer via the estate agent. If your offer is rejected, negotiations will also take place through the estate agent. Find tips on the best way to navigate this process in our guide How to make an offer on a house & negotiate effectively.
• The property should be removed from sale: The seller should ask the estate agent to take the house off the market once they’ve accepted an offer from a buyer. But they’re not legally obliged to do this and it doesn’t always happen. However, if the property remains on the market it increases the chances of you being gazumped. Read our guide Taking a house off the market – the rules.
• The estate agent will confirm your offer: Next, the estate agent will send you a memorandum of sale letter that confirms your offer. This will also be sent to the seller and both parties’ conveyancing solicitors so they can start the legal side of the house purchase.
• Sales progression: The estate agent’s job doesn’t end when an offer is accepted, they’ll then need to work to get the transaction to exchange of contracts as swiftly and smoothly as possible.

See our step-by-step guide to buying for advice at every stage of the buying process.

Do you pay estate agent fees when you’re buying a house?

No, you do not pay estate agent fees when you’re buying a house. The only exception to this is if you’re buying a house that is being sold by an estate agent via the Modern Method of Auction. This are a type of online property auction and the buyer will need to pay a reservation fee, usually of thousands of pounds, if they make the winning bid. This reservation fee gives them the opportunity to buy the property within a fixed period of time and is on top of the purchase price.

What are the benefits of getting estate agents on your side?

By getting estate agents on your side, you may get early notice that a property is coming to the market, which means you may be the first to see the property. This can be a huge advantage, especially in a fast-moving market. And if the estate agent is confident that you’re in a strong position to buy, they should relay this to the sellers when you make an offer which may mean it’s more likely for your offer to be accepted.

What questions should I ask the estate agent?

It’s advisable to draw up a list of questions to ask, including:

• Why is the owner selling?: If you’re lucky the estate agent might hint at the vendor’s circumstances which could help inform your negotiations, such as if you find out the owner is desperate to sell.
• How long has the property been on the market? If the house has been on the market a long time  ask the estate agent why they think it isn’t selling. For example, has a previous buyer pulled out due to a bad house survey?
• Has the property repeatedly changed hands? One important question to ask when viewing a house is if the current homeowners are moving out after a short period, it is important to find out why.
• Have the sellers found a new home? If they have, they may be keen to sell as fast as possible. Otherwise, if you have to wait until they find somewhere else, it adds to the uncertainty, with all the risks associated with being in a chain.

Find out more in our guide 25 questions to ask when viewing/ buying a house.

What common tricks of the trade do estate agents use?

As a buyer it’s advisable to be aware of some of the common tricks of the trade that estate agents can use, such as:

• Arranging viewings close to each other so that buyers think lots of people are viewing the property. Open house days work in a similar way. While taking offers as sealed bids is another method aiming at driving up the price. This is because it pits you against other buyers without you knowing how much they are willing to offer. Find more in our guide Sealed bids: Everything you need to know.
• Being overly-friendly: When you’re making small-talk at a viewing, beware of giving away personal information about your circumstances such as how much of a rush you’re in to move and your budget.
• Giving false reassurance: Estate agents operate under consumer protection regulations and a Code of Practice. But despite this and you asking all the right questions, estate agents may not have the answers, or give vague or wrong answers in an attempt to reassure you so they get the sale. So take what they say with a pinch of salt and make sure you do your own investigations.

Find more detailed information in our guide on Estate agent tricks of the trade.