SELLING YOUR HOME
Selling a home is a major financial decision and, for most people, something they only do a handful of times during their lives.
There are a lot of moving parts: deciding when to sell, establishing the right asking price, preparing your property, choosing an estate agent, marketing, viewings, negotiating offers and then progressing the transaction through solicitors and, potentially, a chain of other buyers and sellers.
A good estate agent should make that process easier to understand, keep you properly informed and give you clear advice when decisions need to be made.
At Paul Graham, we combine traditional estate agency values with modern property marketing. We believe in professional presentation and strong online exposure, but we also believe estate agency remains a people business.
That means speaking directly to buyers, following up enquiries, discussing viewing feedback, negotiating offers properly and keeping our clients updated by telephone and email.
And our involvement does not stop once a buyer has been found.
Paul Graham has dedicated sales progressors who help manage the transaction from offer through to exchange and completion.
This guide takes you through the entire selling process.
1. Deciding to sell your home
Before thinking about asking prices and estate agents, start with the bigger question:
What are you trying to achieve from your move?
Perhaps you need more space, want to move closer to family or a particular school, are downsizing, relocating, dealing with an inherited property or simply feel the time is right for something different.
Your circumstances can influence the strategy you use when selling.
Someone who has already found their next home may have very different priorities from a seller who is happy to wait for a particular price. Someone relocating for work may place greater importance on timescale and certainty.
It is also worth thinking about when you would ideally like to move.
Property transactions involve buyers, sellers, mortgage lenders, solicitors, surveyors and sometimes several other homes within a chain, so even a well-organised transaction can take several months.
For that reason, it can be helpful to speak to an estate agent before you are completely ready to launch.
Understanding your likely selling price and the current market can help you plan your next move properly.
2. Understanding what your property is worth
An estate agent's valuation should be more than an impressive number.
Most homeowners understandably want to achieve the best possible price, but the highest valuation is not necessarily the best valuation.
A sensible appraisal should be supported by recent comparable sales, current competing properties, the condition and individual features of the home, and the level of buyer demand within the market.
An ambitious valuation can initially sound appealing, but if the price is not supported by the market it can lead to limited interest, a longer time on the market and eventual price reductions.
The strongest strategy is to launch at a price that can be justified by evidence and is capable of generating genuine buyer interest from the outset.
Asking price and market value are not the same thing
An asking price is part of the marketing strategy.
It should attract the right buyers while still positioning the property to achieve the strongest possible result.
Price too low without a clear strategy and you risk underselling the home.
Price too ambitiously and buyers may overlook it completely.
A property that spends a long period online before being reduced can also create a different impression from a correctly positioned new listing.
That is why the initial launch strategy matters.
3. Choosing the right estate agent
Estate agency fees are important, but they should not be the only factor when deciding who to instruct.
The difference in service between estate agents can be considerably greater than the difference in their commission.
Some useful questions to ask include:
- What are your fees and are there any additional costs?
- How many similar properties have you recently sold locally?
- How will you market my property?
- Who will conduct the viewings?
- How will you communicate with me and how regularly?
- What is the length of the agency agreement and notice period?
- What happens once an offer has been accepted?
- Who will progress my sale through to exchange and completion?
There is another question we think every seller should ask:
What will you actually do once my property appears online?
Putting a property onto a portal is only one part of estate agency.
Ask whether registered buyers will be contacted directly, how enquiries will be followed up, who obtains viewing feedback and who negotiates your offers.
Then ask what happens after the property is marked Sold STC.
A significant part of an estate agent's work takes place after a buyer has been found.
4. Preparing your paperwork
One of the easiest ways to help your eventual transaction is to start gathering important property information early.
Depending on the property, this could include:
- planning permissions
- building regulation certificates
- guarantees and warranties
- electrical or boiler documentation
- window certificates
- information relating to extensions or alterations
- title documentation
- leasehold information
- service charge and ground rent details
- managing agent or freeholder information
For leasehold properties in particular, gathering documentation early can be extremely helpful.
Leasehold transactions can involve considerably more information than a typical freehold sale, so knowing who manages the building and having the relevant documentation available can prevent unnecessary delays later.
You will also need to provide identification and proof of address to your estate agent and solicitor as part of the required checks.
Do I need an EPC to sell my home?
Most properties being sold require a valid Energy Performance Certificate, commonly known as an EPC.
An EPC provides information about the property's energy efficiency and normally remains valid for ten years.
If your property already has a valid certificate, a new assessment may not be required.
If it does not, an EPC will normally need to be commissioned before the property is marketed.
5. Preparing your home for sale
You do not normally need to completely renovate your home before putting it on the market.
Major improvements carried out purely to sell do not always return the amount spent on them.
Instead, start with the basics.
Try walking through your property as though you were seeing it for the first time.
Small issues you have grown accustomed to may stand out immediately to a buyer.
Consider:
- touching up damaged paintwork
- dealing with obvious minor repairs
- cleaning windows
- tidying gardens and outside areas
- decluttering overcrowded rooms
- removing unnecessary furniture where rooms feel cramped
- improving the appearance of the entrance and front garden
The objective is not to remove every trace of personality from the property.
It is simply to allow buyers to appreciate the space and imagine themselves living there.
6. Preparing for professional photography
For many buyers, their first viewing of your property will happen online.
Professional photography is therefore an important part of the marketing.
The aim is not to make the property appear different from reality. It is to make sure that each room is shown clearly, attractively and to its best advantage.
Before photography, we recommend giving particular attention to the following areas.
Exterior
Move vehicles from the driveway where possible, remove bins and unnecessary objects, clean windows and tidy dead plants and leaves.
Kitchen
Clear unnecessary items from worktops, empty the sink and drainer and remove things such as pet bowls, excessive fridge magnets and cleaning products.
Bedrooms
Make beds, open curtains and blinds, close wardrobes and drawers and remove unnecessary clothes, shoes and clutter.
Bathrooms
Hide toiletries and toothbrushes, remove excess towels and bath mats and keep surfaces as clear as possible.
Seasonal decorations
Where possible, remove obvious seasonal decorations.
A property photographed with Christmas decorations, for example, can immediately look dated if those photographs remain online several months later.
Empty properties
An empty home still needs to be presented carefully.
It should be clean, outside areas should be tidy and gardens should continue to be maintained while the property is for sale.
7. Creating the property advert
Good marketing should help buyers understand both the property itself and what makes it worth viewing.
Professional photography is important, but it needs to be supported by accurate and informative property particulars.
A strong advert should clearly explain:
- the accommodation
- important features
- outside space
- parking arrangements
- tenure
- location
- transport connections
- relevant leasehold details where applicable
A floorplan is also extremely useful.
Buyers often use floorplans to understand how rooms connect and whether the property could work for their particular lifestyle before arranging a viewing.
Information should be accurate and transparent.
It is far better to establish important facts early than allow an issue to emerge unexpectedly during conveyancing.
8. Launching your property
Once the photography, floorplan, property particulars and pricing strategy are ready, the property can be launched.
Paul Graham markets properties through the major property portals including Rightmove, Zoopla and OnTheMarket, alongside our own website and branch marketing.
But we do not believe an estate agent's role should be to upload an advert and simply wait for enquiries.
Proactive buyer contact
Our branches maintain databases of buyers who have registered their property requirements with us.
When we take on a suitable new property, our team can identify people whose requirements match the home and contact them directly.
We strongly believe in speaking to buyers.
Someone may have overlooked a property online because of a photograph, price bracket or assumption about the location, yet after speaking to an agent who understands what they are looking for, they may realise it is worth seeing.
Modern property marketing provides excellent exposure.
Traditional estate agency helps turn that exposure into conversations and viewings.
9. Viewings
The objective of marketing is not simply to generate clicks.
It is to get suitable buyers through the front door.
At Paul Graham, we offer fully accompanied viewings, giving buyers the opportunity to ask questions while allowing sellers to step away from the process.
This also gives our team the opportunity to understand the buyer's reaction properly.
Before a viewing, presentation should follow many of the same principles as photography.
Keep rooms tidy, open curtains and blinds, allow in as much natural light as possible and make sure the home feels comfortable.
There is no need for elaborate staging.
Buyers simply need the opportunity to see the property properly and imagine themselves living there.
10. Feedback and communication
Feedback is valuable when it is properly understood.
One buyer saying they dislike a particular feature may not mean very much.
Several buyers independently raising the same concern is considerably more useful information.
A good estate agent should therefore try to understand why somebody did or did not like a property.
Were the rooms smaller than they expected?
Did the location work for them?
Did they like the house but feel it represented poor value compared with another property?
Would they consider making an offer?
That information should then be discussed with the seller.
At Paul Graham, communication remains a fundamental part of our service.
We prioritise direct communication by telephone and email, so our clients have someone they can speak to and ask for advice rather than being expected to monitor an app or online dashboard.
11. What if your property isn't getting enough interest?
A slow first week does not automatically mean something is wrong.
But simply waiting indefinitely is not a marketing strategy either.
Your estate agent should look at the evidence.
Useful questions include:
How many buyers are seeing the property in their search results?
How many people are opening the advert?
How many enquiries are being generated?
What are registered buyers saying when contacted?
How many physical viewings have taken place?
What feedback are those viewers giving?
Different results can indicate different issues.
If lots of people are opening the advert but almost nobody is enquiring, buyers may like the presentation but feel the overall proposition does not represent enough value.
If people are enquiring but then deciding not to view, there may be another objection.
If plenty of people are viewing but nobody is offering, their feedback becomes particularly important.
Good estate agency involves analysing that evidence and advising the seller accordingly.
12. Receiving an offer
Receiving an offer is exciting, but the headline figure is only part of the picture.
Before advising a seller, we want to understand the buyer's complete position.
That includes:
- whether they have a property to sell
- whether their own property is already under offer
- the length and position of their chain
- whether they are a first-time buyer
- whether they require a mortgage
- whether they have an agreement in principle
- whether they have a solicitor ready
- their preferred timescale
- any conditions attached to the offer
A slightly higher offer is not automatically the strongest offer.
For example, a buyer who is ready to proceed immediately can represent a very different proposition from somebody who still needs to place their own home on the market.
The seller always makes the final decision.
Our role is to make sure they understand the complete picture.
13. Negotiating the best result
Negotiation is one of the most important services an estate agent provides.
The estate agent has been appointed by the seller and should negotiate with their interests in mind.
That does not mean being confrontational with buyers.
It means properly understanding the buyer's position, knowing the seller's priorities and using experience to work towards the strongest achievable result.
Sometimes that means negotiating the price.
Sometimes it means asking a buyer to improve their position.
Sometimes two similar offers need to be compared according to chain, finance and timescale rather than price alone.
The objective is not simply to obtain an offer.
It is to secure the right price from the right buyer.
14. Accepting an offer
Once you decide to accept an offer, the property will usually be marked Sold Subject to Contract, often shortened to Sold STC.
The legal process can then begin.
The buyer and seller provide their solicitor details and the estate agent issues a memorandum of sale confirming the agreed transaction.
If you have not already instructed your solicitor or licensed conveyancer, this should be done promptly.
Your solicitor will prepare the contract documentation and answer enquiries raised by the buyer's legal representative.
15. What happens after the sale is agreed?
Finding a buyer should not be the end of an estate agent's job.
In many ways, it marks the beginning of another important stage.
Paul Graham branches have dedicated sales progressors who remain involved throughout the transaction.
They communicate with:
- sellers
- buyers
- solicitors
- other estate agents in the chain
- mortgage brokers and lenders where appropriate
The aim is to establish what has happened, what is still outstanding and where action may be required to keep the transaction moving.
Why sales progression matters
Most property transactions are connected to other transactions.
Your buyer may be selling a home to somebody who is also selling a home, creating a chain involving multiple estate agents, solicitors and mortgage lenders.
A delay at one end of the chain can eventually affect everybody.
Our sales progressors help maintain communication throughout this process and keep our clients informed.
They cannot prevent every issue that may arise, but experienced progression and regular communication can make a significant difference to the process.
16. Surveys and mortgage valuations
If the buyer requires a mortgage, their lender will usually need to satisfy itself that the property provides suitable security for the loan.
The buyer may also arrange their own property survey.
Surveys sometimes identify issues requiring further investigation.
This does not necessarily mean the sale is in difficulty.
Older properties in particular are unlikely to receive a report without any observations at all.
What matters is understanding the seriousness of anything identified.
If the buyer subsequently wants to renegotiate, the estate agent should establish exactly what has been reported, whether additional evidence is available and advise the seller before any decision is made.
17. Exchange of contracts
Exchange of contracts is a major milestone.
Before exchange, the legal enquiries will need to be sufficiently resolved, mortgage arrangements must normally be in place where required and everybody in the chain needs to agree the completion date.
Once contracts are formally exchanged, the transaction becomes legally binding.
This provides considerably more certainty for both buyer and seller and is normally the point at which firm arrangements can be made for the move.
18. Completion day
Completion is the day ownership of the property transfers to the buyer.
The relevant funds move through the solicitors and, once the seller's solicitor confirms that completion has taken place, the estate agent can release the keys to the new owner.
Before moving day, sellers should make sure the property is cleared in accordance with the contract, take final utility readings and leave any keys or information that has been agreed.
Then the sale is complete.
Frequently Asked Questions About Selling a Home
Should I get several estate agent valuations?
Speaking to more than one estate agent can be useful, but concentrate on the evidence and strategy behind each valuation rather than simply choosing the highest figure.
Ask what comparable properties have sold for and how the agent intends to position your property in the market.
Should I choose the cheapest estate agent?
Fee is one consideration, but the eventual sale price and quality of service can make a much bigger financial difference.
Ask what is included, who conducts viewings, how buyers are followed up, how offers are negotiated and what happens after the sale is agreed.
Should I renovate my house before selling?
Not necessarily.
Cleaning, minor maintenance, decoration and improving presentation can often be worthwhile, but major renovations carried out purely for resale may not return the amount spent.
It is worth taking advice before undertaking significant work.
Is professional photography important?
Yes.
For most buyers, the online advert is their first introduction to your home.
High-quality photography can help generate interest and encourage more buyers to arrange a viewing.
Do I need an EPC?
Most properties require a valid Energy Performance Certificate when they are marketed for sale.
If there is already a valid EPC in place, another one may not be necessary.
Should I accept the highest offer?
Not automatically.
The buyer's financial position, chain, ability to proceed and preferred timescale should all be considered alongside the price.
What does Sold STC mean?
Sold Subject to Contract means the seller has accepted an offer, but contracts have not yet been exchanged and the transaction is not yet legally binding.
Who progresses my sale once a buyer is found?
Paul Graham has dedicated sales progressors who communicate throughout the transaction and liaise with the relevant parties in the chain.
When does a house sale become legally binding?
In England and Wales, a residential property transaction normally becomes legally binding when contracts are exchanged.
Why sell with Paul Graham?
Paul Graham is an independent, family-run estate agent.
We believe good estate agency combines local knowledge, professional marketing and personal service.
We use modern property marketing to ensure homes are presented properly and receive strong online exposure.
But we have never lost sight of the traditional side of estate agency.
We still pick up the telephone.
We speak directly to registered buyers.
We follow up enquiries and viewings.
We give sellers meaningful feedback.
We negotiate offers with our client's interests in mind.
And once a buyer has been found, our dedicated sales progressors continue communicating throughout the transaction until exchange and completion.
Technology is useful.
But when somebody is making one of the biggest financial decisions of their life, we believe they should also have experienced people they can actually speak to.
Thinking of selling your home?
If you are considering selling a property in Carshalton, Wallington or the surrounding area, our team would be happy to provide clear, no-obligation advice about your property's value, the current market and the best strategy for your move.
Request a Valuation | Contact Our Carshalton Office | Contact Our Wallington Office
