Guide to selling your house

Please note that the advice listed below describes the situation in England and Wales. The legal procedure differs in Scotland and Northern Ireland.

Before you sell

It's worth taking some time and considering why you want to move. Is your house too small for a growing family? Would you like a garden? Does a new job require moving to a different area?

You also need to sit down with a calendar and work out the structure of the period before you move. Clear planning at this stage will avoid stress and confusion later on.

Looking at your old house through someone else's eyes

Everyone has very different views of what a nice place to live consists of, but there are basics in common to all saleable houses!
You need to get the house in the best condition you can given the constraints of time and money. Certainly, any small basic DIY tasks that can be done without too much fuss should be first on your list. If a potential buyer sees fairly basic maintenance that is undone or excessive dirt and disorder, it may well create an impression of neglect.

You shouldn't really consider redecorating or anything too major. It may arouse suspicion, and will probably interfere with your schedule.

The best idea is to create a pleasant atmosphere and a sense of the house having the potential to become someone else's home. Make it clean, light and uncluttered.

Who will sell for you?

It is possible to sell your own home, but it has to be said that most people prefer a professional to do it for them.

Choosing an estate agent

Finding the right person to do the selling for you is fraught with risk. If you can't sell, your well-planned timetable may suffer. It is vital at this point to look at a variety of agents. Ask for recommendations from family and friends, and ask some searching questions when talking to an agent. These are the two key issues to consider at this stage:

Commission

Make quite sure that you have a 'no sale no fee' arrangement with your agent. You may be able to do some negotiation regarding the fee that an agent will charge. A rate of about 1% to 2% of the value of the house is usual. Some agents will now offer a no fee promise. It would be worth checking whether your agent is prepared to offer such a guarantee. Here is a useful site which contacts estate agents in your area, using one simple form to request information on their fee structures: estateagencyfeesdirect.com

Notice period

You need to be able to move to another agent you if are not happy with your existing agent's work. Make sure you know how much notice they require, as being bound in to an unsuccessful selling partnership can be frustrating and expensive.

Sole or joint agency. Joint agency will cost more, usually about an extra half a per cent commission, but it does provide a competitive edge to the efforts of the agents.

The other issues you may need to clarify with your agent are:

How do the agents market their properties? Are all the details printed with quality colour photographs to show off your property in its best light? Which local newspaper(s) will the property be advertised in? Will other branches of the agent hold the details of your property?

Internet commerce is growing by the month. Does your agent advertise on the net (and if not, why not)? Do the agents have their own web site? Is their site linked to sites such as this one?

Try to form some idea of how they value the property. The agent who professes to sell properties for many thousands over the asking price may be 'bending the truth' a little in order to obtain your instruction. This shouldn't be the sole reason for taking on an agent; a sensible and accurate valuation is of far more use to you.

Viewings are worth clarifying at an early stage. If you are uncertain of how to 'sell' your house yourself, or are simply too busy, you may wish the agents to show prospective buyers around the property when you aren't there. You may prefer to be present when strangers are shown around your home. Make sure the agents are happy to conform with your wishes.

Above all, talk to a range of agents and compare a variety of opinions and impressions. Remember that you are the customer, you will 'pay' the agent's fees, and you should feel in control and secure with the process. There can be some range of quality in agents. Think carefully, and don't be pressured into anything by professional 'sellers'!

Another alternative to using an agent, is to try selling your home yourself.  There are several websites that you can use to sell your house privately in the UK, and save yourself thousands of pounds in the process.  Here are some links to self-selling websites:

www.thishome4u.co.uk

www.YouMove.co.uk

Starting to sell

Marketing
 

Before you even think about marketing your house, you need a Home Infomation Pack.

When you've chosen an agent, the house has been measured and described to your satisfaction, and some fairly realistic photographs have been taken, you will soon be visited by people looking at the property.

Purchasers are looking for a good deal in just the way you are, and may wish to shop around considerably. Many myths have arisen about the value of classical music playing, fresh bread baking and a ground coffee smell from the kitchen swinging a sale. There are no rules, but you will soon develop a routine way of showing your house at its best and finding out what potential buyers are looking for. Questions will be searching, but the truth (or at least a tactful silence) is the best policy for potentially awkward issues such as your relationship with your neighbours.

Seriously interested buyers will visit again and again to help them make up their minds. You should talk to them and find out what their position is as regards selling their property or arranging their mortgage. They may be more or less organised than you think.

Considering an offer

Hard negotiation will surround the making and accepting of an offer. You may find having to 'haggle' frustrating, but it is part of the process of getting the price you need for your property. Other factors will come in to the calculations, but you should be both straight and resolute in dealing with prospective buyers.

Try to find out if the buyer has offers in on any other properties; they will try to insure themselves and so should you. If you are tempted to turn down their offer for a better one - the infamous 'gazumping' - tell them so. It is quite legitimate for you to say you will accept an offer less than your asking price until a better offer comes along. You can also place time limits on your acceptance if you need to move quickly; if you need to exchange within two weeks, make sure your buyers know that. As long as you are direct with buyers, they cannot really object. Remember that you will not be able to 'gazump' once you have exchanged contracts. To do so could result in costly legal action.

The buyer has the hard work during this period. You should concentrate on the negotiations, answer any queries that the buyer's solicitor may raise, and make sure you are able to sign the contracts when you have agreed to. Remember that you have no legal obligation to sell until you do sign the contract. You will need to organise your own property purchase (if necessary) at the same time.

Exchanging contracts

This marks the point when your sale becomes legal and binding. Breaking a contract would incur a costly court case. If you are buying a property of your own, ensure that there is no expensive and awkward gap between your sale and your purchase.

You may wish to check the position of the utilities such as gas, electricity, water and telephone and arrange their transfer to your buyer's name.

Completion

The moving day should by now have been agreed between both parties. Completion day should mean that the funds have been transferred between solicitors, and the buyers can collect the keys from the agents.

Much bad feeling can be caused by leaving a property in a dirty or disorganised state. A simple exercise in empathy should make you want to leave the house in a condition that won't cause resentment in its new occupants.

Also, you and the buyer should be quite clear about what fittings will be left in the house. Removing light bulbs etc. is generally regarded as rather petty and is best avoided. How about leaving a card and some flowers instead?

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