Selling a property almost always raises the same strategic question: should one rely on an agency or manage the sale oneself? Behind this decision are far broader stakes than the simple question of fees. Available time, legal security, negotiation capacity, knowledge of the local market, or even pressure related to deadlines directly influence the final result of the transaction. The choice of selling method must therefore be aligned with the seller's true objective: to maximize their net price, sell quickly, or limit risks.
Overall, selling your property with a real estate agency will cost you 5 to 7% more than selling alone. However, you will be guided in your purchase, and the real estate transaction will be faster and more efficient.
The sale with a real estate agency
Services Included in a Mandate
Entrusting the sale of your real estate to an agency is not limited to just posting an advertisement. The sales mandate encompasses a set of services aimed at structuring and securing the entire process. The agency usually starts with a price estimation based on recent local references, the type of property, and the state of the market. This step significantly influences the success of the sale, as a poorly positioned price can extend the timeline or lead to unfavorable negotiations. The evaluation of the real estate market by a professional helps reduce risks and ultimately improve the property's visibility.
The professional then takes charge of the preparation of the sales file, including mandatory diagnostics (such as technical diagnostics, energy performance diagnostics, gas diagnostics...), the drafting of the advertisement, and the valuation of the property through appropriate media. This approach aims to attract qualified buyers from the very first weeks, a crucial period in real estate marketing.
The real estate agent also takes care of posting the property advertisement on various platforms, such as: SeLoger, Bien Ici, or lefigaro immobilier. It should be noted that as a private individual, you cannot post directly on the various platforms.
Managing Visits and Buyers
One of the key contributions of a real estate agency lies in filtering buyers. Before any visit, the agent assesses the seriousness of the candidates, their financing capacity, and the coherence of their project. This selection limits unnecessary visits and reduces the seller's exposure to unreliable or simply curious profiles.
Managing visits also represents a considerable time savings. The agency coordinates the time slots, gathers feedback, and adjusts, if necessary, the presentation or positioning strategy of the property. This intermediation allows the seller to maintain an emotional distance, often beneficial during price discussions.
The Legal Security of the Transaction
A real estate sale legally binds the seller well beyond the signing of the authentic deed. An error in the documents, a missing piece of information, or a poorly drafted clause can lead to litigation several months after the transaction. The real estate agency plays a role in ensuring compliance with legal obligations and the conformity of the file.
It also acts as an intermediary between the notary, the buyer, and the seller, limiting the risks of misunderstandings or blockages. This security is particularly valuable when the situation of the property is complex, for instance in co-ownership or in the case of easements.
There are different types of mandates: the simple mandate, and the exclusive mandate. By choosing the exclusive mandate, only the agency to which you delegate the sale of your property will be able to promote it, unlike the simple mandate.
The Real Cost of Fees
Agency fees (or agency costs) often constitute the main obstacle for sellers. They typically represent between 3% and 8% of the sale price, depending on the location and the services offered. However, their impact should be analyzed in light of the final price obtained and the selling timelines.
In certain markets, an experienced agency enables selling more quickly and at a higher price thanks to their sales techniques than a sale between individuals, partially or totally compensating for the cost of fees. The real issue is therefore not the amount of fees, but their profitability in relation to the seller's net result.
The real estate sale between individuals
Complete control over the selling price
Selling your property real estate without an intermediary is primarily appealing because of the freedom this method of transaction offers through total control. The seller sets their price alone, without having to deal with sometimes cautious recommendations from an agency or with a commercial strategy that does not always meet their expectations. This autonomy allows one to fully integrate their own goals, whether it is to maximize the net price or to maintain a controlled negotiation margin.
However, this control over the price relies on the seller's ability to correctly evaluate their property. Overestimating, which is common when emotional attachment comes into play, can significantly slow down the sale and ultimately lead to successive drops that are unfavorable. Conversely, a price set too low can accelerate the transaction but at the expense of the overall return from the operation.
As an individual, we recommend using property sales platforms such as: LeBonCoin or PAP.
The workload and time required
Taking on the sale of your property alone means managing the entire process, from writing the listing to signing with the notary. This workload is often underestimated. Responding to calls, sorting requests, organizing visits, following up with buyers, and adjusting the strategy based on feedback requires constant availability, which can sometimes clash with a demanding professional activity.
Selling without an agency also means that the time required is not limited to the visits themselves. Preparing the property, updating listings, and handling administrative tasks represent a significant investment over several weeks or even months. For some sellers, this involvement quickly becomes a source of fatigue or pressure, especially when the sale takes time to materialize.
The risks associated with legal procedures
Private real estate sales expose one more to legal errors, due to the lack of professional support. The preparation of the sales file, collecting the mandatory diagnostics, or passing essential information to the buyer falls under the seller's direct responsibility. An omission or inaccuracy can hold them accountable long after the sale.
The phases of negotiation and compromise are also sensitive. Without an intermediary, the seller must manage the sometimes tense discussions about price or suspensive conditions alone. This situation increases the risk of conflicts or late withdrawals, especially when commitments are not perfectly formalized from the outset.
You will need to call upon a notary for the drafting of the sales agreement, which is often covered by agencies.
The criteria for making the right choice
The type of property for sale
The choice between a sale with or without an agency heavily depends on the nature of the real estate. A standard apartment, located in a sought-after area and meeting the classic expectations of buyers, is more easily suited for a sale between individuals. Conversely, an atypical property, old or requiring significant renovations demands a level of valuation and explanation that only professionals fully master.
Some properties also require a specific approach in targeting buyers. An agency with a qualified client database can then make a difference by connecting the property with buyers who are truly aligned with its characteristics, thereby reducing delays and excessive negotiations.
The level of tension in the local market
The context of the local real estate market directly influences the relevance of using an agency. In a tight market, where demand far exceeds supply, properties sell quickly, sometimes within days. In this case, an experienced seller can do without an intermediary without compromising the price or the security of the transaction.
Conversely, in a relaxed market or one in the process of slowing down, visibility and commercial strategy become crucial. An agency then provides a fine knowledge of the actual prices practiced, negotiation levers, and buyers' expectations, elements that are difficult to grasp without prior experience.
The seller's experience
The experience of real estate agencies is a key factor often under-evaluated. A person who has already completed several real estate transactions generally has a better grasp of the steps in the process (sale agreement, promise to purchase, signing of the authentic deed), legal obligations, and negotiation techniques. This expertise reduces the risk of errors and allows for managing the sale with greater peace of mind.
Conversely, a novice seller can quickly feel overwhelmed by the complexity of the procedures. The support of an agency then becomes a safety net, helping to avoid hasty decisions or excessive concessions, especially during negotiations with buyers.
It should also be noted that certain elements must be shared by the owner with the future seller, and without market knowledge, a novice might fail to meet their legal obligations. Notably, the various diagnostics, the Carrez law area, the living area, the property tax, and the latest minutes of the general assembly.
The desired selling timelines
The time factor plays a decisive role in the choice of selling method. When the seller has a comfortable margin of maneuver, they can afford to experiment with a sale between individuals and gradually adjust their strategy. This approach is particularly suitable for situations without financial or calendar constraints.
On the other hand, when the sale must fit into a specific timeline, job relocation, purchase contingent on resale, or separation, efficiency becomes a priority. A real estate agency, by structuring the marketing from the outset, increases the chances of adhering to tight deadlines while minimizing the risks of blockage.
The financial impacts of the sales method
The difference in the net seller price
The main financial criterion for a seller remains the net price actually received after the transaction. At first glance, selling between individuals seems more advantageous, as it avoids agency fees. However, this raw comparison is often misleading. The displayed price is not necessarily the final price, and the terms of negotiation strongly influence the net amount received.
In many cases, a real estate agency allows for a higher selling price thanks to a more accurate estimate and a structured competition among buyers. The difference between the price obtained with a professional and that negotiated directly can sometimes offset all or part of the fees, making the net seller price difference less significant than expected.
Negotiation with or without an intermediary
The negotiation phase is crucial in the financial balance of a real estate sale. Without an intermediary, the seller is on the front line facing the buyer's arguments, who is often well prepared and focused on lowering the price. The lack of emotional distance can lead to accepting excessive concessions, especially when the sale drags on.
The real estate agent plays a buffering role until the sale deed. They channel discussions, rephrase offers, and justify the price using objective data from the local market. This mediation often helps to maintain a price level closer to the seller's initial expectations while preserving a calm relationship between the parties.
Omitted ancillary costs
Beyond the fees, some indirect costs influence the overall financial outcome of a sale. The multiplication of diagnostics, beautifying the property, repeated trips for visits, or prolonged delays can generate significant expenses and time losses.
A property that stays on the market for too long can also incur hidden costs, such as continuing to pay off a loan or ongoing charges. In this context, a faster sale, even with commission fees, can prove to be financially more rational than a direct sale stretched over several months.
The profiles for which the agency is relevant
Pressured or Unavailable Sellers
Some sellers neither have the time nor the mental availability necessary to manage a real estate sale under good conditions. With professional constraints, market analysis, value estimation, organizing visits, responding to inquiries, and ensuring administrative follow-up quickly becomes incompatible with a busy daily life. In this context, delegating the sale to an agency allows for maintaining active marketing without disrupting one's schedule.
The pressure related to deadlines further reinforces this relevance. When a timeline is constrained, effectiveness takes precedence over maximizing price optimization. An agency structures the sale from the very beginning, limits downtime, and reduces the risk of a stalled transaction, which can be decisive in urgent situations.
Complex or Atypical Properties
Not all real estate sells according to the same standards. An atypical property, an old house needing renovation, a property in a complex co-ownership, or a particular legal configuration requires enhanced analytical and pedagogical skills. The challenge is not only to find a buyer and obtain an offer but also to reassure and explain.
An experienced agency knows how to highlight the specific strengths of a property while anticipating objections. It adjusts the sales pitch and targets potential buyers who are likely to perceive the property's true value, where a private sale may struggle to convince due to a lack of structured arguments. Agencies specialized in atypical properties may have their own website and client base.
Sales with Legal Issues
Some transactions involve heightened legal risks, particularly in cases of succession, joint ownership, servitudes, or past disputes. In these situations, documentary rigor and coordination with the various stakeholders are essential to avoid any blocking or future litigation.
The real estate agency then acts as a pivot between the seller, the buyer, and the notary. It ensures that each step complies with legal obligations and that the commitments made are realistic and secure. The agency can also assist you in drafting the sales agreement. This support considerably limits the risks of contesting the sale after its conclusion.
Conclusion
Using a real estate agency to sell one's property is neither an obligation nor an automatic guarantee of success. The choice depends primarily on the profile of the seller, the nature of the property, and the objectives pursued. While selling between individuals offers complete autonomy and potential savings, it requires time, rigor, and a good understanding of the legal and financial issues at stake. In contrast, the agency provides structure, security, and efficiency, which are particularly valuable in complex or constrained situations. The most relevant decision remains one that aligns the sales method with the seller's actual priorities, fully aware of the compromises involved.
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