How to choose an estate agent in Spain: 10 questions to ask

Choosing an estate agent is the most important decision when selling. A good one can raise the final price €8,000-25,000 above DIY. A bad one wastes months and forces unnecessary discounts. These 10 questions help you choose well.

The 10 questions to ask the agent

1. How many properties have you sold on my street/area in the last 12 months?

Why it matters: zero or one means they’re not local for your area.

2. How do you value the property? What comparables do you use?

Methodology reveals rigour.

3. What do you charge and what’s included?

Clear commission from day one. No surprises.

4. Does it include professional photography? Video? Floor plan?

Presentation quality is 50% of selling success.

5. Which portals do you publish on?

Idealista, Fotocasa, Habitaclia, Pisos.com minimum.

6. What are your average sale times in the area?

Sets realistic expectations.

7. How do you screen buyers before visits?

Visits with unqualified buyers = wasted time for owners.

8. Who will handle my property? You personally?

In some agencies the agent who captures isn’t the one who runs the operation.

9. How long is exclusivity? What if you don’t sell?

Protect yourself from being trapped with an underperforming agent.

10. Can you give me references from recent clients?

Real social proof.

The 5 red flags to detect

1. Promises a price clearly above market. Capture tactic. They hook you, then drop the price month by month.

2. No professional photos in current portfolio.

3. No physical office or professional website.

4. Charges clearly below area average (1-2%). Likely: limited service, weak commercial presence, no investment in presentation.

5. Psychological pressure to sign today. “I have an interested buyer but only if you sign exclusivity now.” Common capture lie.

What to expect from a good agent

Free initial visit with no obligation to sign
Written valuation with comparable justifications
Detailed proposal of selling process and action plan
Reasonable thinking time (24-72 hours, no immediate pressure)
Regular communication during operation (minimum every 2 weeks with reporting)
Honesty about property difficulties, not just positives

My commitment

At INSA I offer 4-month exclusivity with rescission clause if no X visits or offers in 60 days. My commission is 3% + VAT all-inclusive. I personally manage every operation from valuation to signing. And I provide real references from owners who closed in the last year.

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Frequently asked questions

Better to sell via estate agent or DIY?

Statistically, selling with a good agent typically closes 5-12% higher than DIY and in half the time. But it requires choosing the right agent. A bad estate agent is worse than selling alone. The difference is agent quality, not the model itself.

How much do estate agents charge in Valencia?

Typical commission ranges 3-5% of sale price + 21% VAT. International franchise agencies tend toward 5%; independent local agents 3-4%. Paid by seller. Commissions of 1-2% often signal limited service.

What is exclusivity and should I sign?

Exclusivity gives a single agent the right to sell your property for a period (3-12 months). In exchange, they invest more in presentation and management. Worth it if you trust the agent and your property requires work. Avoid long exclusivities (6+ months) without rescission clauses.

Can I work with multiple agencies simultaneously?

Yes — opposite of exclusivity. Pros: more exposure, no dependence on one agent. Cons: no agent invests heavily because another might close it, worse photos, possible buyer conflicts. Statistically, multi-agency sells at lower prices than exclusivity with a good agent.