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Will You Add? - Why Would You Use An Estate Agent When Buying Spanish Property - Part 1
The saying goes, “pride come before a fall” and indeed, when it comes to sales and marketing skills for smaller businesses.The people that most need to improve their sales skills are those who think they don’t. Sounds contrary but it is rare to come across someone in a small business that acknowledges their weaknesses in sales and marketing skills and goes out to address it.We recently conducted some telemarketing for a client that really hit home on this point. The client was offering ?1000 funding to smaller business towards investment in the principals or directors. I need to repeat that sum in case you missed it: ONE THOUSAND POUNDS. Now sure, some contribution was required from the prospect company but we need to get clear, this
How many times do we hear that estate agents overcharge in Spain? How can UK agents charge 1-2% yet their Spanish counterparts charge 3-6% and more. Let’s set aside the rip off agents and assume the ones we are talking about charge 3-6% fees. What on earth can justify these high charges?
Wait a moment! High charges!
Do you know that in Germany, France, Belgium and Holland the average sales commission is 6% and can be as high as 10%, it is 6% - 7% in the USA. No wonder Dutch and Belgian clients don’t balk at such commissions here But because UK buyers expect to pay 1-2% other countries should follow suit. But we aren’t comparing apples wi
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I have received many messages recently regarding estate agents who, it appears are getting a battering for a number of reasons –lack of professionalism, high commission charges, leaving clients in the lurch, and acting on their own interests. Whether a buyer or seller – is it worth using an estate agent?
Let me start by saying this article is neither in condemnation nor defence of estate agents, their commissions or practices, it is a reflection on the contrast and similarities between here and other countries – primarily the UK. We will look at how they charge – what they do for their money and whether or not it is worth it. I will be playing devils advocate on both parts to balance the equation – even though by being an agent myself I am naturally going to have a bias.
We will look at how to go about buying or selling a property without an agent. As you would imagine this is will be emotive. Many will agree or disagree with what is said and if that facilitates debate and at least gets you thinking it has achieved its objective – “oh no he’s off again – more controversy”, I hear you cry.
I would hope to spark a debate about your experiences, whether good bad or indifferent, how this measured up against your expectations, what was promised and how you felt before, during and after the process. If you have any comments about this article or the subject in general then please respond.
You give love a bad name
There is no doubt that estate agents have a bad name in Spain. Most of the stories I hear are full of “Don’t use these agents” “watch out for high charges” “Rip off merchants abound” “ X left me high and dry”. I even know of one couple who were left 20kms from Gandia by a large agent based in Gandia because they refused to give certain details to the agent. This was an elderly couple left in the middle of nowhere
So why has the industry received such a lot of negative press in recent years and is it warranted?
Most of us have experienced buying in Spain and I would bet that most have bought through an agent. There are many anecdotal cases of rip off agents – people charging what they can get away with– indeed I know of four such cases. But are all agents the same?
As in all walks of life there are good and bad people and it is usually the bad that give the rest a bad name. A lot of foreign agents are probably guilty of nothing more than ineptitude, lack of professionalism and a lack of knowledge. However there can be serious repercussions when things go wrong.
Let’s tackle probably the most contentious issue – estate agents commissions.
How many times do we hear that estate agents overcharge in Spain? How can UK agents charge 1-2% yet their Spanish counterparts charge 3-6% and more. Let’s set aside the rip off agents and assume the ones we are talking about charge 3-6% fees. What on earth can justify these high charges?
Wait a moment! High charges!
Do you know that in Germany, France, Belgium and Holland the average sales commission is 6% and can be as high as 10%, it is 6% - 7% in the USA. No wonder Dutch and Belgian clients don’t balk at such commissions here But because UK buyers expect to pay 1-2% other countries should follow suit. But we aren’t comparing apples wi
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We will look at how to go about buying or selling a property without an agent. As you would imagine this is will be emotive. Many will agree or disagree with what is said and if that facilitates debate and at least gets you thinking it has achieved its objective – “oh no he’s off again – more controversy”, I hear you cry.
I would hope to spark a debate about your experiences, whether good bad or indifferent, how this measured up against your expectations, what was promised and how you felt before, during and after the process. If you have any comments about this article or the subject in general then please respond.
You give love a bad name
There is no doubt that estate agents have a bad name in Spain. Most of the stories I hear are full of “Don’t use these agents” “watch out for high charges” “Rip off merchants abound” “ X left me high and dry”. I even know of one couple who were left 20kms from Gandia by a large agent based in Gandia because they refused to give certain details to the agent. This was an elderly couple left in the middle of nowhere
So why has the industry received such a lot of negative press in recent years and is it warranted?
Most of us have experienced buying in Spain and I would bet that most have bought through an agent. There are many anecdotal cases of rip off agents – people charging what they can get away with– indeed I know of four such cases. But are all agents the same?
As in all walks of life there are good and bad people and it is usually the bad that give the rest a bad name. A lot of foreign agents are probably guilty of nothing more than ineptitude, lack of professionalism and a lack of knowledge. However there can be serious repercussions when things go wrong.
Let’s tackle probably the most contentious issue – estate agents commissions.
How many times do we hear that estate agents overcharge in Spain? How can UK agents charge 1-2% yet their Spanish counterparts charge 3-6% and more. Let’s set aside the rip off agents and assume the ones we are talking about charge 3-6% fees. What on earth can justify these high charges?
Wait a moment! High charges!
Do you know that in Germany, France, Belgium and Holland the average sales commission is 6% and can be as high as 10%, it is 6% - 7% in the USA. No wonder Dutch and Belgian clients don’t balk at such commissions here But because UK buyers expect to pay 1-2% other countries should follow suit. But we aren’t comparing apples wi
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You give love a bad name
There is no doubt that estate agents have a bad name in Spain. Most of the stories I hear are full of “Don’t use these agents” “watch out for high charges” “Rip off merchants abound” “ X left me high and dry”. I even know of one couple who were left 20kms from Gandia by a large agent based in Gandia because they refused to give certain details to the agent. This was an elderly couple left in the middle of nowhere
So why has the industry received such a lot of negative press in recent years and is it warranted?
Most of us have experienced buying in Spain and I would bet that most have bought through an agent. There are many anecdotal cases of rip off agents – people charging what they can get away with– indeed I know of four such cases. But are all agents the same?
As in all walks of life there are good and bad people and it is usually the bad that give the rest a bad name. A lot of foreign agents are probably guilty of nothing more than ineptitude, lack of professionalism and a lack of knowledge. However there can be serious repercussions when things go wrong.
Let’s tackle probably the most contentious issue – estate agents commissions.
How many times do we hear that estate agents overcharge in Spain? How can UK agents charge 1-2% yet their Spanish counterparts charge 3-6% and more. Let’s set aside the rip off agents and assume the ones we are talking about charge 3-6% fees. What on earth can justify these high charges?
Wait a moment! High charges!
Do you know that in Germany, France, Belgium and Holland the average sales commission is 6% and can be as high as 10%, it is 6% - 7% in the USA. No wonder Dutch and Belgian clients don’t balk at such commissions here But because UK buyers expect to pay 1-2% other countries should follow suit. But we aren’t comparing apples wi
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Most of us have experienced buying in Spain and I would bet that most have bought through an agent. There are many anecdotal cases of rip off agents – people charging what they can get away with– indeed I know of four such cases. But are all agents the same?
As in all walks of life there are good and bad people and it is usually the bad that give the rest a bad name. A lot of foreign agents are probably guilty of nothing more than ineptitude, lack of professionalism and a lack of knowledge. However there can be serious repercussions when things go wrong.
Let’s tackle probably the most contentious issue – estate agents commissions.
How many times do we hear that estate agents overcharge in Spain? How can UK agents charge 1-2% yet their Spanish counterparts charge 3-6% and more. Let’s set aside the rip off agents and assume the ones we are talking about charge 3-6% fees. What on earth can justify these high charges?
Wait a moment! High charges!
Do you know that in Germany, France, Belgium and Holland the average sales commission is 6% and can be as high as 10%, it is 6% - 7% in the USA. No wonder Dutch and Belgian clients don’t balk at such commissions here But because UK buyers expect to pay 1-2% other countries should follow suit. But we aren’t comparing apples wi
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How many times do we hear that estate agents overcharge in Spain? How can UK agents charge 1-2% yet their Spanish counterparts charge 3-6% and more. Let’s set aside the rip off agents and assume the ones we are talking about charge 3-6% fees. What on earth can justify these high charges?
Wait a moment! High charges!
Do you know that in Germany, France, Belgium and Holland the average sales commission is 6% and can be as high as 10%, it is 6% - 7% in the USA. No wonder Dutch and Belgian clients don’t balk at such commissions here But because UK buyers expect to pay 1-2% other countries should follow suit. But we aren’t comparing apples with apples here. According to the API – the professional body of estate agents similar to the NAEA – a realistic level of commission is between 3% and 6% depending on the transaction. They even give advice as to what type of properties should attract what type of commissions.
But why are real estate agent commissions so high. If UK agents can make a profit (and they obviously can) from charging 1-2% why cant Spanish agents.
Typical UK agent
They have an office in town, their catchment area is 5 mile radius and there are probably 10 agents locally compare to Oliva - a small town - there are at least 30 agents probably more home based intermediaries.
UK agents advertise in the local press, have a website and are probably part of a bigger group and/or advertise on a property portal. They give you a valuation of your property, put up a for sale sign and then wait.
Once the buyer enters the office (rather than the agent going to the buyer) they take them to view the house – or do they? When selling my UK house the agent just sent the people. When an offer is accepted they inform both parties and their solicitors and arrange a mortgage (mainly because they get a commission– but in fairness they have to be regulated to offer mortgage advice).
After sale – what do they do? I cannot remember the name of one single estate agent that sold my houses in UK (and there have been a few(, none bothered to keep in touch afterwards. So forget after sales service it doesn’t exist.
They also probably sell in the region of 20 -30 properties per month (they have most houses exclusively so if a client wants that house they have to go there) and smaller, more densely populated area. They can also see 5 or 6 clients per day – or more if there is more than one person in the office.
So in summary then a UK based agent will do the following
1. Value your house and probably have it exclusively or charge you double if you go with another agent
2. Put it in their office window
3. Put it on their website
4. Maybe you will be part of their normal display ad
5. Arrange viewings for you
6. Assist in the negotiation
7. Inform both parties of a sale pending subject to offer.
8. Sit back and wait until the commission is paid
9. All this for between 1 and 2%
Next issue we will take a look at their Spanish counterparts and see what they do to justify their charges. If you have any comments on the subject matter or want any advice then please feel free to contact me. vbtudor@spanishproperty-direct.com and for more articles about buying in Spain look at the website www.span
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