What Does a Great Estate Agent Actually Do Differently?
On the surface, most estate agents seem to do the same things. But the difference between a ‘good’ agent and a ‘great’ one can impact everything from your stress levels to your final selling price.
What a Good Estate Agent Actually Does Differently
On the surface, most estate agents look similar: professional photos, a listing on Rightmove, viewings, and offers.
However, if you are selling a higher-value home, or you simply want the move handled with precision, the difference is not what happens on launch day it is the strategy behind the launch and the control maintained afterwards.
Many of the homeowners we work with are time-poor, quality-focused, and understandably risk-aware. They do not want noise, guesswork, or unnecessary disruption. They want a clear plan, evidence behind decisions, and a process that protects both price and certainty.
At Putterills, we deliver this through a structured five-step approach designed to build momentum early and reduce "fall-through" risk later.
1. Strategy First: Targeting the Top of the Market
Some agents might tempt you with a high sales price to win your business. A great agent uses a strategy to actually achieve it.
We provide a clear Estimated Valuation of your property’s worth. However, the most important tactical decision we make together is the Marketing Price. Think of this as the "invite" to the market.
Because buyers search in specific price bands on Rightmove, setting a Marketing Price that aligns with these bands ensures your home is seen by the widest possible pool of serious buyers. This is all about creating the maximum level of enquiry in the first fortnight. By generating more interest upfront, we create the competitive environment required to drive offers toward and often beyond the estimated valuation.
2. A Strategic Launch, Not "Dripped" Viewings
When a home is launched well, it feels in demand. When viewings are drip-fed over several weeks, the sense of urgency is lost with prospective buyers.
We concentrate interest into a defined window so the market engages simultaneously. This is vital for quality-led buyers; they move when they feel confident, not when they are chased. Our launch approach is built around presentation and clarity: professional photography, well-structured brochures, and cinematic video. We brief buyers thoroughly so that viewings are purposeful and feedback is constructive, not vague.
3. Vetted Buyers and Structured Negotiations
An enquiry is only valuable if it is credible. Before recommending an offer, we qualify a buyer’s position by verifying proof of funds, mortgage readiness, and chain details.
When interest is high, we often use a Best and Final process. This creates a fair, transparent, and structured environment in which buyers are encouraged to present their strongest possible position. This allows you to compare offers not just on the headline figure, but on certainty, timing, and overall risk.
4. Evidence-Led Marketing Reviews
The property market is dynamic. A great agent doesn't "keep an eye on it"; they monitor performance and make decisions based on hard data. We review online interest, enquiry quality, and viewing-to-offer conversions. If the strategy needs fine-tuning, we provide a clear, evidence-backed recommendation so you are always in control of the decision-making process.
5. Securing the Finish Line: The Condition of Sale Agreement
Finding a buyer is only half the journey. Nationally, fall-through rates are often reported as high as one-in-three, which is why protecting the sale is as important as the marketing itself.
Our Condition of Sale Agreement is designed to create absolute clarity between buyer and seller regarding timescales and next steps. It is not about being heavy-handed; it is about reducing misunderstandings and maintaining momentum so that once a sale is agreed, it actually reaches completion.
A Quick Test: Questions to Ask Any Estate Agent
If you are choosing an agent, these five questions will quickly reveal whether they have a robust process or just a pitch:
How will you set the Marketing Price to ensure we don't miss out on Rightmove search traffic?
What is your specific Launch Plan for the first 14 days?
How do you qualify buyers before we even open the front door for a viewing?
What specific tools do you use to prevent a sale from falling through?
Why This Matters
A good agent can find you a buyer. A great agent protects your position, reduces your stress, and ensures that the process moves efficiently from the first viewing to the final move.
If you would like a calm, evidence-led view on how to market your home, including a clear launch plan and a structured sales strategy, our team would be pleased to help.
