First-Time Seller's Complete Guide to Selling a House

Selling a house for the first time can feel overwhelming. There are estate agents to choose, solicitors to instruct, forms to fill in, and a legal process that most people only vaguely understand. If you've never done it before, it is hard to know what to expect, how long it will take, or what the common pitfalls are.

This guide walks you through every stage of selling a property in England and Wales, from the moment you decide to sell through to handing over the keys on completion day. It is written specifically for first-time sellers who want to understand the process before they start, so they can make informed decisions and avoid the mistakes that cost time and money.

Overview: the stages of selling a house

Before diving into the detail, here is a bird's-eye view of the entire process. Every property sale in England and Wales follows broadly the same stages, though the timings vary depending on your circumstances.

In total, expect the process to take around 5 to 6 months from listing to completion. The biggest variable is how long it takes to find a buyer (stage 4), which depends on your local market, price, and the condition of your property.

Stage 1: Preparing your property for sale

Preparation is the stage most first-time sellers underestimate. Getting this right before you list can mean the difference between a smooth, fast sale and months of frustration.

Get an Energy Performance Certificate

An Energy Performance Certificate (EPC) is a legal requirement. You must have a valid EPC before you can market your property, and it must be included in your listing. EPCs are valid for 10 years, so check whether you already have one from when you purchased the property. If not, you will need to commission one from an accredited assessor. The cost is typically 60 to 120 pounds, and the assessment takes about an hour. You can find accredited assessors through the government's EPC register. For a full breakdown of what the certificate covers and how to improve your rating, see our EPC guide.

Instruct a solicitor early

One of the most impactful things you can do as a first-time seller is to instruct a solicitor before you list your property. Most sellers wait until they have accepted an offer, which means weeks of legal preparation happen while the buyer is waiting. During that waiting period, buyers can (and do) walk away.

By instructing a solicitor early, they can obtain your title deeds from HM Land Registry, check for any issues with the title, and begin preparing the draft contract pack. Most solicitors charge the same fee regardless of when you instruct them, so there is no cost penalty for starting early. Many also offer no-sale-no-fee arrangements.

Start your property information forms

As a seller, you are required to complete two key forms that your solicitor will send to the buyer's solicitor as part of the contract pack:

• TA6 Property Information Form: This is the most detailed form, covering 14 sections including boundaries, disputes, rights of way, services, planning permissions, and environmental matters. Completing it thoroughly and accurately from the outset can prevent weeks of follow-up enquiries. See our TA6 guide for a section-by-section walkthrough.
• TA10 Fittings and Contents Form: This form specifies what is included, excluded, or available by negotiation in the sale, covering everything from light fittings to garden sheds. Being clear on this form avoids disputes later.

Gather your certificates and documents

The buyer's solicitor will ask for documentary evidence of any work that has been done to the property. Start gathering the following now:

• Building regulations completion certificates for any extensions, loft conversions, or structural work
• FENSA certificates for replacement windows and doors
• Electrical installation certificates for rewiring work
• Gas safety certificates
• Planning permission documents (if applicable)
• Guarantees for damp-proofing, roofing, or timber treatment
• Any warranties (such as NHBC for newer properties)

If certificates are missing, do not panic. Your solicitor can advise on options, which may include applying for a retrospective certificate from your local council or purchasing an indemnity insurance policy (typically costing 20 to 100 pounds) to cover the buyer against future issues.

Declutter, clean, and make minor repairs

Presentation matters. You do not need to spend thousands on renovations, but a clean, decluttered property photographs better and makes a stronger impression at viewings. Focus on fixing small annoyances that buyers will notice: dripping taps, scuffed paintwork, broken door handles, and overgrown gardens. For detailed advice on preparing your home for viewings, see our staging tips guide.

Stage 2: Getting a valuation

Before you can set an asking price, you need to understand what your property is actually worth. There are several ways to get a valuation.

Estate agent valuations

The most common approach is to invite two or three local estate agents to value your property. These valuations are free and typically involve a 30 to 45-minute visit where the agent assesses the property, reviews comparable sales in the area, and gives you an estimated sale price. Be aware that some agents deliberately overvalue properties to win your instruction, so always get multiple opinions and compare them against your own research.

Do your own comparable research

Before the agents visit, do some homework. Check the Land Registry price paid data (available free on gov.uk) to see what similar properties on your street and in your area have actually sold for in the past 12 months. This gives you a factual baseline to compare against the agents' estimates. Rightmove and Zoopla also show asking prices for currently listed properties, though asking prices and actual sale prices can differ significantly.

Setting the right asking price

Pricing is one of the most critical decisions in the selling process. Price too high and your property sits on the market, becomes stale, and eventually sells for less than it would have at the right price. Price too low and you leave money on the table. For a deeper look at pricing strategies, including offers-over and offers-in-excess-of approaches, see our pricing guide.

As a general rule, your asking price should be realistic and supported by comparable evidence. In a balanced market, most properties sell for 95% to 100% of their asking price. In a seller's market, properties may achieve above asking price, while in a buyer's market, expect to negotiate downwards.

Stage 3: Choosing an estate agent

Your choice of estate agent can have a significant impact on how quickly you sell and the price you achieve. Here is what to consider.

High street vs online agents

High street agents charge a commission (typically 1% to 1.8% plus VAT of the sale price) but offer a full service including valuations, photography, marketing, accompanied viewings, and negotiation. Online agents charge a lower fixed fee (usually 300 to 1,500 pounds) but may offer a more limited service, and the fee is often payable upfront regardless of whether the property sells. For a detailed comparison, see our guide on online vs high street estate agents.

Sole agency vs multi-agency

A sole agency agreement means only one agent markets your property. This is the most common arrangement and attracts a lower fee. A multi-agency agreement means two or more agents market the property simultaneously, but the commission rate is higher (usually 2.5% to 3% plus VAT). Most sellers start with sole agency and only consider multi-agency if the property is not selling. Sole agency agreements typically have a tie-in period of 8 to 12 weeks, during which you cannot instruct another agent without still owing the original agent their fee.

Questions to ask estate agents

When interviewing agents, ask the following:

• What is your current average time from listing to sale agreed?
• What percentage of your asking price do your properties typically achieve?
• How many properties like mine have you sold in this area in the last 12 months?
• Who will be my point of contact and how often will I get updates?
• Do you accompany viewings or leave them to the homeowner?
• What is your fee, what does it include, and is there a tie-in period?
• Are you a member of The Property Ombudsman or the Property Redress Scheme?

All estate agents in England must belong to a government-approved redress scheme. This is a legal requirement under the Enterprise and Regulatory Reform Act 2013. If an agent cannot tell you which scheme they belong to, walk away. For a full breakdown of fees and what to watch out for, see our estate agent fees guide.

Stage 4: Marketing and viewings

Once you have instructed an agent, the marketing process begins. This is the stage where your property is presented to the market and potential buyers come to view it.

Photography and listing

Good photography is essential. According to Rightmove, properties with professional photos receive significantly more online views than those with amateur images. Your agent should arrange photography (often included in their fee), and some also offer floor plans and virtual tours. The listing description should highlight the key features of your property, including room dimensions, any recent improvements, proximity to schools and transport links, and the council tax band.

Conducting viewings

Your agent may conduct viewings on your behalf, or you may need to show buyers around yourself. Either way, the goal is to present your property at its best. Keep the house clean and tidy, open curtains to maximise natural light, and be prepared to answer questions about the property and the local area honestly. For practical tips on making the best impression, see our viewings guide.

Feedback and adjusting

After each viewing, your agent should provide feedback from the potential buyer. If you are getting viewings but no offers, the price may be too high or there may be a presentation issue that needs addressing. If you are not getting viewings at all, the listing itself may need improving, or the asking price may be deterring buyers before they even book a viewing. A good agent will have an honest conversation with you about this, rather than simply waiting and hoping.

Stage 5: Receiving and accepting an offer

When a buyer is interested, they will make an offer through the estate agent. This is usually verbal in the first instance, and the agent is legally required to pass all offers on to you in writing.

Evaluating an offer

The offer price is important, but it is not the only factor. You should also consider:

• The buyer's position: Are they a first-time buyer (no chain to worry about), a cash buyer (no mortgage delays), or part of a long chain? A slightly lower offer from a chain-free buyer may be worth more than a higher offer from someone in a fragile chain.
• Proof of funds: Has the buyer provided evidence of a mortgage agreement in principle or proof of cash funds?
• Timescale: Does the buyer's preferred completion timeline align with yours?
• Conditions: Is the offer subject to any conditions, such as the buyer selling their own property first?

Negotiation

Most buyers expect to negotiate. If an offer comes in below your asking price, you can accept it, reject it, or make a counter-offer. Your estate agent should advise on negotiation strategy based on the current market, the level of interest in your property, and how long it has been on the market. For detailed negotiation strategies, see our guide on how to negotiate as a seller.

Accepting an offer

Once you accept an offer, the estate agent marks the property as "sold subject to contract" (SSTC). This means you have agreed a price but the sale is not yet legally binding. The agent will collect the buyer's details, including their solicitor's information, and pass these to your solicitor so the conveyancing process can begin. For a detailed walkthrough of everything that happens next, see our guide on accepting an offer.

It is important to understand that "sold subject to contract" is not legally binding. Either party can still withdraw at any point before exchange of contracts without financial penalty. This is one of the most stressful aspects of selling in England and Wales, and it is why house sales fall through.

Stage 6: The conveyancing process

Conveyancing is the legal process of transferring ownership of a property from one person to another. This is the stage that most first-time sellers find confusing, so let us break it down step by step.

What your solicitor does

Your solicitor (the seller's solicitor) handles the legal side of the sale. Their key tasks include:

• Obtaining your title deeds from HM Land Registry and verifying them
• Preparing the draft contract pack (including the contract, title documents, and your completed TA6 and TA10 forms)
• Sending the contract pack to the buyer's solicitor
• Responding to pre-contract enquiries raised by the buyer's solicitor
• Negotiating the contract terms
• Arranging exchange of contracts
• Preparing the TR1 transfer deed for completion
• Receiving the sale proceeds and distributing them (repaying your mortgage, paying the agent, and transferring the balance to you)

What the buyer's solicitor does

The buyer's solicitor carries out the due diligence to protect the buyer. They will:

• Review the draft contract pack you have provided
• Order property searches (local authority search, environmental search, water and drainage search, and potentially others)
• Raise pre-contract enquiries about anything unclear or concerning in the paperwork
• Review the buyer's mortgage offer and ensure the lender's conditions are met
• Report to the buyer on any issues found
• Handle the financial side of completion, including transferring the purchase funds

Pre-contract enquiries

One of the most time-consuming parts of conveyancing is the exchange of enquiries between the two solicitors. The buyer's solicitor will review your contract pack and raise questions about anything that is unclear, missing, or potentially problematic. Common enquiries include questions about building work, boundaries, rights of way, planning permissions, and any disclosures in your TA6 form.

Your solicitor will forward these enquiries to you for answers. Respond as quickly and thoroughly as you can. Vague or incomplete answers will trigger follow-up enquiries, adding weeks to the timeline. If you completed your TA6 form thoroughly in advance (as recommended in Stage 1), you will face fewer enquiries and the ones you do receive will be easier to answer.

Property searches

The buyer's solicitor orders property searches from various authorities to check for issues that could affect the property. The standard searches include a local authority search (checking for planning issues, building control records, and highway matters), an environmental search (checking for contamination and flood risk), and a water and drainage search (checking the property's connection to mains water and sewerage).

Search results can take 2 to 8 weeks depending on the local council, and this is one of the biggest bottlenecks in the conveyancing process. For more detail on what searches cover and how long they take, see our guide on how long conveyancing takes.

The buyer's survey

Separately from the legal searches, the buyer will usually commission a survey (also called a homebuyer report or building survey) to assess the physical condition of the property. This is arranged by the buyer and paid for by the buyer. As the seller, you will need to provide access for the surveyor.

If the survey reveals significant issues, the buyer may try to renegotiate the price, request that you carry out repairs before completion, or in some cases withdraw from the sale. Being honest about known issues in your TA6 form is essential, as concealing material defects can lead to legal action after completion.

Stage 7: Exchange of contracts

Exchange of contracts is the pivotal moment in any property sale. It is the point at which the transaction becomes legally binding.

What happens at exchange

When all enquiries have been satisfactorily answered, searches are complete, the buyer's mortgage offer is in place, and both parties are ready to proceed, the solicitors arrange exchange. The process itself is surprisingly quick: the two solicitors speak on the telephone, read out the contract terms to confirm they match, and formally exchange. The buyer's solicitor sends the deposit (usually 10% of the purchase price) to your solicitor, and a completion date is fixed.

After exchange

Once contracts are exchanged, the sale is legally binding. If the buyer pulls out, they forfeit their deposit. If you as the seller pull out, the buyer can sue for breach of contract. Between exchange and completion (typically 1 to 2 weeks), you should finalise your removal arrangements, arrange redirection of post, notify utility providers, and ensure the property is in the condition agreed in the contract. For a detailed walkthrough of this period, see our guide on what happens between exchange and completion.

Stage 8: Completion day

Completion day is when the sale is finalised and ownership officially transfers to the buyer.

How completion works

On the morning of completion day, the buyer's solicitor transfers the purchase funds to your solicitor's bank account. Once your solicitor confirms the money has arrived (this usually happens by early afternoon), you hand over the keys, either directly to the buyer or through the estate agent. The property is now legally the buyer's.

What your solicitor does with the money

Your solicitor does not simply transfer the full sale amount to you. They will first:

1. Repay your outstanding mortgage in full (if applicable)
2. Pay the estate agent's commission
3. Deduct their own fees and disbursements
4. Transfer the remaining proceeds to your bank account

This process usually takes 1 to 3 working days after completion. Your solicitor should provide a completion statement beforehand showing exactly how the proceeds will be distributed.

Handing over the property

By completion day, you must have removed all your belongings (unless something is included in the sale as per the TA10 form) and the property should be in the condition agreed in the contract. Leave all keys with the estate agent, along with any alarm codes, manuals for appliances, and other useful information for the buyer. Take final meter readings for gas, electricity, and water on the day you leave.

Stage 9: Post-completion

After completion, there are a few loose ends to tie up:

• Receive your proceeds: Your solicitor will transfer the net sale proceeds to your bank account, usually within 1 to 3 working days of completion.
• Cancel or redirect services: Notify your council tax authority, utility providers, insurance company, and broadband provider of your move. Set up a Royal Mail redirect if you have not already.
• Capital gains tax: If the property was your main residence for the entire time you owned it, you will not owe capital gains tax. If it was a second home or investment property, you must report and pay any capital gains tax to HMRC within 60 days of completion.
• Keep your paperwork: Store copies of all sale documents, the completion statement, and correspondence from your solicitor. You may need these for tax purposes or if any issues arise after the sale.

How much does it cost to sell a house?

First-time sellers are often surprised by the total costs involved. Here is a realistic breakdown of what you can expect to pay:

For a comprehensive breakdown of every cost you might encounter, including some that are easy to overlook, see our guide on the hidden costs of selling a house.

Common mistakes first-time sellers make

Having spoken to thousands of sellers, these are the errors we see most frequently:

1. Overpricing the property

It is tempting to set a high asking price and "see what happens." But overpriced properties attract fewer viewings, sit on the market longer, and often end up selling for less than they would have at a realistic price. Buyers are savvy and can see what similar properties are listed for. An overpriced listing signals either an unrealistic seller or a property with hidden problems.

2. Choosing an agent based solely on valuation

Some agents deliberately overvalue properties to win your instruction, knowing they will later persuade you to reduce the price. Instead of choosing the agent who quotes the highest price, choose the agent who provides the most evidence for their valuation and has the best track record of selling similar properties in your area.

3. Waiting until offer accepted to instruct a solicitor

This is the single biggest cause of avoidable delay. Every week your solicitor spends preparing paperwork after the offer is a week your buyer is sitting idle, potentially losing interest or finding another property. Instruct your solicitor before you list and have the contract pack ready to go.

4. Filling in the TA6 form carelessly

Vague or incomplete answers on the TA6 generate additional enquiries from the buyer's solicitor, adding weeks to the process. Worse, inaccurate answers can give the buyer grounds to make a claim against you after completion under the misrepresentation provisions of the contract. Take your time with this form and be thorough.

5. Ignoring the buyer's position

A higher offer from a buyer in a long chain with an unsold property is riskier than a slightly lower offer from a chain-free first-time buyer with a mortgage agreed in principle. The best offer is not always the highest one.

6. Not chasing the conveyancing process

Conveyancing does not manage itself. Set up weekly check-ins with your solicitor to understand what is pending, who is being waited on, and whether there is anything you can do to move things forward. If your solicitor is consistently slow to respond, escalate or consider switching. For tips on keeping the process moving, see our guide on how to speed up conveyancing.

Tips for a smooth, successful sale

Drawing everything together, here are the practical steps that give you the best chance of a smooth first sale:

1. Start early. Instruct your solicitor and begin preparing paperwork before you list the property.
2. Price realistically. Base your asking price on comparable evidence, not wishful thinking.
3. Present well. Declutter, clean, and fix small issues before photography and viewings.
4. Choose your agent carefully. Look at track record and service quality, not just fee level or valuation.
5. Vet your buyer. Ask for proof of funds or a mortgage agreement in principle before accepting an offer.
6. Be responsive. When your solicitor sends you enquiries, answer them the same day if possible.
7. Stay informed. Understand each stage of the process so you can anticipate what comes next.
8. Keep communicating. Maintain regular contact with your estate agent, solicitor, and (through the agent) your buyer. Silence breeds anxiety and increases the risk of the sale collapsing.

How Pine helps first-time sellers

Pine was built to solve the exact problem that makes selling a house so stressful: the weeks of legal preparation that traditionally happen after an offer, while the buyer waits and the risk of collapse grows.

With Pine, you can complete your property information forms, order property searches, and prepare a solicitor-ready legal pack before you list. When an offer comes in, your solicitor can send the contract pack to the buyer's solicitor on day one. Instead of 12 to 16 weeks of conveyancing, you can realistically complete in 6 to 8 weeks. That is not just faster — it significantly reduces the risk of your sale falling through.

Sources and further reading

• HM Land Registry — Title deeds, price paid data, and property ownership information (gov.uk/government/organisations/land-registry)
• The Law Society — TA6 and TA10 form standards, Conveyancing Quality Scheme, and Find a Solicitor tool (lawsociety.org.uk)
• Gov.uk — Guidance on selling a home, Energy Performance Certificates, and capital gains tax (gov.uk/sell-your-home)
• The Property Ombudsman — Estate agent redress scheme and code of practice (tpos.co.uk)
• Which? — Consumer guides on selling a house, estate agent fees, and choosing a conveyancer (which.co.uk/money/mortgages-and-property)
• Money Helper (formerly Money Advice Service) — Government-backed guidance on selling costs, capital gains tax, and mortgage repayments (moneyhelper.org.uk)
• Propertymark — Research on sale fall-through rates and estate agent standards (propertymark.co.uk)
• Solicitors Regulation Authority (SRA) — Solicitor regulation, complaints procedures, and standards (sra.org.uk)
• Council for Licensed Conveyancers (CLC) — Licensed conveyancer register and regulation (clc.gov.uk)
• RICS (Royal Institution of Chartered Surveyors) — Guidance on property surveys and valuations (rics.org)
• National Trading Standards Estate and Letting Agency Team — Material information requirements and consumer protection guidance (ntselat.uk)
• Rightmove — House Price Index and property market data (rightmove.co.uk/house-price-index)

Frequently asked questions