The Speed of Sale: Why Being 'Ready' Is Better Than Being 'Listed'

The Cost of the "Wait and See" Strategy

The British property market is often criticized for its pace—or lack thereof. Between the handshake of an accepted offer and the finality of exchanging contracts lies a "no man’s land" where transactions frequently stall, languish, or collapse entirely.

In this episode of Golden Nuggets: Movers & Shakers, Liana Loporto-Browne, Managing Director of Loporto Browne Residential and former President of Propertymark, joins Silvia Eldawi to peel back the layers of the conveyancing process. The central question: Why does it take so long, and why do some sellers wait until the last possible second to prepare?

The Information Gap

One of the primary friction points in a UK property sale is the lack of upfront information. Liana highlights a fundamental flaw in the traditional approach: sellers often wait until they have a buyer in place before they even consider the legal paperwork.

When a buyer is found, the clock starts ticking. If the seller only then begins hunting for title deeds, management packs (for leasehold properties), or building regulation certificates for that extension they did five years ago, the momentum is immediately lost. This information gap creates a vacuum where doubt can seep in, leading to buyer fatigue or, worse, a collapsed chain.

The Case for the Property Information Pack

Liana advocates for a shift toward more comprehensive property information available at the point of listing. By compiling a "Property Information Pack" early, sellers can provide transparency that builds trust. This isn't just about being helpful; it’s about risk mitigation.

When a buyer knows exactly what they are getting into—from the length of the lease to any restrictive covenants—they are less likely to pull out three months down the line when a solicitor finally unearths a "deal-breaker." Liana also explores the polarizing topic of buyer commitment, discussing whether reservation deposits could provide the financial "skin in the game" needed to reduce the UK’s high fall-through rates.

The Power of Proactive Instruction

The "Golden Nugget" of the conversation is simple yet transformative: Get sale-ready.

Most sellers view instructing a solicitor as a step that happens after an offer is accepted. Liana challenges this timeline. By instructing a solicitor the moment the property hits the market—or even before—sellers can complete the necessary protocol forms and address any legal hurdles in advance.

For leasehold properties, this is particularly critical. Management packs can take weeks to arrive; ordering them on day one of marketing rather than day one of an accepted offer can shave nearly a month off the total transaction time.

Flexibility as a Sales Tool

Beyond the paperwork, Liana emphasizes the human element of the transaction. In a challenging market, the sellers who succeed are those who remain agile. This extends to viewing availability. While it may be inconvenient to host a viewing on short notice or during a busy weekend, Liana reminds sellers that every missed viewing is a missed opportunity for an offer.

Preparation isn't just about documents; it’s a mindset. A seller who is emotionally and administratively ready to move is the one who ultimately crosses the finish line first.

Moving Toward a Faster Future

While industry-wide reform may be on the horizon, Liana’s insights prove that sellers don't have to wait for legislation to change the way they move. By taking ownership of the information, instructing solicitors early, and maintaining a flexible approach to the market, the daunting timeline of a property sale becomes significantly more manageable. The message is clear: do the hard work at the beginning to avoid the heartache at the end.