Beware the Tie-In

If you’re thinking about selling your property in Gibraltar, you’ll quickly discover that choosing an estate agent isn’t just about glossy brochures or slick sales patter.  One of the most important and most overlooked details sits quietly in the small print: the tie-in period.

At Richardsons, we’ve seen far too many sellers caught out by long sole agency agreements that simply don’t reflect the reality of today’s property market.  Six months (!) is common.  Sometimes longer!!  And once you’ve signed, you’re locked in - whether the agent is delivering or not.  We think that deserves a closer look.

What is a sole agency tie-in?

A sole agency agreement means you appoint one agent to market and sell your property.  That in itself isn’t unreasonable.  In fact, when done properly, sole agency is the best way of selling properties.  The problem arises when that agreement ties you in for an excessive length of time.

A six-month sole agency contract effectively removes your ability to change course if things aren’t working.  Marketing stagnates.  Feedback dries up.  Viewings slow.  But you’re still stuck, waiting for the calendar to run down rather than the right buyer to walk through the door.

From a seller’s point of view, that can feel less like a partnership and more like a hostage situation.

Why do long tie-ins exist?

Tie-in periods are justifiable to an extent.  Estate Agents invest time, money and effort into marketing your property, so they want reassurance that you won’t switch agents the moment interest starts to build.

That argument isn’t entirely without merit.  Professional photography, floorplans, targeted advertising, portals, database marketing, staff time - all of it costs money.  At Richardsons, we spend a significant amount presenting properties properly, because cutting corners helps no one.

But here’s the key question: how much protection is fair?

A six-month tie-in assumes that selling a property in Gibraltar is a long, drawn-out process that requires half a year just to get momentum.  That simply doesn’t reflect the market we actually operate in.

The reality of the Gibraltar market

Let’s talk facts, not folklore.

In 2025, our average sale time for residential property in Gibraltar was a little over nine weeks.  Not nine months.  Not six months.  Nine weeks.

That means that, on average, properties that are correctly priced and properly marketed either sell - or clearly don’t - within a relatively short timeframe.  After that point, the issue is rarely “not enough time”.  It’s usually price, presentation, strategy, or effort.

So why should a seller be contractually locked in for 26 weeks when the market gives clear signals in less than half that time?

We struggle to see how that benefits anyone other than the agent holding the contract.

Our approach: protection without punishment

At Richardsons, we believe in fairness.  We also believe that confidence in your own service should remove the need for heavy-handed contracts.

Yes, we need some form of protection.  We are upfront about that.  When we take on a property, we invest real resources into getting it right from day one; professional photography, honest pricing advice, targeted marketing, and active buyer engagement.

What we don’t believe in is tying sellers in for an unnecessarily long period “just in case”.

That’s why our sole agency agreements are 12 weeks.

Twelve weeks gives us ample time to do what we do best.  It allows us to launch properly, generate interest, conduct viewings, gather feedback, and negotiate seriously with motivated buyers.  In a market where the average sale takes just over nine weeks, this is a realistic, data-driven timeframe.

And crucially, it keeps the relationship balanced.

What happens after 12 weeks?

If we haven’t sold your property after 12 weeks, the decision is yours.

If you’re happy with our level of effort, communication and strategy, we’re more than happy to carry on working with you.  Most clients do.  But there is no obligation.

You are free to explore other options, bring in another agent, or change direction entirely.  No penalties.  No awkward conversations.  No feeling that you’re stuck in something that no longer feels right.

We think that’s how it should be.

Accountability matters

Long tie-ins can sometimes create complacency.  When an agent knows they have six months guaranteed, the urgency to constantly review pricing, refresh marketing, or push harder can quietly fade.  Not always, but often enough that it’s worth mentioning.

Shorter agreements, on the other hand, create accountability.  They keep everyone focused.  They ensure the agent earns your loyalty through action, not contractual obligation.

We don’t want clients to stay with us because they have to.  We want them to stay because they want to.

A subtle question worth asking

If an agent is confident they can sell your property, why do they need to lock you in for half a year?

It’s a question more sellers are starting to ask - and rightly so.

The Gibraltar property market moves quickly when handled correctly.  Pricing errors and weak marketing don’t fix themselves with time.  They fix themselves with decisive action.

A fair agreement recognises that reality.

Selling should feel like a partnership

At its best, selling your home is a collaborative process built on trust, transparency and shared objectives.  Contracts should support that relationship, not dominate it.

We’re proud of the fact that our clients know exactly where they stand from day one.  Clear terms.  Realistic timeframes.  And the freedom to make choices if circumstances change.

Because in our view, a great estate agent doesn’t need a long tie-in to keep your business.  They just need to do the job properly.

If you’re thinking of selling and want an honest conversation about pricing, marketing and - yes - contracts, we’re always happy to talk.  No pressure.  No hard sell.  And certainly no six-month tie-in.