Just Because He Sat Next to You in Maths Doesn’t Mean He Can Sell Your House

In a place like Gibraltar, chances are the person valuing your home might also be the person you shared a calculator with in Year 10.

You went to school together.
Your mums know each other.
You still nod hello in Morrison’s.

And when it comes time to sell your home, it feels natural to say:
“Of course I’ll use him.”

After all, he’s a good guy.

But here’s the uncomfortable truth:

Your home is not a favour.
It’s not a social obligation.
And it’s almost certainly one of the most valuable assets you own.

Friendship is priceless. Property mistakes are expensive.

Gibraltar Is Small.  Your Decision Is Big.

One of the best things about living in Gibraltar is how connected we are.  You’re rarely more than two introductions away from anyone.  That familiarity builds trust - and trust matters.

But familiarity is not the same thing as professional competence.

If you needed surgery, would you choose the surgeon because he lent you a pen in maths?

If you were in court, would you instruct a lawyer because she was in your Sixth Form common room?

Of course not.

You would look at experience.
 - Track record.
 - Reputation.
 - Results.

And yet, when it comes to selling a property worth hundreds of thousands - sometimes millions - many vendors make the decision in under 30 seconds based on who they know.

“All Estate Agents Do the Same Thing Anyway…”

This is perhaps the most common assumption in property.

 - Put it online.
 - Do a few viewings.
 - Agree a price.
 - Job done.

If that were true, every agent would:

• Achieve the same price.

• Take the same time to sell.

• Have the same fall-through rate.

• Deliver the same experience.

They don’t.

The difference between a well-strategised sale and a poorly handled one can be tens of thousands of pounds.  Sometimes more.

In a market as compact and nuanced as Gibraltar, the buyer pool is finite.  Serious, proceedable buyers are even more limited.  Handling them correctly - qualifying, negotiating, managing expectations - is not automatic.  It’s a skill.

Some agents list property.

Some agents sell property.

There is a difference.

The Hidden Cost of Comfort

Choosing someone you know feels safe.  There’s no awkwardness.  No “shopping around.”  No uncomfortable comparisons.

But comfort can be expensive.

Here’s how:

1. Overpricing to Impress You
A friendly agent may tell you the number you want to hear.
A strategic agent tells you the number that will sell.

Overpricing often leads to:

• Stale listings

• Reduced interest

• Price reductions

• Buyers sensing desperation

And in a small market, once a property is perceived as “sitting,” that perception spreads quickly.

2. Weak Negotiation
Negotiation is not about being pleasant.  It’s about protecting your position.

A skilled negotiator understands:

• Buyer psychology

• Timing

• Leverage

• When to push

• When to hold

The difference between accepting the first reduction and holding firm with justification could be five figures.

3. Poor Buyer Qualification
Not every viewing is equal.
Not every “interested” party is proceedable.

An effective agent filters buyers properly:

• Are they mortgage-approved?

• Have they sold?

• Are they serious?

• What’s their timeline?

Failing to qualify properly can lead to fall-throughs - which cost time, money, and momentum.

The School Desk Test

Here’s a simple mental exercise.

Imagine two scenarios.

Scenario A:
You instruct the agent you’ve known since school. You don’t ask many questions because, well, it feels awkward. You assume they’ll “look after you.”

Scenario B:
You interview two or three agencies. You ask for evidence:

• What’s your average time to sell?

• What percentage of asking price do you achieve?

• How many buyers are currently registered for my type of property?

• What’s your marketing strategy?

• Who handles negotiation?

In which scenario are you more likely to maximise your outcome?

This isn’t about distrusting people. It’s about doing due diligence.

Popularity Is Not a Strategy

In close-knit communities, reputation often means familiarity.

“He’s well known.”
“She knows everyone.”
“They’ve been around forever.”

All good things.

But selling property successfully requires:

• Structured marketing plans

• Strong buyer databases

• Consistent follow-up systems

• Data-led pricing

• Skilled negotiation

• Sales progression management

Being popular at school does not automatically equip someone with these tools.

Experience does. Systems do. Results do.

Interviewing Isn’t Disloyal

One of the reasons vendors don’t compare agents is guilt.

“What will he think if I speak to someone else?”

Here’s a professional truth:
Any serious estate agent expects to be compared.

In fact, the best ones welcome it.

If an agent becomes defensive because you want to interview others, ask yourself why.

This is business. It’s your asset. It’s your decision.

You can still attend the same barbecues.

Your Home Deserves More Than a Favour

Selling a property isn’t just about putting up a listing and waiting.

It’s about:

• Positioning the price correctly from day one.

• Creating urgency.

• Managing perception.

• Handling objections.

• Protecting your negotiating position.

• Keeping the deal together through to completion.

That last part is often overlooked. Agreed sales fall through. Chains wobble. Issues arise. The agent you choose will either fight to hold the deal together — or simply update you when it collapses.

That difference matters.

So What Should You Actually Do?

If you’re preparing to sell in Gibraltar, here’s a simple approach:

1. Shortlist at least two or three agencies.

2. Ask for evidence, not promises.

3. Compare their marketing materials.

4. Understand who will personally handle your sale.

5. Assess their negotiation philosophy.

6. Choose based on strategy and competence — not sentiment.

If the person you sat next to in maths is genuinely the best for the job, excellent. You can appoint them with confidence.

But at least you’ll know.

Final Thought

Community is one of Gibraltar’s greatest strengths.  Relationships matter.  Trust matters.

But when it comes to selling one of your most valuable assets, the question isn’t:

“Who do I know?”

It’s:

“Who will achieve the best result?”

Because in the end, the extra £20,000 you could have achieved won’t feel any less significant just because you chose someone familiar.

✅ Choose based on performance.

✅ Choose based on strategy.

✅ Choose based on evidence.

And then, by all means, invite them to the reunion!