61% of people who sold a flat in the past year used the services of a real estate agent, according to a survey by SonarHome.pl – a platform that enables property valuation and helps sellers find an agent. Nearly half (45%) of respondents paid a commission of 1–2% of the sale price, which for an average 60 m² flat in Warsaw would amount to approximately 9,000–18,000 PLN.
In total, more than 80% of sellers or people planning to sell a flat have experience working with a real estate agent or are considering doing so. Forty-three percent used the agent’s support from the very beginning of the selling process, 18% decided to do so later on, and a further 22% are considering taking this step. This clearly shows that the model of selling a property entirely on one’s own is no longer the obvious choice, and sellers are increasingly open to professional support.
One of the most telling indicators of a maturing market is the type of cooperation model chosen by sellers. As many as 63% signed an exclusive agreement. This type of contract means that one agent fully manages the sales process and takes responsibility for it, in contrast to an open agreement where several agents may work on the offer simultaneously, potentially causing communication chaos. “The growing popularity of exclusive agreements is very important for the professionalisation of the market, as it allows agents to invest in promoting the listing and build a partnership-based relationship with the seller. Five years ago, such agreements were still highly controversial. Today, they seem to be becoming the standard,” comments Anton Bubiel, real-estate expert at SonarHome.pl.
This trend shows that an exclusive agreement is no longer perceived as a limitation but increasingly as a tool for building a responsible relationship. The selected agent takes full ownership of the entire process, while the client benefits from coherent marketing actions instead of uncoordinated and fragmented sales initiatives.
Where do agents bring the greatest value?
According to sellers, the greatest value of working with an agent lies in tasks requiring specialist knowledge and experience, such as handling formalities, property valuation, and preparing a professional listing. Among those who worked with an agent, the most highly rated element was support in creating the sales offer – including writing the description, taking photos and videos, and staging the property to make it more attractive in the sales process. Three-quarters of respondents (75%) said the agent was helpful (15%) or very helpful (60%) in these tasks. The value of publishing the listing on property portals and social media, as well as promoting it within the agent’s contact network, was rated almost as highly – 68% found this contribution helpful or very helpful. Support in preparing an accurate valuation and sales strategy received a similarly high score.
“From the seller’s perspective, an agent primarily adds value by preparing and distributing the offer and helping with formalities. More than 67% of respondents said that working with an agent made the sales process less stressful,” adds Anton Bubiel.
A market in the maturity phase – more partnership and professionalisation
The findings highlight several parallel processes. Sellers increasingly use or at least consider using agent services. The exclusive-agreement model is no longer taboo and has become the dominant model, chosen by almost two-thirds of clients. At the most complex stages of selling (offer preparation, formalities, transaction security), the agent’s role is rated highest and their contribution clearly appreciated.
For sellers, the key benefits of working with a real estate agent are a less stressful and safer transaction process, with the possibility of achieving a higher selling price coming only second. At the same time, commission levels and trust remain topics that require clear and transparent communication. Altogether, the data paint a picture of a maturing market in which the relationship between seller and agent is increasingly partnership-oriented rather than purely transactional.
About the study
The survey was conducted using the CAWI method among 240 SonarHome.pl users, who shared their experiences with selling property and working with real estate agents in the last 12 months. The questionnaire was carried out between 26 October and 4 November 2025.
Source: managerplus.pl
