Key points at a glance
Anyone selling a house or a flat in Switzerland soon faces the question: sell it yourself, hire a traditional estate agent, or use a fixed-fee online service? Online providers advertise low flat rates or even a sale at no cost to the owner. That is not dubious in itself. But the price alone tells you little about what work is actually done, when you pay and whose interests the provider serves.
- Flat-rate packages often cover only part of the sale, typically the sales brochure and online listings.
- Viewings and negotiations then frequently stay with the owner.
- If the buyer pays instead of you, a conflict of interest can arise.
- An upfront payment is not the same as a fee that is due only once the sale succeeds.
What the package includes and what is often missing
Selling property involves far more than an attractive listing. Compare offers step by step along the whole process. The overview below shows where fixed-fee packages often have gaps. It does not replace reading the actual offer, because services vary widely between providers.
| Task | Flat-rate offers | Full mandates |
|---|---|---|
| Valuation and pricing strategy | often automated or brief | usually with an on-site visit |
| Sales documentation | usually included | included |
| Listings on property portals | usually included | included |
| Screening enquiries and viewings | often left to the owner | handled by the agent |
| Credit checks and negotiation | often excluded or extra | handled by the agent |
| Preparing the contract and notarisation | varies | usually supported |
The underrated step: viewings
Viewings are where prospective buyers decide whether to trust the offer. If you run them yourself, you need to answer questions on the building's condition, service charges, renovation fund or land register entries with confidence. Vague or contradictory answers quickly cost you negotiating room.
Who pays and whom the agent serves
The most important point in any comparison is how the provider gets paid. If an agent advertises a zero-percent fee for the seller, ask where the money comes from instead. Some models charge the buyer. In Switzerland this is unusual for residential sales, and it changes the agent's role: someone paid by the other side no longer represents only you.
The Swiss Code of Obligations governs brokerage contracts in Art. 412 et seq. CO. Under Art. 415 CO, a broker who acts for the other party in breach of the contract can lose the right to a fee. For you as the owner, however, what matters more is that roles are spelled out in the contract from the start: who is the client, who pays what, and may the provider also work for buyers?
Whoever pays the agent largely decides which side of the table the agent sits on.
Fee models compared
With a traditional mandate, the commission is due only once the sale has gone through, that is after the notarised purchase contract has been signed. Many online models work differently: the flat fee is paid wholly or partly in advance or in instalments, sometimes regardless of whether the property is sold at all.
| Model | When do you pay? | What to check |
|---|---|---|
| Success-based commission | after a successful sale and notarisation | rate, basis of calculation, exclusivity and term |
| Fixed fee upfront | when you sign the mandate | refund if no sale takes place |
| Fixed fee in instalments | spread over the mandate | total cost if marketing takes longer |
| Free for sellers | buyer pays a fee | conflict of interest and effect on price |
Work through a realistic scenario: what does each model cost if the sale takes four months, and what if it fails? Only then do the offers become truly comparable.
Checklist before you sign
- Get a written list of all included services, including viewings and negotiation.
- Clarify which extras cost more and at what price.
- Ask who pays the provider and whether it also acts for buyers.
- Check payment timing, term, notice period and any exclusivity clause.
- Ask for references in your region and for your type of property.
- Clarify who prepares the contract with the notary and who supports you until notarisation.
Tip for requesting offers
Obtain at least two or three offers based on different models and compare them side by side. For tax questions, such as property gains tax, it is also worth consulting a tax adviser or the cantonal tax office.
Frequently asked questions
Is an online agent always worse than a traditional one?
How can I spot a possible conflict of interest?
Do I have to pay a flat fee even if nothing is sold?
Is a fixed fee always cheaper than a commission?
Who supports me at the notarisation?
Most people sell a property only a few times in their lives. A careful comparison of services, payment terms and loyalties is therefore worth far more than a glance at the lowest figure.