In the world of estate agency, bigger often means better… or does it?
A fascinating trend in sales data raises an eyebrow—if not a full-blown existential crisis—for those looking to scale their business.
The surprising data on estate agency size and sales
The raw data on sales agreed figures comes from TwentyEA, a trusted source in property data, while the number of branches was gathered from estate agents’ websites. The findings suggest a counterintuitive pattern:
🔹 Agencies with 3-4 branches sell an average of 286 properties per year per branch
🔹 Agencies with 5-6 branches sell an average of 203 properties per year per branch
🔹 Agencies with 7-9 branches sell an average of 143 properties per year per branch
🔹 Agencies with 10-14 branches sell an average of 106 properties per year per branch
🔹 Agencies with 15-19 branches sell an average of 91 properties per year per branch
🔹 Agencies with 20-29 branches sell an average of 77 properties per year per branch
🔹 Agencies with 30-49 branches sell an average of 59 properties per year per branch
🔹 Agencies with 49-99 branches sell an average of 56 properties per year per branch
🔹 Agencies with 100-149 branches sell an average of 77 properties per year per branch
🔹 Agencies with 150+ branches sell an average of 57 properties per year per branch
This data relates to the Top 200 UK estate agents in 2024 by volume of sales agreed.
Why does growth seem to hinder sales per branch?
One might expect that more branches would lead to more sales per location due to economies of scale and increased brand visibility. However, the numbers indicate the opposite. So, what’s causing this trend?
Could it be:
✅ A loss of local expertise and brand trust as agencies expand?
✅ A corporate structure slowing down decision-making?
✅ Standardised, centralised marketing reducing the effectiveness of local strategies?
✅ Larger networks homogenising their service, making branches less unique?
What does this mean for the future of letting agencies?
Of course, there are exceptions to these trends, and these figures represent averages, not absolutes. But the data raises an important question: at what point does expansion begin to work against an agency rather than in its favour?
For letting agents, this is a crucial insight. Growth needs to be strategic—maintaining the personal touch, local expertise, and efficient decision-making is vital. Could the future of successful estate agency lie in balancing expansion with individuality?
