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You have listed your flat online, the phone has started ringing, and half the calls are from brokers offering to 'bring buyers'. You are wondering whether to sign up with one of them or keep handling it yourself and save the commission.
There is no single right answer. Selling on your own can save you a lakh or more. It can also cost you months, a weaker price and a few unpleasant surprises. Here is an honest comparison.
What an agent actually costs
In most Indian cities, including Bengaluru, resale brokerage is typically 1% to 2% of the sale price for each side, with each side usually paying its own agent. There is no legal cap: RERA regulates agents but does not fix their commission, so the rate is a matter of negotiation. On high-value homes, 1% or a little less is common.
Add 18% GST on the brokerage, not on the property price, if your agent is GST-registered. So a 1% fee really costs you 1.18% of the price, as of November 2026.
Example: on a ₹1.1 crore flat, 1% brokerage is ₹1.1 lakh, plus ₹19,800 GST, for a total of ₹1,29,800. At 2%, it doubles to ₹2,59,600.
What selling it yourself actually costs
Selling yourself isn't free. Common costs include:
- Photographs and listing: good photos and paid listing upgrades can run from a few thousand to over ₹15,000.
- A property lawyer: to draft the sale agreement, check the buyer's terms and review the sale deed. Fees vary widely by city and scope, but budget for it either way; you need a lawyer whether or not you use an agent.
- Your time: answering calls, filtering time-wasters, and hosting site visits, often on weekends for two or three months.
- Holding costs: every extra month unsold means EMI, maintenance and property tax keep running.
Side by side
- Reach: an agent brings an existing list of active buyers and other brokers. On your own, you rely on listings, your society and word of mouth.
- Pricing: a good agent knows recent registered prices in your micro-market. On your own, you need to research comparables yourself.
- Screening: an agent filters out casual visitors and checks whether a buyer's loan is likely. On your own, you meet everyone who calls.
- Negotiation: an agent puts some distance between you and the buyer, which helps when emotions run high. On your own, you negotiate face to face.
- Paperwork: an experienced agent coordinates the agreement, the buyer's bank and the registration date. On your own, you manage all of it with your lawyer.
- Cost: typically 1% to 2% plus GST through an agent, versus your time plus some smaller fees on your own.
Safety: the part people underestimate
Whichever route you choose, protect yourself:
- Never hand over original documents to a buyer or broker before registration. Share photocopies or scans, and only the pages that are needed.
- Take payments only by bank transfer or cheque into your own account. Income tax rules bar accepting ₹20,000 or more in cash as an advance for a property sale, and receiving ₹2 lakh or more in cash in a single transaction.
- Watch for common scams: 'buyers' who ask you to pay a processing fee, overpayment refund tricks, or pressure to sign an agreement before the token has cleared.
- Be careful with site visits: ask for the visitor's name and number in advance, avoid showing the flat alone, and keep valuables out of sight.
- Check the agent too. Agents dealing in RERA-registered projects must register with the state RERA. In Karnataka, you can look up the agent's registration on the Karnataka RERA website.
The legal paperwork, either way
An agent does not replace a lawyer, and selling yourself does not mean you can skip one. The steps are the same:
- Token receipt and a written sale agreement covering price, payment schedule, timelines and what happens if either side backs out.
- Documents ready for the buyer's checks: title deed, mother deeds, khata, tax receipts, encumbrance certificate, society NOC, and loan closure papers if you have a loan.
- The buyer deducts 1% TDS if the price is ₹50 lakh or more (higher rates apply if you are an NRI), and gives you the TDS certificate.
- Sale deed registration at the sub-registrar office, booked through the state portal (Kaveri in Karnataka), with stamp duty paid by the buyer.
- Handover of keys, originals, society transfer and utility changes after full payment.
If you do hire an agent, get it in writing
- Fee: percentage, whether GST is extra, and that it is payable only on successful registration.
- Exclusive or open: an exclusive mandate for a fixed period (say 60 to 90 days) often gets more effort; an open mandate lets several agents and you all try at once.
- Duration and exit: how either side can end the arrangement, and what happens if a buyer the agent introduced comes back later.
- What is included: photos, listings, screening, loan coordination, document support.
When each route makes sense
Selling yourself works well when
- You already have a likely buyer: a tenant, neighbour, relative or colleague.
- Your flat is a standard 2BHK or 3BHK in a popular society, where demand is steady.
- You live nearby, have time for visits, and are comfortable negotiating.
- There is no rush, and you have a lawyer you trust.
An agent earns the fee when
- You live in another city or abroad.
- The property is unusual: a large villa, a plot, a commercial unit, or a home with title complications.
- You need to sell within a fixed time, for example to fund another purchase.
- You have a loan to close, several co-owners, or a tenant in place, and want someone to coordinate it all.
A worked comparison
Priya is selling a ₹1.1 crore 3BHK and pays ₹38,000 a month in EMI plus ₹6,000 in maintenance. With an agent at 1%, the flat sells in two months at ₹1.08 crore. Her brokerage with GST is about ₹1.27 lakh, and two months of holding costs come to ₹88,000.
On her own, it takes five months and she settles at ₹1.06 crore after a buyer's lowball offer she felt pressured to accept. No brokerage, but five months of holding costs are ₹2.2 lakh, and the price is ₹2 lakh lower. The 'free' route ends up roughly ₹2 lakh more expensive. Flip the facts (a buyer already lined up, no loan) and selling yourself wins easily.
A quick test: if selling yourself means the flat stays unsold for three extra months, or you accept ₹3 lakh less in negotiation, you have already spent more than a 1% fee would have cost.
Frequently asked questions
Who pays the brokerage, buyer or seller?
In most Indian cities each side pays its own agent. If one agent represents both, agree in writing who pays what before any visits.
Is brokerage negotiable?
Yes. There is no legal rate. Agents often accept less on high-value or easy-to-sell homes, or in return for an exclusive mandate.
Can I list the flat myself while an agent is also working on it?
Under an open mandate, yes. Under an exclusive mandate, usually not, or you may still owe the fee. Read the agreement before signing.
Is brokerage deductible when I calculate capital gains?
Brokerage paid on the sale is generally treated as a transfer expense and reduces your capital gain. Keep the invoice and payment proof, and confirm the treatment with your CA.
Laws on cash, TDS and stamp duty change, so check the current position with a lawyer or CA for your case. If you would rather have help with pricing, buyer screening and paperwork while staying in control of the decisions, Skyros Estates offers selling support across India.
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