Sales Progression
Sales Progression
What it means
What Is Sales Progression?
Sales progression is the process of moving a property sale from offer accepted to completion. It covers everything that happens between the two parties agreeing a price and the keys being handed over — typically 10–20 weeks in a straightforward transaction, and considerably longer in complex ones.
Unlike the marketing phase, sales progression is largely invisible to sellers. Most of the work happens between solicitors, and it can feel like nothing is happening for weeks at a time. Understanding what each stage involves — and what you can do to help — makes a significant difference to how smoothly your sale progresses.
The most important thing to know: the speed of your sale is largely determined by how prepared you are before the process starts. Sellers who have their documents, forms, and certificates ready before going to market consistently complete faster and with fewer delays.
10–20 weeks
Typical offer-to-completion timeline
1 in 4
UK sales fall through before exchange
#1 cause
Missing information — the leading delay factor
Step by step
The 8 Stages of a UK Property Sale
From offer accepted to completion — what happens at each stage, who is responsible, and what you need to do.
Offer accepted — memorandum of sale issued
Once you accept an offer, your estate agent issues a memorandum of sale to both sets of solicitors. This is not legally binding — either party can still withdraw — but it formally starts the conveyancing process.
What you need to do
Instruct your solicitor immediately if you haven't already. Provide your solicitor with all relevant documents — title register, EPC, building regulations certificates, guarantees, and completed TA6/TA10 forms.
Delays in instructing a solicitor or providing documents add weeks to the process.
Draft contract pack prepared and sent
Your solicitor prepares the draft contract pack — including the draft contract, title documents, completed property information forms (TA6, TA10), and any supporting certificates. This is sent to the buyer's solicitor.
What you need to do
Complete the TA6 Property Information Form and TA10 Fittings & Contents Form if you haven't already. Gather all certificates, guarantees, and planning documents. The faster you provide these, the faster the pack goes out.
Incomplete TA6 forms and missing certificates are among the most common causes of enquiry delays.
Searches ordered by buyer's solicitor
The buyer's solicitor orders local authority, drainage, and environmental searches. Timescales vary significantly by local authority — some return results in days, others take 4–6 weeks.
What you need to do
Nothing required from you at this stage, but be aware that search delays are outside everyone's control. Use this time to progress other aspects of your onward purchase if applicable.
Search delays are one of the most common causes of extended timescales. They cannot be rushed.
Survey and mortgage valuation
The buyer's lender arranges a mortgage valuation. The buyer may also commission an independent survey (RICS Level 2 or Level 3). Survey results can lead to renegotiation or requests for remedial work.
What you need to do
Ensure the property is accessible for the surveyor. If the survey identifies issues, your solicitor or estate agent will advise on how to respond. Be prepared for the possibility of a renegotiation.
A down-valuation or significant survey findings can cause renegotiation or, in some cases, the buyer withdrawing.
Enquiries raised and answered
The buyer's solicitor raises enquiries based on the contract pack, search results, and survey. Your solicitor will forward these to you for answers where required. This is often the longest stage and the most within your control.
What you need to do
Respond to enquiries promptly and thoroughly. Delays in answering enquiries are the single biggest controllable cause of slow transactions. If you don't know an answer, say so — your solicitor can advise on how to handle gaps.
Slow enquiry responses are the leading controllable cause of transaction delays. Prepared sellers answer faster.
Mortgage offer issued
Once the lender is satisfied with the valuation and the buyer's financial position, they issue a formal mortgage offer. This is a prerequisite for exchange on most transactions.
What you need to do
Nothing required from you, but ask your estate agent to confirm the buyer's mortgage status. A buyer without a formal offer in place is not ready to exchange.
Lender processing delays or a change in the buyer's financial circumstances can delay or prevent a mortgage offer.
Exchange of contracts
Both parties sign identical contracts and the solicitors exchange them — usually by telephone, confirmed in writing. At exchange, a completion date is agreed and the buyer pays a deposit (typically 10%). The sale is now legally binding.
What you need to do
Agree a completion date with your solicitor and estate agent. Ensure your removal company is booked. Confirm your onward purchase is ready to exchange simultaneously if applicable.
Chain collapse — if any party in the chain is not ready to exchange, exchange cannot take place.
Completion
On completion day, your solicitor receives the purchase funds from the buyer's solicitor. Once confirmed, the estate agent releases the keys. Your mortgage (if any) is redeemed. You must vacate the property by the agreed time.
What you need to do
Vacate the property by the agreed time. Leave all keys, manuals, and items included in the sale. Take meter readings. Notify utility suppliers and the council of your move.
Late fund transfers can delay key release. Ensure your solicitor is available and contactable on completion day.
Why sales slow down
Common Causes of Delay
Most delays are predictable and many are preventable. Understanding the common causes helps you address them before they become problems.
Missing or incomplete property information
Incomplete TA6 forms, missing building regulations certificates, absent guarantees, and undisclosed alterations are the most common source of enquiry delays.
Slow local authority searches
Search timescales vary from days to 6+ weeks depending on the local authority. This is outside everyone's control — but you can prepare everything else in parallel.
Chain complexity
Every additional property in the chain adds risk. All parties must be ready to exchange simultaneously. One slow party holds everyone up.
Slow enquiry responses
Delays in answering solicitor enquiries are the single biggest controllable cause of slow transactions. Prepared sellers answer faster.
Survey issues and renegotiation
Significant survey findings can lead to renegotiation, requests for remedial work, or in some cases the buyer withdrawing.
Leasehold management pack delays
Leasehold properties require an LPE1 management pack from the managing agent or freeholder. These can take 4–8 weeks and are a leading cause of leasehold transaction delays.
Practical advice
How to Keep Your Sale on Track
Most of what determines the speed of your sale is within your control — if you know what to do and when.
Instruct your solicitor before accepting an offer
Instructing early means your solicitor can start preparing the contract pack immediately — saving 1–2 weeks.
Complete your TA6 and TA10 forms before marketing
Having your property information forms ready means the contract pack can go out within days of an offer being accepted.
Gather all certificates and documents in advance
Building regulations certificates, FENSA certificates, guarantees, planning permissions, and warranties should all be located before you go to market.
Respond to enquiries within 24–48 hours
Fast enquiry responses are the single biggest thing you can do to keep your sale moving. Don't wait for your solicitor to chase you.
Keep in regular contact with your estate agent
Your estate agent is your eyes and ears on the chain. Weekly check-ins help identify problems before they become delays.
Don't assume silence means progress
If you haven't heard from your solicitor in a week, ask for an update. Transactions can stall without anyone flagging it.
Be prepared before the process starts
Get Sale Ready Before Your Offer Is Accepted
The fastest sales are the ones where the seller is prepared before the process starts. Property Sale Pack gives you everything you need — checklists, guides, forms, and tools — to get your documents, information, and property ready before you go to market.
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